|
WIIFM
When implementing a new software application, understanding what's in it for me is critical to getting everyone to buy-in. Here are a few of the MRSware User benefits:
|
|
1A. Planning your schedule
The first step to managing your territory is to know who you should be spending your time with - in MRSware use Companies, Customers and Accounts to find that information.
Are you making the best use of your time while in an area?
Are you scheduled to work with one of your manufacturer's National or Regional Sales Manager?
Call for appointments
The first step to managing your territory is to know who you should be spending your time with - in MRSware use Companies, Customers and Accounts to find that information.
Are you making the best use of your time while in an area?
- Customers/Contacts tab - Active Customers in a target area
- Filter Companies/Customers by City or Zip Code (1st 3 digits)
- Sort Customers by Sales YTD "Largest on Top"
- Customers/Contacts tab - Customers overdue for Touch based on Last Activity in a target area
- Sort Customers by Last Activity/12 Month Touches
- Companies/Contacts tab - Companies - Leads, Prospects, and/or end users in a target area
- Filter Companies by Type (Leads/Prospects or End Users)
- Use MRSweb View style "Map" to show locations
Are you scheduled to work with one of your manufacturer's National or Regional Sales Manager?
- Customers - Account view/Contacts tab - Accounts
- Filter Accounts by Manufacturer
- Sort "Largest on Top"
- Sort "Smallest on Top" to see who has stopped buying or is down in sales
Call for appointments
- Calendar/Activity tab - use MRSware's calendar
- share schedule with other team members
- Sync to calendars on your phone/tablet
1B. Sales Call Preparation
Once your appointments have been made you can start planning the individual calls. You want to make the most of this valuable face-to-face time (yours or the people your calling on) - use Companies, Customers, and Accounts for the information you need to be productive, and Calendar to jot down your goals.
What are the goals of the call? How can you assist them by solving their problems or making their lives easier?
Once your appointments have been made you can start planning the individual calls. You want to make the most of this valuable face-to-face time (yours or the people your calling on) - use Companies, Customers, and Accounts for the information you need to be productive, and Calendar to jot down your goals.
What are the goals of the call? How can you assist them by solving their problems or making their lives easier?
- Reports/Companies/Contacts/Customers
- Contact Printout - view summary of company/individual file
- Activity tab - review all activities that have taken place; don't miss important follow up
- Customer Snapshot - view summary of company sales
- review sales by line, top 10 products/lines sold, and monthly trends over 4 years
- Contact Printout - view summary of company/individual file
- Calendar/Activity tab - Appointments
- Goals - in the Notes section of the appointment, add the goals of the call (what you hope to achieve)
- Link all related companies/contacts
2A. Post Call Updates
When the call is over (or during the call if you have MRSweb open) make sure to keep your records up-to-date, assuring everyone will have the latest, accurate information about the company and the people who work there - use Companies, Individuals, Journals, and Opportunities.
Be consistent:
What occurred while with the customer/prospect/end user?
How to get details into Journals:
When the call is over (or during the call if you have MRSweb open) make sure to keep your records up-to-date, assuring everyone will have the latest, accurate information about the company and the people who work there - use Companies, Individuals, Journals, and Opportunities.
Be consistent:
- set company conventions for Journals' Description and Notes fields (what information needs to be captured)
- decide whether to enter a single journal with all lines discussed OR a separate journal for each line
What occurred while with the customer/prospect/end user?
- Companies/Contacts - Companies tab
- Edit/Add changes/new information to record
- Contacts/Contacts - Individuals tab
- Edit/Add changes/new people to record
- Journals/Sales - Activity tab
- New Journal
- link all related companies/contacts
- add duration of call
- link all related companies/contacts
- New Journal
- Opportunities
- New Opportunities
How to get details into Journals:
- during call, tap in notes
- just after call, use voice to text to talk in notes
- just after call, send email to MRSware mail; drag & drop message, link to related companies, contacts, add duration
- just after call, type or tap in notes
2B. Post Call Follow-up
After updating your records, make note of your next touch point (phone call, email, or appointment), what needs follow-up, who needs to do it, and when it needs to be completed - use Companies, Appointments, and Tasks.
What/Who needs to follow-up?
After updating your records, make note of your next touch point (phone call, email, or appointment), what needs follow-up, who needs to do it, and when it needs to be completed - use Companies, Appointments, and Tasks.
What/Who needs to follow-up?
- Calendar/Activity tab - Appointments
- New Appointments - enter scheduled appointments
- link all related companies/contacts
- New Appointments - enter scheduled appointments
- Tasks/Activity tab - Journals
- Assign tasks to individuals
- Set completion/due dates
- Set reminders
- link all related companies/contacts
3. Generate Advanced Reports
One of the ways to manage your territory is by generating and analyzing reports.
Who and what can I do to increase sales?
One of the ways to manage your territory is by generating and analyzing reports.
Who and what can I do to increase sales?
- Plan Cross-selling opportunities
- Customers - Account view/Contacts tab - Accounts
- Review Customer Accounts for lines not currently being purchased
- Customers - Account view/Contacts tab - Accounts
- Catch Customers that have dropped-off
- Data Analysis; Customers - Account view; Customer Snapshot/Contacts tab - Accounts
- Analyze sales reports for trends and YTD sales difference
- Data Analysis; Customers - Account view; Customer Snapshot/Contacts tab - Accounts
- Track growth, commissions and bonuses
- Data Analysis; Customers - Customer view/Contacts tab - Customers
- Measure sales growth to anticipate bonus
- Data Analysis; Customers - Customer view/Contacts tab - Customers
