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Contacts Management Module
A logbook that allows
the user to record any interaction they have with a customer. |
Customers,
and key customers in particular, want more from their
suppliers than ever before. They want the supplier to
help them reduce inventory, eliminate problems, source
products, get shipments in sooner and a host of other
issues. Some of this is normal and may not require any
action. But some of this does require additional action
and should be document. Why? The answer is twofold: 1)
to be able to quickly find the action the salesperson
promised to take, and 2) to create a “paper trail”
that shows everything the salesperson is doing for that
account.
The first reason is obvious: people are always forgetting
what they are supposed to do, for whom, and when. Documenting
it makes sense. But the second reason is not so obvious,
yet may prove even more beneficial. It is a record of
everything the salesperson has done for an account, including
little issues that are not worth measuring in terms of
value added. This record can be used by the salesperson
to show his/her management team everything they are doing
for an account, but more importantly, to show the customer.
Customers often forget the things a supplier does for
them. Subtly recapping, or occasionally running through
all of the actions taken, can remind them of how important
that salesperson is to them in accomplishing their goals.
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Contact
Log
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The Customer
Profile is linked to the Contacts module and
contains a record for each contact entered.
Just as in the Contacts module, the salesperson
may filter the records by company account.
The Customer Profile provides a tool for the
SalesStrat user to document the work-related
and personal interests and objectives of each
contact.
By default, there are five objective categories.
The Customer’s Objectives categories
deal with the work-related interests of the
contact, including projects the contact is
working on, goals and incentives, and concerns.
On a personal level, the salesperson may wish
to document the activities this contact is
involved in and any of their personal interests,
such as a favorite sports team or an interest
in ballet.
Documenting this information and having it
available when building relationships can
be essential to your success in sales. SalesStrat
will help your sales personnel to understand
their customers and develop relationships
that will make them successful. |
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Review
Logs
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| The Review
Logs submodule is simply a records list that
allows the user to find previous Contact Logs
and Call Plans. As the name implies, it allows
the salesperson to review the log of all past
interactions with a specific customer account.
These records can be sorted by date or by
contact person, allowing the SalesStrat user
to quickly view the details of a particular
meeting or phone call. |
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to CRM Modules |
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