![]() ![]() Is there higher activity on high revenue accounts? In the same manner as the first point look for any obvious correlations. *Shameless plug, Prophet CRM uses embedded Power BI to give you top tier reporting ability. (This can be done quite easily with Microsoft’s Power BI*) The easiest method is to overlay data from the accounting ERP. ![]() It’s invaluable to put that data in context with the other business systems. Let’s suppose your SMB sales team has not been saintly with CRM entry and there are a holes. Don’t evaluate the quality of the data, that comes later. How many activities have been auto-logged, and what are they? Who are they being done to?Īsk increasingly complex questions until the answers become untrustworthy. How many contacts are being made week over week, and what is the trend? Get the data and put it in Excel, Power BI, Tableau, or into the hands of someone proficient with these things and start to figure out the basics: Even if you feel like your solution has been underutilized, odds are very good that the CRM has collected much more data than you anticipated. The first step to preparing a recession strategy for your Sales Org should always start with the CRM-specifically the data and trends housed within. Taking these steps will help you sell strategically through a recession by leaning on your CRM, whether your CRM been a well-oiled machine or the Spruce Goose. Here’s a Sales Small Business Recession Field Guide as it concerns CRM, or SSBRFG:CRM for short. If not, or if the pledge has a history of running out of steam don’t worry. ![]() Hopefully there’s noble pledge to focus on the fundamentals, preferably one with lots of eye contact. I’d cross my fingers, but I wouldn’t hold my breath. The next time one of your firm’s junior reps lands a deal worth a handshake ask them what they’re doing to recession proof their pipeline. If you’re unsure which column you fall into try the following exercise: In SMB, sales organizations are either armed to the teeth with preemptive recession strategy or are entirely looking the other way. Pundits are doing their best to look grim. In the last few months nearly every recognized recession leading indicator has flashed. How to revamp your CRM adoption and put the data to work. How to export your Outlook Customer Manager data.6 Steps to Selecting a Replacement for Outlook Customer Manager (OCM).CRM Solution for Manufacturing Industrial Machinery and Equipment. ![]()
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February 2023
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