White PapersON DEMAND SALES PROCESS COACH
All of the requirements of a successful sales effectiveness solution are available with the Siebel CRM On Demand Sales Process Coach. The Sales Process Coach is a prebuilt workflow capability unique to Siebel CRM On Demand.With the Sales Process Coach, sales management can define a common sales methodology, encouraging the right sales behavior by providing proven best-practice guidance and sales tools in each sales stage. The Sales Process Coach fosters high user adoption and data quality by prompting the user to provide required data that is specific to each sales stage. Lastly, it drives action by automatically assigning activities to each rep based on sales stage.With the common language and sales framework that Sales Process Coach provides, salespeople can forecast more consistently across the entire company.
SIEBEL CRM ON DEMAND
Siebel CRM On Demand is a comprehensive hosted CRM solution that is delivered over the Web as a subscription service. It is designed for companies seeking an easy-to-use CRM solution that can be deployed quickly, easily, and affordably, without any up-front IT investment. Siebel CRM On Demand is part of Oracle’s wide range of on demand and on premise CRM offerings. Oracle is the world’s leading provider of CRM.
Replicate Sales SuccessClone Your Star SalespeopleCRM Best Practices Small/Medium BusinessesThe Sales EffectivenessChallengeSmall and mid-size companies grapplewith common sales effectiveness issues.Inconsistent sales processes,lack of access to the right information,low salesproductivity,and a lack of actionableinsight all hinder a company s ability tomaximize revenues and profits.Saleseffectiveness is a key item on the agendasof sales executives today.In a recent survey by CSO Insights,increasing saleseffectiveness was ranked by sales executivesas one of their top three businessobjectives.These executives also viewedsales effectiveness as a key driver ofincreased revenues and market share.1In contrast to sales efficiency,on which sales managers traditionally focustheir attention,improving sales effectivenessrequires companies to take a morecomprehensive view of sales,focusing their efforts on people,processes,technology,and best practices.FOCUS ON HOW YOU SELL, NOT WHATYOU SELLCompanies today need to differentiatethemselves by focusing on how they sell,not what they sell.Customer relationshipmanagement (CRM) can play a pivotal role in achieving that differentiation.A successful CRM strategy can improvesales effectiveness,especially when itincorporates sales best practices that reflectproven sales success.Such a CRM strategywill address a company s:" PEOPLE BY PUTTINGPROGRAMSINPLACETOTRAINSALESPEOPLEANDENSUREUSERADOPTIONOFTECHNOLOGIESANDPROCESSES" PROCESS BYIMPLEMENTINGCONSISTENTBUSINESSPROCESSESSUCHASSALESMETHODOLOGIES" TECHNOLOGY BYARMINGSALESPEOPLEWITHEASY-TO-USETOOLSTOEXECUTEBUSINESSPROCESSESREPLICATE SALES SUCCESSMaking all of your salespeople performlike your top salespeople is a CRM bestpractice that can directly affect yourbottom line.Achieving this success is atwo-part process.First,companies need to identify and document the behaviors and techniques that star salespeopleemploy.Based on this information,organizations can define a common salesmethodology to implement these processesand best practices throughout the company.Second,companies need to encourage theright sales behavior at the right times.With coaching,sales