You’re probably using CRM. Hopefully, it’s CRM for manufacturers reps, so it’s easy to use and works how you work. Your people are updating opportunities, your managing your commissions but what now? What do you do with all the data you’ve accumulated? How can you use it to show your manufacturers what you’ve sold right down to the product level and what’s in the pipe? Analytics will do all that and more. Take all your data and easily run visual reports showing trends and drop-offs, what products are doing well and who from your firm is selling the most. Techopedia explains Sales Analytics as “the process used to identify, model, understand and predict sales trends and sales results while helping in the understanding of these trends and finding improvement points. … Relevant data is mined and then analyzed in order to forecast future sales.” Learn more from Techopedia here. Sounds good right – but who has the time? Empowering Systems has taken the work out of analytics. As an add-on to AccountManager CRM Empowering Systems developed AccountReporter Analytics with pre-configured dashboards and filtering so you can skip over the work and start learning about your business trends right out of the box.
Unfortunately, most CRM systems aren’t designed for manufacturers’ reps. There are a lot of features your team doesn’t need, and many they do need are missing. Sure, you can have it customized—but that costs money and time. There are a few systems designed specifically for our industry. Here are some features you should look out for when judging which will fit your workflow best.
Email Integration. Sales should only touch their email one time. Using CRM from their in-box is critical. Updating and adding opportunities, sales calls and more gets the job done with the first touch.
Mobile functionality. Outside sales reps would rather be on the road than in the office. Mobile capability lets them update anywhere–and cut down on time spent behind a desk.
Streamlined relationship tracking. Look for a robust system that lets your reps track dozens of product lines, territories, accounts, and activities with built-in sorting by manufacturer all in one place—without customization. This gives them an automatic edge in every sales meeting.
Security that works for a rep firm. The software should secure the right data. Don’t settle for a one size fits all and risk unwanted access to vital information.