The Board™ CRM is not designed from a list of features, but a walk-though the sales pipeline.
Specifically designed with the essential features you need from a CRM to support your efforts in driving revenue.
CRMs are not a sales solution or sales process, they are a part of the solution.
The solution is sales process, effective training/development
and solid sales leadership that the CRM needs to support.
The Board™ will allow you to determine within seconds if a sales representative or team is on target, above target or below target with a clear visual layout. It will provide insight and to actions to take to becoming more effective. More importantly, The Board™ will help develop a more self-directed sales force.
The Board™ shows the individual and team calendars for the three vital sales activities:
1) Prospecting, 2) Appointments and 3) Stalled Opportunities.
Sales Ratios and Average Sale
The Board™ clearly provides all opportunity and closing ratios by sales rep, sales team and product line by any specified date range.
The Board™ provides highly visible forecasts for a specified date range, rep, team, product line in two ways: close date and rep committed and your actual Closing Ratio data is factored into the forecast, not just assumed.
Sales teams prosper when working within a framework that uses training, information and technology to empower each individual to succeed. But most CRM solutions have it backwards. Placing a technical solution on top of a non-existent or ineffective sales process will not drive improvement, nor will it drive revenue. Cloud-based The Board™ offers a sales framework linked to a CRM solution that, when used together, will change the way you and your team approach revenue growth.
The Board™ training and technology will help you increase sales by providing your team and leadership with the tools and thought processes to allow for sales success and continued growth in your businesses. The software is specifically designed to reinforce the behaviors that, when followed, effectively grow revenue.
When it comes to growing the top-line, you only have three options:
Acquisition - Buy someone.
Existing Customers - Grow by either by increasing your share of their existing business and/or being the benefactor of their growth.
New Customers – Acquire customers you have not worked with before.
It is all about having the CRM map to the things that are key to supporting your growth plans. There's not a lot of levers you can pull to increase your revenue and the CRM should really be focused on that, everything else is superfluous.
Drive Revenue Growth with The Board™
Effectively drive new customer acquisition.
Distinguish between sales activity that is effective and ineffective.
Find the proper cadence between prospecting vs. selling activities.
Identify the six “sales killers” that are disguised as sales activity.
Strategize prospect advancement using a systematic method.
Diagnosis your sales team and individual status and development needs quickly.
The Board™focuses on several key areas that are important in an effective sales process:
Accountability & Transparency
Accountability and transparency are terms that most sales representatives perceive negatively. But the reality is that a level of both are critical to business success. The Board™ will start to dispel the concern over both as it clearly and objectively defines the necessary steps to achieve revenue objectives, while identifying the areas where development and behavior shifts are needed.
Creation of an effective sales process and implementation of a CRM does not have to take implementation teams, internal IT administrators, super users, external implementation partners, or more importantly - months of time. [JS1] In one day, your commercial team will be trained on numerous sales processes that are then supported by the The Board™ Module. By the end of the Day 1 your team will be up and running and with greater visibility into where you stand from a sales perspective than ever before. We then follow up each training with 3 individualized team coaching sessions to reinforce the training and use of the module. Be assured that by the by the end of the training period, you will have a clearer picture of where things stand on the revenue side of the business than you may have ever had before.
Sales can cure many of the ills a company might have, but according to most studies, up to 80% of sales reps do not achieve year-over-year growth! The Board™ will allow you to determine within seconds if a sales representative or team is on target, above target or below target with a clear visual layout. It will provide insight and to actions to take to becoming more effective. More importantly, The Board™ will help develop a more self-directed sales force.
Top 10 Essential CRM Features
- Tracking of Prospecting Process
- Activity Monitoring
- Sales Effectiveness Tracking
- Stalled or Dead Opportunity Reporting
- Lost Opportunity Analysis
- Closing Ratio Insights
- Length of Sales Cycle(s) and Average Sale
- Sales Team Schedules
- Sales Forecasting
- Highly Visual