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Sales Force Automation is an important CRM function that streamlines and enhances the operations of your sales team. C-KON helps the sales management, executives and team with sophisticated tools to accurately track all business opportunities and close more deals in less time. You can also identify bottlenecks in the sales process in advance and effectively utilize the existing customer data for future cross-selling and up-selling opportunities.
Benefits
The three phases in which CRM support the relationship between a business and its customers are to:
• New Account generation and its management, with the feature of assigning multiple contacts to each Account;
• Calendar Activities (Meetings, Calls, Tasks) are tracked for Contacts, Customer Accounts, Leads, Opportunities and Cases;
• When activity is scheduled for users, automatic email notifications may optionally be sent to advise users of new activity.
• A professional categorized outlook of upcoming appointments, top opportunities, leads, open tasks, assign issue, sales pipeline graph, monthly calendar, and a quick contact entry facility.
• Lead generation and lead follow up, Leads to Opportunities conversion.
• Graphical Dashboard display of Opportunity Pipeline & Lead Sources.
• Share sales data across individuals and teams
• Focus attention on the most profitable deals
• Bring new sales representatives up to speed
• Present effective presentations and proposals to customers
• Monitor quota progress and business performance
Key Modules: C-KON supports a number of aspects of Sales Force Automation.
• Customer Account Management
• Lead Management
• Opportunity Management
• Contact Management
• Activity / Calendar Management
a) Customer Account Management
• Track all accounts and related contacts, opportunities, cases, and other details from a common repository
• Generate quotes, sales orders, and invoices for the accounts
• Track purchase history of the customers and analyze opportunities for up selling and cross selling
• Create fully customizable account reports
• Store account and contact-related notes and documents in the account history
• Ensure consistent interactions with customers
• Share account information across marketing, sales and support departments
• Export accounts to spreadsheet software, such as Microsoft Excel to analyze the buying patterns of customers and set up loyalty programs
• View all information related to accounts, including contacts, interactions, campaigns, service request history, and other attributes
b) Lead Management:
Lead management is an important business process that combines tools with techniques to enable effective leads generation, management and tracking of new sales opportunities. Sales leads are a vital resource for sales and C- KON offers sales teams a full range of lead management functions.
• Manage leads from generating leads to converting them into opportunities
• Import leads from external sources, such as Web downloads, direct mail, and other types of campaigns
• Qualify leads to next stage based on information captured in lead details
• Convert leads into sales opportunities, accounts, and contacts
• Export leads to spreadsheet software, such as Microsoft Excel
• Customize online lead form as per your organization requirements
• Add multiple products to the leads
• Qualify leads to next stage based on information captured in lead details
• Convert leads into sales opportunities, accounts, and contacts with a single-click
• Lead conversion mapping for all the custom fields
• Create fully customizable lead reports
c) Opportunity Management:
Opportunity management is the process of identifying, communicating, and analyzing customers willing to avail of products or services, until completion of a transaction. This involves tracking of the sales cycle for a given opportunity from being a prospect to closing with sales won or lost. It is facilitated by dividing the cycle into different stages from start to end, relating a probability to each stage and raising the bar of revenue from one stage to the next. It allows your team to close deals faster by sharing consistent sales information, tracking deal progress, and recording deal-related interactions.
• Track all sales opportunities end-to-end in a sales cycle
• Associate opportunities with accounts, contacts, activities, and other modules to have a better visibility on the opportunities.
• Track and manage multiple opportunities through real-time reporting. View opportunities by team, product or geography in charts and then drill down to understand how the opportunity is progressing.
• Ensure follow-through as opportunities progress across sales stages
• Customize the application to mirror how your organization tracks opportunities
• Generate quotes, sales orders, and invoices from the potentials
• Export opportunities to spreadsheet software, such as Microsoft Excel to analyze the sales pipeline and quickly identify the bottlenecks if any
• Ensure effective opportunity handling through collaboration and workflow
• Tailor sales methodologies to meet your business needs
• Customized Opportunity reports
d) Contact Management:
The success of any business to a great extent depends on a well-organized contact information, making the data available for ready reference. Contact management therefore enhances the relationship between customer and sales life-cycle for the purpose of business growth. Contact management means a well organized contact data, viz. communication with clients, meetings, calls, email, as well as interactions through websites. C-KON's contact management stores all these important information, letting you retrieve it quickly and easily. Contact manager modules can help you in the process of acquiring customers as well as procuring products from various vendors.
• Track all contacts and related opportunities, cases, activities, and other details from a common repository
• Create the hierarchy of contacts within a company to have a better coordination while dealing with customers
• Set up contact assignment rules to automatically assign contacts to the sales force in your organization
• Export contacts to spreadsheet software, such as Microsoft Excel
e) Calendar Management:
• Calendar view (by Day, Week, Month or Year) of all corporate Activities, with an associated Task list;
• Shared calendar for viewing other user's calendars for avoiding scheduling conflicts
• Store all the details of customer meetings and calls in an intuitive calendar
• Manage daily tasks of the C-KON users to have a streamlined sales process
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