25 CRM & Sales Productivity 'Must Haves' For Growing Your Business & Keeping Your Customers Happy

25CRM & SALES PRODUCTIVITY
‘MUST HAVES’
FOR GROWING YOUR BUSINESS &
KEEPING YOUR CUSTOMERS HAPPY

Introduction
Chapter 1 - Sales Management
1. Accurate And Visual Sales Tracking
2. The Ability To Set & Measure Goals and Quotas
3. The Ability To Assign Teams and Regions
Chapter 2 - Customer Management
4. Uniﬁed Customer Experience
5. Contact Cards That Give You A Complete Picture
6. Accounts Tied To Contacts
7. Appointments (Coming Soon!)
8. Ability To Customize, Filter and Tag Info (Without Needing Third-Party Dev)
Chapter 3 - Lead Management
9. Lead Tracking
10. Easy Lead Conversion
11. Lead Capture Form That Links To Your CRM
12. Snag Full Proﬁles Directly From Facebook and LinkedIn
Base is your secret weapon for making sales reps 10x more productive and
sales managers 10x smarter - learn why.
Presented by Base
Table of Contents

Chapter 4 - Mobility
13. Native Mobile Apps
14. Oﬄine Access
15. Geolocation - Locate Your Contacts, Leads & Deals On A Map
16. Mobile Reporting
Chapter 5 - Reports & Analytics
17. Insights Dashboard
18. Visual Reporting
19. Sales Forecasting
20. Call Analytics
Chapter 6 - Voice & Calling
21. Make and Receive Calls Right In Your CRM
22. Call Recording
23. Automatic Call Logging
Chapter 7 - Email Automation
24. Complete Integration
25. Google App & Outlook
Chapter 8 - Conclusion
Presented by Base

Base is your secret weapon because people actually want to use it.
Productivity is name of the game for sales experts in any field. To perform
at the highest levels you’re capable of, you need to make the most of your
time. It’s also not just about the individual. A sales rep who is productive
means better service for clients, and happier customers mean more deals.
Plus, being more productive keeps the entire sales team moving forward,
making progress toward quarterly and annual goals.
Considering how productivity impacts all levels of a company, it’s worth
having people and tools that can make all elements of the sales world
operate smoothly.
Base is one of those important tools. It’s designed to significantly boost your
team’s sales productivity and give you the core sales tools you need to grow
your business.
In this ebook, we’ll explore 25 features that are included in Base that will
bolster your productivity. From how you manage your rolodex to where you
can work to how you assess your performance, here’s how Base can make
you a lean, mean, productive sales machine.
Presented by Base
Sales Productivity: The Key to
Better Business

For a busy sales executive, one of the biggest ways to impact your productivity
is to approach to sales management strategically. Whether you’re in charge of
agents hitting the pavement or a manager overseeing operations in the office,
Base’s approach to sales management includes features that save time and
maintain focus. Take a look at the essential sales management experiences in
Base that will make your reps 10x more productive and you 10x smarter. Base
sales management software gives you the core sales tools and information you
need to grow your business such as:
1. Accurate And Visual Sales Tracking
Sales tracking is how you follow the development of deals through their
lifecycle. Every deal you close should move through a well-defined and
predictable sales process. This should be the backbone of your sales team. We
wrote in greater detail, a 6 Step Plan To Manage Your Sales Pipeline.
With Base, you have a written and visual representation of how your clients are
moving through the sales funnel. See exactly where each opportunity stands in
1
Presented by Base
4
Sales Management

the simple drag-and-drop interface, which can be customized to fit your
company’s specific steps. For reps, tracking helps you stay on target because
you’ll always know exactly where you stand with your assigned deals. This is
great information for managers, too, since you can coach your team effectively
and make sure the right opportunities receive attention at the right time. With
Base’s easy drag-and-drop interface, you can move deals to the next stage
seamlessly so your sales pipeline is always accurate.
Sales tracking with Base gives you a detailed picture of exactly where you and
your team stand. When you know the status of each opportunity and which
opportunities your team members are pursuing you can coach them effectively
and help them focus on the right opportunities.
2. The Ability To Set & Measure Goals and Quotas
Sales pros need to stay focused on the ﬁnal result. Achieving the desired
outcome with any given customer means setting goals and quotas to serve as
benchmarks for your progress. Goals keep you and everyone on your team on
track.
Presented by Base
5

Base helps you communicate goals and quotas with your team and allows you to
track everybody’s progress. It’s a valuable tool for aligning the sales team around a
shared objective. To use the feature, select “Goals” from the navigation bar in Base.
Assigning goals and quotas of different amounts to different players is easy in
Base’s straightforward, intuitive interface. After the goals are set, you’ll see a quick
view of where you stand whenever you’re at the Dashboard screen.
Measuring performance demands setting specific, measurable, attainable and time
based sales revenue goals. The Sales Revenue Goals report allows you to set
revenue based sales goals for your team and track the progress. Forecasted
revenue will show up in a lighter shade of green or red and the on-track flag paces
you to meet your goals.
Presented by Base
6

