M-Power is designed to assist sales management in the following ways:
- Providing a systematic method to manage new sales leads and suspects
- Providing data to better understand the sales cycles of existing clients
- Providing tools to assist with marketing communications
- Providing Key Performance Indicators so you can keep abreast of trends in your business
The Me & Leads tabs are the primary tools within M-Power to assist you in managing sales. They allow quick access to the suspects, sales calls, open quotes, sales analysis data and lead management.
A typical workflow for managing sales is as follows:
Recording Potential Customers (Suspects)
When someone in the company becomes aware of a potential new client, or data is imported from web forms etc. the Suspects List provides a means of triage and management for these interactions.
Here you can create, close or convert suspects to Companies and Related Leads.
View information about Suspects in this article.
Recording a new Sales Opportunity (Lead)
When someone in the company becomes aware of a new sales opportunity or sales lead, they should raise a new sales lead. This is done using the Leads tab.
Leads can be classified by their potential value, tags etc. and can be assigned to specific salespeople for management allowing the sales process to be split up among staff.
View information about Leads in this article.
Recording Activity Against the Sales Leads and/or Companies (Sales Calls)
An account manager should systematically filter their open sales leads/sales calls and carry out sales activity necessary to progress this lead/customer towards a sale. For instance, follow-up phone calls, sending samples, site inspections, and quotes as sales activities to progress the sale.
These sales activities are recorded in the Sales Call, and when selected, the log is attached to each sale lead.
It is important that calls are managed by setting method and status and setting forward calls when necessary.
View information about Sales Calls in this article.
Managing Existing Clients
A typical account manager's role is to manage a group of clients.
The Sales Analysis tab allows the account manager to filter clients and systematically check their order cycles and trends.
The system allows the client list to be exported to Excel along with key data such as primary contact details, first & last sale, sales Year to Date etc. This is convenient for those who prefer working off spreadsheets.
View information about the Sales Analysis functions in this article.
The principles of marketing communications are well documented, so they are not covered here. M-Power supports the segmentation of clients along a number of dimensions.
These include industry, territory, account manager, and customer classes.
The client base can be filtered by any of these values, and the resulting data can be added to mailing lists which can, in turn, be exported to professional marketing communications systems such as Campaign Monitor, which can be used for email campaigns or mail merge.
Key Performance Indicators (KPIs)
M-Power has KPIs accessible both through dashboards and reports. Please contact us for more information on customised dashboards and reports for your requirements.