CRM: How to map the Teleprospecting Process in your CRM
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Map the Teleprospecting Process into your CRM Teleprospecting for Executives Who Sell Complex Solutions eBook Excerpt
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Use your CRM effectively by mapping the Teleprospecting Process into fields that respond to Key Qualification Criteria.
Transcript of CRM: How to map the Teleprospecting Process in your CRM
Map the Teleprospecting Process into your CRM
Teleprospecting for Executives Who Sell Complex Solutions
eBook Excerpt
Benefits of Using Your CRM effectively
• Builds a workflow that manages MQL-to-SQL-to-Sales Funnel Process
• Process can be easily reviewed and approved by Teleprospecting Manager and managed effectively by the Sales Team
• Ensures that Field/Inside Sales Team follows up on SQLs in a timely manner
• Shows rejected SQLs– Does the Teleprospector need more training?– Is the Teleprospector not suitable for the position?– Is the messaging off?
• Provides a basis on which processes/skills can be improved
What should be included?
How should you organize your CRM?
Capture the Right Data
• Determine qualification criteria and add these as fields to your CRM
Management can run reports Sales has a template for reviewing all SQLs Teleprospectors can follow the information
given while using their Call GuideTeleprospector Managers have information
right at their fingertips
Most Companies add information to notes section:- Difficult to validate the
quality of each lead- SQL process slows down- Sales Team grows
frustrated by the clusters of unstructured data
- Management can’t generate reports
Use Custom Fields to Manage Your Data and Reporting
Summary• Add the qualification criteria into your CRM• Create an SQL Manager Approval workflow to
ensure SQLs are qualified to submit to sales• Your CRM will become an easy to manage prospect
map that your Sales Team will appreciate
To find out more and read the complete article, please visit us at
http://www.somametrics.com/mapping-the-teleprospecting-process-into-your-crm/
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About the Author• Alicia Assefa has over 25 years of Telebusiness and Sales Management experience.
• Her experience at over 50 companies (including CA, Oracle Corporation, Informix Software, Granicus and Blaze Software, to name a few) has helped her to create a set of field tested best practices that massively ramp sales funnel and revenue.
• Alicia is the Chief Operating Officer at SOMAmetrics, a business consultancy practice that provides effective Inside Sales and Teleprospecting Services.
• If you would like to ask Alicia a question about Inside Sales or Teleprospecting email her [email protected] or visit www.somametrics.com