3. The Ability To Assign Teams and Regions
A great sales team needs to be organized. Just as different units and divisions
in the military have certain strengths or specialties, your sales staff is
composed of teams. Base allows you to segment contacts and deals while
giving access to all of the information your people need on the
same dashboard.
This is a huge boon for managers. With Base’s visual permissions setup tool,
you can easily organize your team’s privileges so everyone has access to the
right info without extraneous clutter. Assign visibility to individuals, peers,
superiors, divisions, or whatever classification works best for your company.
The organizational chart in Base also gives managers a birds’ eye view of the
flow of information for easy changes and updates.
Building this type of organizational structure into your CRM and sales
productivity tool ensures that everybody has the information they need for
their jobs. Sales management should be a team-wide idea. When everyone on
the team is using the same system, you’ll all be in sync. No questions about
who’s on point for a project, no distractions in the tools.
Presented by Base
7

After you’ve got control of how to track your sales processes, turn your
productive focus outside your company. A great CRM and sales productivity
tool should make things simple for customer management; after all, it’s built
right into the tool’s name. Base can make sure that your customers always feel
like your top priority.
4. Uniﬁed Customer Experience
Think about what makes your top customer unique. What are her quirks?
When is her birthday? What’s her top priority for her business? What is her
company’s mission? Knowing all those details about her and her work is part
of why your relationship succeeds.
To apply that level of insight and understanding to one client is well within
your grasp. But to obtain it across a full suite of dozens or hundreds of distinct
people and deals, you’ll need a little help.
2
Presented by Base
8
Customer Management

Base has your back. You can store every note, every document, every ﬁle re-
lated to each one of your clients. Store it all and be able to retrieve exactly the
intel you need in just a few taps. Think of it as an extra memory bank for track-
ing and managing those essential insights to facilitate a seamless customer
experience.
5. Contact Cards That Give You A Complete Picture
When you open a contact card in Base, you can see the call history, notes and
contact details for the individual you are working with, as well as all of the
related contacts at that person’s company. You can also easily review all of the
activity tied to that account, from calls to notes to emails.
Presented by Base
9

By gathering all the pertinent business and personal information in one
contact card, your reps can know everything in minutes. Whether you’re just
brushing up on the details before an important call or the deal is being
passed on to a new person, maintaining these contact records is crucial to
the health and longevity of customer relationships.
6. Accounts Tied To Contacts
It’s important to have contacts and accounts tied together so you can
leverage the power of the relationships your organization has already
established. Connecting individual contact history to accounts gives your
reps insider information on everything from which oﬀers a company picked
up in the past to which individual contact is most likely to be friendly to
business in the future.
7.Appointments (Coming Soon!)
Presented by Base
10

8. Ability To Customize, Filter and Tag Info (Without Needing A
Third-Party Developer)
Having a huge storehouse of information won’t do you much good if you can’t
retrieve the information you need at the moment you need it. Tailor Base to
your needs with custom fields, tags and filters. Label entries by company, by rep
handling the deal, by date they first signed a contract, by state, by city, or by
any other classification you could need.
With Base, you have complete control over the data required in your Contact
and Deal cards, allowing you and your team to input, find and sort the
information most relevant to the way you do business. Struggling against your
tools is a good way to lose time and deals. Use a CRM that works the way you
and your colleagues work. You should be able to make changes to the fields in
your CRM tool without investing time and money into third party developers and
consultants.
Presented by Base
11

It’s easy to get excited about customers you’ve already established and built
rapport with. But equally as important is ﬁlling your CRM with new people who
could one day join those ranks of well-established clients. Leads are part of
the customer cycle, and your sales team should have the resources to
properly manage those acquaintances. Base understands what sales teams
need to organize, contact, and qualify leads. Here’s what you’ll have in your
arsenal.
9. Lead Tracking
A savvy business has leads coming in at all times from all sorts of sources.
Maybe you purchased a list, or maybe you collected business cards at a
conference. In any case, you’ll need to be able to quickly import, tag and
assign leads so your reps can start qualiﬁcation.
3
Presented by Base
12
Lead Management

