It’s Not Just For The Sales Department

by / Monday, 24 March 2014 / Published in Competitive Advantage, CRM, iCORE

One job I really wouldn’t want to have is being a purchasing manager, or a decision-making executive with many employees constantly pestering me to “approve this” and “review that.”  Most specifically in a real estate office with an old-school management style of one manager motivating a sales person to actual run BD campaigns, then de-motivating them because every word has to be approved or redesigned by you.  Open this up to a fire hose pace of BD campaigning – here at iCORE we have the brand, we design the templates and set the basics in place for marketing.  Let your sales people rock’n roll – and watch you pipeline grow!  Said differently, lets speak to a sales person directly don’t you want your pipeline to rock’n roll.  Go tell the team – Let’s Join iCORE Global – Let’s get the best tools in the industry working for us!  < put join us link here >

Needless to say, in light of these things, a purchasing manager’s time and attention is a hot commodity, and while you personally may be entirely sold on the concept of needing a CRM, an old-school manager who still carries a flip phone will need a little more convincing than just your eagerness about the whole thing.  So while you read on about the CRM advantage, look into the entire competitive advantage iCORE brings to the table.

While you could probably make a CRM sound like the most attractive thing in the world in a single half-hour meeting (you are a salesperson after all, right?), in most companies, you’ll be lucky to get five minutes of “pitch time” to get their nod of approval. It’s just like being on the Shark Tank show. Every second counts, and you’ve got to get those key points across.

There are a handful of key points that articulate CRM’s most appealing points. I’ll be covering them below, as you prepare your notes to have “the talk” about getting a CRM, to sell your higher-ups on it.

It’s Not Just For The Sales Department

It’s not uncommon for sales staff to want tools, technologies, or other methods beyond the scope of their own capabilities in order to make more sales and better sales. After all, they’ve got a motive behind it. Where non-sales staff get paid regardless of what happens if they’re on salary, a salesperson’s income is directly proportionate to how many dollars they bring into the company.

But anybody who’s in management knows that there’s more to the overall health of the company than just bringing in as many dollars as you can. Because even though such things as order fulfillment don’t specifically earn money, they sure cost money when conducted inefficiently in respect of time and resources.

While the sales department certainly benefits from the CRM and its features, it is definitely worth mentioning that your customer service staff will benefit from it (in having easier access to the customer’s information, as well as a centralized source of notes about them that might have been added by others). Not to forget the accounting department (names and phone numbers in one centralized contact entry sure help of they have to call the account to confirm something), or the tech support department (so that they can keep notes of what they’ve done for the account in the past; to perhaps identify any redundant service requests).

This is the most key point to mention; that it is a company-wide technology, not just a department-wide one. Meaning that the expense can be amortized across the use of almost all of your employees, and not just a handful of them.

There Is No Extra Hardware Required

This is especially true of cloud-based CRM systems. Since they can operate from any device (being hosted on the cloud), you do not need to purchase any extra servers, any routers or network switches, or any expansion modules. All it requires is a web browser and a username and password to get to work with the CRM, if it’s in the cloud.  AND – unlike SalesForce and other’s you will maintain ownership of ALL your data.  Oh yes, and we plug in directly to Outlook!

Many purchasing managers may be put off by seemingly complicated technologies, because even though you may be quoted one price at first by a vendor, you know that’s not all there is to it.

Here’s an example: Have you ever bought a wireless networking solution? If you have, then you know what that entails. It goes way beyond just buying the routers. In cases like these, where a $5,000 purchase may unfold into a $15,000 purchase, once all the dust settles, it might cause purchasing managers to keep a keener eye on the net cost of future technology purchases. Not iCORE’s CRM. While certain add-ons such as supplementary backups, dedicated tech support service, and various plugins such as email subscription management might be offered at an extra cost, you can generally treat a quote for a CRM at face value, for its core functionality. Most importantly after equipment and training your company will have spent over $50,000., and in some cases much much more.  Contact our Partner Development Team and put together your value prop statement. Our numbers will blow you away and blow all other options out of the water!

In my next article, I’ll cover two other key points that are important to consider including in the “talk” that you’ll be having about CRM with your purchasing manager.

Read “Having ‘THE TALK’ About CRM (Part 2)

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