tools,and incentives,salespeople can easily adhere to the best-practice sales methodology.Companiesshould consider the following criteria whenselecting a CRM vendor:" STANDARDIZED YET FLEXIBLE SALESMETHODOLOGIES SALESMANAGEMENTSHOULDBEABLETODEFINESPECIFICSALESSTAGESFORTHEIRSALESMETHODOLOGYDIRECTLYINTHEAPPLICATIONANDMAKECHANGESASNEEDED.CONSISTENTSALESPROCESSESENABLEALLSALESPEOPLETOREPLICATETHEPROVENTECHNIQUESANDBEHAVIORSOFTHEMOSTSUCCESSFULSALESPEOPLE." STEP-BY-STEP COACHING ATTHECLICKOFABUTTON,SALESREPRESENTATIVESCANRECEIVEREAL-TIMEGUIDANCEONEXACTLYWHATTODOINAPARTICULARSALESSTAGE.THISISPARTICULARLYHELPFULFORNEWSALESREPRESENTATIVES." ACCESS TO RELEVANT SALESRESOURCES CONTEXT-SPECIFICSALESTOOLSAREAUTOMATICALLYAVAILABLETOUSERSFOREACHSALESSTAGE.PROVIDINGACCESSTOCRITICALINFORMATIONATTHERIGHTTIMEINTHESALESPROCESSHELPSIMPROVESALESEFFECTIVENESSANDPRODUCTIVITY." ACCESS TO CONSISTENT DATA MAKINGSURETHATALLSALESPEOPLEENTERRELEVANTQUANTITATIVEANDQUALITATIVEINFORMATIONATEACHSALESSTAGEENSURESGOODDATAQUALITY.ACCURATEDATAPROVIDESUSERSANDSALESMANAGEMENTWITHACOMPLETEVIEWOFSALESOPPORTUNITIESANDENABLESMEANINGFUL,REAL-TIMEANALYSISOFSALESPERFORMANCE." AUTOMATIC TASK CREATION ANDASSIGNMENT PREBUILTWORKFLOWTHATAUTOMATICALLYCREATESANDASSIGNSRECOMMENDEDACTIVITIESATEACHSALESSTAGEREINFORCESACOMPANY SSALESMETHODOLOGY.AUTOMATEDWORKFLOWALSOHELPSSALESPEOPLETOFOCUSONRELEVANTSALESTASKS,RATHERTHANONADMINISTRATIVETASKS." ADVANCED ANALYTICS MONITORSALESPERFORMANCEUSINGREAL-TIMEANDHISTORICALANALYTICS.SALESMANAGEMENTCANUSEPREBUILTANALYTICSREPORTSTOQUICKLYIDENTIFYPOTENTIALPROBLEMSANDTAKECORRECTIVEACTIONBEFOREIT STOOLATE.USING THE ORACLE SIEBEL CRM ON DEMAND SALES PROCESS COACHAll of the requirements of a successfulsales effectiveness solution are available withthe Siebel CRM On Demand Sales ProcessCoach.The Sales Process Coach is aprebuilt workflow capability unique toSiebel CRM On Demand.With the SalesProcess Coach,sales management can definea common sales methodology,encouragingthe right sales behavior by providing provenbest-practice guidance and sales tools ineach sales stage.The Sales Process Coachfosters high user adoption and data qualityby prompting the user to provide requireddata that is specific to each sales stage.Lastly,it drives action by automaticallyassigning activities to each rep based on salesstage.With the common language and salesframework that Sales Process Coachprovides,salespeople can forecast moreconsistently across the entire company.SIEBELCRM ONDEMANDSiebel CRM On Demand is acomprehensive hosted CRM solution thatis delivered over the Web as a subscriptionservice.It is designed for companiesseeking an easy-to-use CRM solution thatcan be deployed quickly,easily,andaffordably,without any up-front ITinvestment.Siebel CRM On Demand ispart of Oracle s wide range of on demandand on premise CRM offerings.Oracle isthe world s leading provider of CRM.Ready to learn more about Siebel CRM OnDemand? Contact us at: Telephone: 1-866-906-7878; www.crmondemand.com1. CSO Insights, "Increasing Sales Effectivenessthrough Optimized Sales KnowledgeManagement," 2004.This article is reprinted from the Sept. 2006 issue of CRMmagazine with the permission of Information Today, Inc., 143 Old Marlton Pike, Medford, NJ 08055,609/654-6266, Web Site: http://www.infotoday.com. Information Today, Inc. does not authorize the downloading and/or printing of this article. If you require a copy ofthe article, contact the Copyright Clearance Center, 978-750-8400.
