Simplifying Sales Management with Cetec ERP’s CRM
Small businesses face significant challenges when trying to ramp up and track their sales effectively. Pain points typically revolve around managing and tracking leads, ensuring no opportunities fall through the cracks, and optimizing the sales process to maximize conversions. Without a robust system, businesses often struggle with:
- Tracking Leads: Knowing where leads come from, how much it costs to acquire them, and where they fall out of the sales funnel is crucial.
- Sales Funnel Management: Understanding customer conversion rates and pinpointing where leads are lost in the funnel.
- Cost Per Customer: Accurately calculating the cost of acquisition versus the potential revenue from each customer.
- Managing Sales Processes: Ensuring that all steps in the sales process are followed and that nothing is missed while keeping the sales team accountable.
Cetec’s CRM is designed with these small business pain points in mind. Our focus is on providing tools that help businesses efficiently manage and track their sales processes. Here’s how Cetec’s CRM addresses these issues:
- Leads: In Cetec, leads represent potential customers that your business hasn’t sold to before. Managing and tracking these leads is essential for growing your customer base.
- Tracking Lead Sources and Costs: Cetec allows you to track where leads are coming from—whether through cold calling, trade shows, or referrals—and measure how much it costs to acquire each lead. This includes setting up lead sources, lead programs, and marketing or outbound sales expenses.
- Sales Funnel Tracking: The CRM provides insights into your sales funnel, helping you monitor the conversion rate from lead to customer. You can track where leads drop off and refine your approach to minimize these losses. Revenue forecasts can be made based on lead probability and net potential sale.
Cetec’s CRM ensures that nothing falls through the cracks in your sales process by providing notes and reminders, to help your team keep detailed records of every interaction with a lead. From notes on the last contact to the next steps in your engagement plan, your team can stay on the page. You’ll take advantage of Cetec’s customizable Workflow Assignments to assign leads to sales reps, ensuring that each state of the sales funnel is managed efficiently.
Cetec’s CRM offers robust reporting tools that help you measure the effectiveness of your sales efforts:
- Sales Analysis: Set up expense categories to track your spending and understand the cost per lead, cost per customer, and overall customer conversion rate.
- Lead Movement Reports: Track how leads progress through the workflow, which is essential for understanding where the bottlenecks are in your sales process.
- KPIs for Sales Performance: Key Performance Indicators (KPIs) such as the number of leads by source, cost per lead, cost per customer, and customer conversion rates provide a clear picture of where your marketing efforts are paying off and how effective your sales funnel is.
While Cetec’s CRM provides the basic tools for tracking leads and managing sales processes, the platform is flexible enough to accommodate more detailed reporting if needed. Businesses with more complex sales cycles or those that rely on commissioned sales reps may require more granular tracking of potential revenue and probability within the sales pipeline. This can be done at both the lead level and more specifically on the quote list.
How to Set Up and Use Cetec’s CRM for Optimal Sales Management
With a clear understanding of your business’s needs and the tools available in Cetec’s CRM, it’s time to set up your system and begin using it to streamline your sales processes. To learn more details about our CRM Module, check out our overview guide to the CRM module.
Here’s how to get started:
1) Set up the necessary Data Maintenance tables.
- **CustomerAssociationType**: Define the types of sales roles (e.g., inside or outside sales reps) in your organization to ensure each lead is assigned correctly.
- **LeadSource**: Categorize the sources of your leads (e.g., cold calling, trade shows) to track the effectiveness of your marketing efforts.
- **LeadType**: Enter the different products or services you sell to tailor your sales strategies to each lead. **BUSINS (Business Types)**: Specify the types of businesses you sell to (e.g., manufacturers, distributors) to segment your leads effectively.
2) Set up your Sales Workflow.
- **Workflow Stages**: Identify and define the stages of your sales process, from initial contact to quoting and development. Customize these stages to fit your business model.
- **Assigning Workflow Permissions**: Assign specific users to each workflow stage to ensure leads are managed efficiently. To learn more about how to set up a custom workflow, check out our guide!
- **Adding Custom Fields**: Tailor the lead management process further by adding custom fields, such as follow-up dates, which can be made searchable to filter your lead list. To learn more about how to make Custom Fields, check out our guide!
3) Train your team to use the CRM module.
- **Creating New Leads**: When a new lead comes in, use the ‘Create New’ button to enter the potential customer’s details and relevant product or service information.
- **Filling Out the Lead Worksheet**: Input details such as business type, net potential sales, and probability of conversion. Add contact information in the ‘customer’ section.
- **Setting Follow-Up Reminders**: Use the ‘notes’ section to create a follow-up reminder, which will trigger an email and add the task to the salesperson’s ‘My Tasks’ list.
- **Creating Quotes**: Easily generate quotes from the lead worksheet and send them directly to the lead.
- **Managing Workflows**: Reassign leads within the workflow as needed, ensuring smooth transitions between stages and accurate tracking of leads requesting quotes.
4) Track and analyze performance with the CRM module.
- **Sales Analysis**: Monitor your conversion rates and track your spending by accessing the sales analysis tools within Cetec.
- **Lead Movement Reports**: Regularly review the lead movement report to see where leads are in the workflow and identify any bottlenecks.
- **Quarterly Data Hygiene**: Maintain clean data by running a filtered version of your lead list quarterly and adjusting stagnant leads to the correct workflow setting.
For a more detailed guide on how to optimize your lead funneling with Cetec’s fully integrated CRM, check out our blog post: Lead Funneling with Fully Integrated CRM. You might also find useful insights in our post on Customer Sticky Notes for additional CRM features.
By following these steps and utilizing the provided resources, you can effectively set up and use Cetec’s CRM to manage your sales processes, track leads, and increase your conversion rates. With the right setup and consistent use, Cetec’s CRM can become a powerful tool for driving business growth.