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Sales Managers are facing some really tough challenges
these days. The business is changing…again. With the steady decline of
traditional sales, fierce competition, and low equipment profit margins,
success in today’s environment requires employing every tool
available to close the deal.
MSS21 provides all the essential tracking, operational, management,
and sales analysis tools necessary to drive more revenue and increase
bottom line profitability with new and existing customers.
Multi-touch campaigns and on-going telemarketing is critical to
keeping the sales pipeline full. However, too often the methods used
to schedule calls and track the sales process are completely isolated
from the central customer and prospect database. This can lead to
lost or inaccurate account information, longer sales cycles, and
dissatisfaction with the level of service provided.
With MSS21, sales tracking is an integrated part of the software, and
all the data resides in one place. You can schedule calls to prospects
and customers, and allow reps to access pertinent information on-line,
anytime. The result? Increased productivity, higher close ratios, and
improved responsiveness and attention to detail for customers and prospects
alike!
In many organizations sales reps routinely generate quotes on their
own PC’s, often working with different formats and pricing
structures. Using this practice, quotes lack corporate uniformity,
prices are frequently inaccurate, and valuable sales time is lost
manually looking up prices in books or copying them from previous
quotes. In addition, tracking current opportunities to accurately
forecast department sales and determine required resources becomes
very difficult. And to top it off, whenever a sales rep leaves, all
of that valuable information walks out the door with them.
MSS21 can change all that. Quotes are entered directly into the system,
where pricing and profitability are checked automatically before they’re
sent out. And, because they can be reviewed on-line, reprinted, faxed,
or emailed as necessary; managing outstanding quotes is faster and
easier too! Expiration dates and notifications keep sales managers
informed and sales reps focused. The bottom line is more time for
the reps to sell, better control over the sales process, and always
accurate pricing.
Order processing with other software systems can be inefficient
and time-consuming. Changing an approved quote to an order typically
means re-keying it, and an order for 50 portables may require entering
the same line item 50 times! Also, if there’s not a way to
copy a previous order for repeat business or credits, they need to
be re-keyed too. And finally, once the order is invoiced, it probably
has to be re-keyed again for IMPACT21 â reporting.
In addition, calculating and splitting commission between the sales
reps for individual orders and large jobs can take 1-2 days a month!
Productivity in order processing really gets a boost with MSS21.
Approved quotes are converted to orders with a single keystroke.
And an order for 50 portables is now entered as one line
on the order with the ability to select the associated serial numbers,
enter programming information, and automatically create the necessary
job tickets for service.
In addition, any order type can be copied ¾ eliminating
duplicate effort on repeat orders and credits. With the optional
IMPACT21™ Interface module, the required information is captured
and transmitted to Motorola without re-keying! MSS21 also calculates
commissions (including sales rep splits) and stores the information
on-line for viewing and editing by authorized personnel ¾ saving
sales managers an enormous amount of time!
When it’s time to analyze sales, most sales managers just
don’t have the tools they need, unless they created them. There
may be reports produced at the end of the month, but they’re
often lengthy and cumbersome. This makes extracting meaningful information
for developing campaigns or sales rep incentives very difficult.
MSS21 provides up-to-date sales and profitability information on-line
by company, or broken down by sales rep, shop, equipment lines, individual
items, etc. With that level of information immediately available,
sales managers have the power to manage the sales department more
effectively. Sales rep performance can be easily evaluated, sales
campaigns can be monitored, and customer trends can be identified.
Using these tools sales managers are able to uncover new revenue
opportunities in a timely manner, and act on them! |
