This post is the second in a series of questions you as a publisher should ask when interviewing software service providers. (View the first question here.) The questions will help you determine if a product is the right fit for you business and if it is really going to do what it claims: help you save time and sell more advertisements.
Here is our sales process. How will your software enhance it?
A CRM system can have all the bells and whistles, but unless utilized properly, it can become a waste of time and money. If you have sales reps that have been successful for 15 years, they probably are not looking forwarding to changing their routine just for the new shiny toy. The reps need to embrace the system or it will fail. So before you talk with a provider, it is important to know and map out your sales process. Let the provider know how a rep goes from prospecting to forecasting to ad ordering. Have a list some of your sales steps and follow up questions ready to go:
“Our reps have a script that asks the prospect for certain information important to our publication. How do they enter specific attributes to a company profile?”
“I have reps that work in-house and/or out on the road. What mobile solutions does your product provide?”
“My reps are allowed to discount up to 15%. How does the system handle discounts?”
“We have goals and competitions each month for our sales team. Where can I setup and oversee their progress?”
“Here are our issue deadlines. How can I set up my publications so the reps know what needs to be done and when? How will the system notify the reps?”
“I require all orders to be signed and emailed by the client for approval. How does the system manage the approval process?”
The provider should show you your current sales process in the software and ways their software will streamline and improve your daily operations. If you have run a successful business up to this point, you don’t need a system to reinvent the wheel, you need a system that paves the road.
Next Week: How can I get data out of and into your system?
POSTED BY Tom Bellen, to contact click here.