MRSware Documentation - MRSware Sales and Commissions

Be Prepared, Be Professional, Be Productive

2/16/2016

In July of 2008 I wrote a blog - "Jack Berman's Call Organizer" - about the way I used to prepare for sales calls when I was a manufacturers representative. In the blog I talk about how and why I did this and how successful it was for me.

What I forgot to mention is the time it took to do the preparation. Jack told us (1991, CPMR 101 students) it should take about 15 minutes per call. It often took me much longer to prepare for a call. Here are the steps I took initially:

* went over each manufacturer's reports for sales numbers TY vs LY
* went over each manufacturer's reports (if available) to see what SKU's they were buying
* tried to remember what we talked about the last time we met or talked
* wrote down what I wanted to accomplish during the meeting

Over time the steps changed slightly:

Closed Opportunities, Expenses and Revenue from Project Printout

8/26/2015

The Project Printout report -- a report that is run for an individual Project, summarizing that entry and its linked items -- can optionally include some totals from those linked items. Total costs vs. revenue, and the deal close rate give valuable insight to the profitability of a project.

Creating an Active Customer List for E-mailing

5/11/2012

There are other discussions in the Documentation section of Support that go over how to send out bulk e-mails and to create a customer list by manufacturer. In this discussion, I want to talk about how to create a list of your active customers, those with current sales, and a list of your customers over a certain dollar amount for marketing purposes.

Here are a couple of scenarios with instructions on how to set up the lists.

Scenario I. You want to notify your current, active customers about a management or sales rep change at your company and how it will affect them.

Questions:
A. How do I put together a list of current, active customers?

B. How do I send a bulk e-mail to them?

Scenario II. You want to notify your current, active Heavenmade [a manufacturer you represent] customers, with sales over $25,000/year, that you have hired a new sales rep to make health care end user calls for them.

Questions:
A. How do I put together a list of Heavenmade customers with sales over $25,000/year?
B. How do I assign John McNamara to them?
C. How do I send a bulk e-mail them?

Company/Contact Name "Matches" (green) and 'Matches' (red) squiggly lines

4/23/2012

Throughout MRSware you have the ability to type a company or contact name into a variety of Contact fields: Company cards, Contact cards, Contact selectors in Journals, Projects, Appointments, Tasks, Opportunities, Campaigns, Invoices, E-mail To fields, as well as the Contact Selector fields you use to link companies and contacts to Journals, Appointments, Projects, etc., and Search fields All these fields not only offer Auto Complete options, but also offer a text control with context sensitive hints.

What this means is that if you type in part of a name and click on the Tab or Enter key, the system will finish filling out the name for you (Auto Complete). However, when there is more than one match or if there is no match in the system for the name you typed in, then you will see a squiggly colored line under the name (Text control with context sensitive hints).
Below are examples of text control with context sensitive hints and how to use these hints.

How to open a Contact Printout

10/31/2011

In order to make the most of the little amount of time you have with a customer, I'm sure you review his/her activities and sales prior to your meeting. MRSware has 2 reports that provide that information.

In this post we will go over how to open a Contact Printout.

How to open a Customer Snapshot

10/31/2011

In order to make the most of the little amount of time you have with a customer, I'm sure you review his/her activities and sales prior to your meeting. MRSware has 2 reports that provide that information.

In this post we will go over how to open a Customer Snapshot.

History - data history - to retain or not to retain?

12/1/2009

We are often asked how to delete data - a customer who has gone out of business or a manufacturer who is no longer represented – from MRSware. This is a thorny issue, one that has repercussions beyond the information appearing in a current report.

Should you retain the data or should it be deleted from your MRSware system? Let's look at the issue from both sides.

Safeguards for accidentally deleting content in MRSware

6/21/2009

Q: It occurred to me as I am telling the team that they are now supposed to do their own updating on contacts and customers that someone might have the potential to blow up a major file. What are the backup systems for our files on MRSware?

How to Use Opportunity Tracking for Bids/Quotes

3/9/2009

We are often asked about tracking bids/quotes. This is easily done in MRSware by using Opportunity Tracking.

Generate a list of customers with contacts for a particular manufacturer

6/11/2008

Question

How do I get a list of customers for one of my manufacturers that also includes the contacts at those various customers?

Answer

You can use the Contact Export Wizard to do this:

1. Click on "File" → "Export" → "Contact Export Wizard".
2. Check the box that says "Customers" on the Search Options (first) page. Press Next.
3. Fill in the Principals name. Press Next.
4. On the Export Criteria page, make sure "Both Companies and Contacts" is selected at the top. Check the box that says "Include contacts for matching companies" near the bottom. Press Next.
5. Continue through the wizard until you get to the Export Destinations page. Enter the file name you want to create and press Finish.

This creates and opens a spreadsheet file that contains all of the companies and contacts for the selected manufacturer. You can play around with the various options in the wizard to further filter down your results as needed. For example, you might run this for a particular sales rep, or geography.

How to send out bulk e-mails

6/5/2008

There are many reasons to get in touch with your customers – a price increase, new product, new line, etc. Whatever the reason MRSware can help you out with its Bulk E-mail option.

To use this feature:

1. In the main menu go to Search → Contacts

[If you want to send this to companies instead of individuals, go to Search → Companies]

Expense Reports User Manual

8/9/2006

The Expense Reports User Manual shows how to track all the expenses you and your employees accrue during business trips, meetings, sales campaigns, etc. Integrating with Projects, Opportunities, and Campaigns, Expenses is an ideal place to see how your company's resources are spent.

Expense Reports User Manual

Because MRSware is not a static entity, parts of the User Manual may be out of date. Check back periodically to view the new additions and changes to the User Manual.

Campaigns User Manual

8/4/2006

The Campaigns User Manual provides instructions on how to track the performance and value of your sales drives and promotions. Integrating with Projects, Opportunities, and Expenses, Campaigns is an ideal place to see how your company's resources are spent.

Campaigns User Manual

Because MRSware is not a static entity, parts of the User Manual may be out of date. Check back periodically to view the new additions and changes to the User Manual.