Archive for August 5, 2009

Making Sales Leads Payoff (Part 2)

Posted in General Management, Making Sales Leads Payoff with tags , , , , , , , on August 5, 2009 by Robert Finkelstein

Darts-on-targetYesterday’s blog was all about communicating, making sure everyone understands their roles and gives award winning performances. Today, it’s about the tools.

crm_internship3. CRM. It’s essential that your team is given the necessary tools to be successful. Obviously, the support and communication from management is paramount. An effective CRM (customer relationship management) system needs to be in place. These tools provide complete prospect/customer visibility to your whole team, and since many are web-based, they can be accessed anywhere there’s Internet. Every interaction, transaction and measurable indicator is captured within the system. Personally, I’ve used Salesforce and had a great experience. Do your research and select a CRM program that’s right for your business.

measure_up4. Measure. Like the old saying goes, “You can’t manage what you can’t measure.” The CRM tool will provide plenty of KPI (Key Performance Indicators), but you need to determine what’s important to your business and why. Once you’ve determined what that is, you can make sure you’re capturing this information, managing it and ultimately, using it to improve your sales. Additionally, you can decide what advertising campaigns are yielding the best results – qualified prospects, leads and closed sales. From this, you’ll know what’s delivering the most bang for your hard earned bucks.

So, bottom line here: Find the right tool and start measuring.

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