Plan a Sales Management Process Before CRM Projects

Mark J

Updated · Jul 09, 2010

With the global recession lifting and recovery underway in some parts of the economy, organizations are taking a renewed interest in sales management processes — and with it
CRM software. This article explores a six-stage sales process that should be established before you invest in CRM software.

“From there the team developed a rigorous six-stage sales process that measured sales reps on things like bookings, billings, call percentage relative to goal, how many calls they make on a weekly basis and how many opportunities they entered on a weekly basis.

“However, few organizations have their processes so clearly defined going into a CRM project.

“It's a trend Michael Dunne, research vice president at Stamford, Conn.-based Gartner Inc., has seen among his clients.”

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