With Base’s customizable tags, you can label where each lead came from
during importing. This information ensures that the best reps get assigned to
the follow-up and they can tailor their pitches. On a broader scale, tagging
leads at this point helps your team identify good sources of successful
contacts and get a leg up on future qualifying.
Not all leads will convert immediately, so tags can also be a help in deciding
whether or not to move forward with a connection. Use the customizable tags
to fit your model for closing business.
10. Easy Lead Conversion
Once a lead is qualified, your reps shouldn’t get bogged down in paperwork.
They’ll want to keep the momentum going on the deal. Base’s conversion
process is simple, with no extra data entry. All the information from the lead is
transferred directly to a contact card in our automated conversions.
Also, if some leads need a second go-around to finally convert, Base offers a
top-down view of all those people. Review lead activity in the Leads section of
the CRM to see who has been contacted, who has replied or who should
be archived. Conversion and management for leads is a breeze with Base.
Presented by Base
13

11. Lead Capture Form That Links To Your CRM
With a lead capture form, your company website or other web properties can
deliver many high-quality connections who want to learn more about your
business. The contact information you glean from these forms belongs to people
excited enough about your product to take the ﬁrst step and reach out to you!
We take this valuable tool a step further by allowing you to create and embed lead
capture forms that link to Base. There is no complex setup here. Just copy one
Presented by Base
14

snippet of code, add it to your website or Facebook page, and those qualiﬁed leads
will be funneled directly into your Base account, ready for followup.
12. Snag Full Profiles Directly From Facebook and LinkedIn
Social networks connect you with new and old acquaintances, and in the sales
world, they can be a source of prospecting new leads. In our ebook, “How To Build
Your Sales Pipeline Faster With Social Media,” we cover this topic in much greater
detail. Thanks to the Base Lead and Contact Clipper, you can easily transfer
information from the social world to the sales world. When you’re logged in on
LinkedIn or Facebook and you come across someone who you would like to add to
your CRM, use the Clipper to immediately add the information you can see. No copy
and paste, no tedious data entry.
Dealing with leads can feel like taking shots in the dark. Cut down on the uncertainty
with a strong program of lead management. Base will streamline the qualiﬁcation
process so that you can get down to making the sale. That’s a win for everybody.
Learn the secrets to selling more on LinkedIn.
Presented by Base
15

Smartphones and tablets are the tool of choice for many sales professionals
thanks to their easy portability and ever-growing computing power. More sales
teams are shifting from the traditional world of desktops to include a range of
mobile devices and operating systems. Support this change with full-blown
native mobile CRM apps that put all the necessary features and functions on
their tablets and phones.
13. Native Mobile Apps
The key to a great CRM experience on your phone or tablet is the application.
By oﬀering free native apps, Base brings the full CRM experience to your
phone or tablet. The native apps are designed for maximum function and easy
navigation on your device’s screen and they sync all of your data instantly.
With apps for iOS, Android, and Windows phone, your entire team can be ten
times more productive when on the go, no matter what operating system they
prefer.
4
Presented by Base
16
Mobility

To further the seamless mobile experience, Base automatically syncs all of
your data across devices. It is the ideal CRM for anyone who relies on a
mobile device in their sales process.
14. Offline Access
Part of working in our hyper-connected world is being able to get by when
connection is lost. Everyone knows the stress of being in the middle of a
project when the network crashes or the signal goes haywire. Base takes that
worry away with oﬄine access. Even when you can’t be online, Base still lets
you see all of your leads, contacts, sales, tasks and stored emails. And
whenever you reconnect to the Internet, all of your activity will automatically
be synced and updated across all devices. Never miss a beat.
Presented by Base
17

15. Geolocation - Locate Your Contacts, Leads & Deals On A Map
Powerful mobile tools mean more than just a CRM on your phone. Base’s truly
mobile CRM amps your productivity even when you’re on the road. Geolocation
helps you make smart decisions about your client visits. You can visualize all of
your leads, contacts and deals in a map area, so you can see who you should
visit and where you should spend your time. And with one-touch driving
directions, Geolocation makes it easy to reach your customers. When you’re
going on the road, you should spend time prepping for your meeting, not looking
for it. Learn how you can use Geolocation to build stronger bonds with your
clients and prospects.
Presented by Base
18

16. Mobile Reporting
You don’t stop thinking about your sales goals when you leave your desk, so
your CRM should be able to keep you on point wherever you go. Mobile reports
from Base CRM on your smartphone or tablet give you the same powerful,
actionable reports you experience on the web.
Monitor total sales, forecasted sales, sales by account, sales by owner, your
sales funnel report and more directly from the Base native mobile apps. This
means that even when you’re away from the oﬃce, you can respond to business
disruptions, track progress and take action immediately.
Presented by Base
19

As sales leaders, we need to understand how to obtain and analyze data in
order to make good decisions for our businesses. Otherwise, we’re operating
in the dark.
To help make reps 10x more productive and executives 10x smarter, we
designed Base with meaningful out-of-the-box reports that drive actionable
insights.
Reports are more than just a looming threat for your weekly meetings. They
help everyone on the team to know what is working well and what isn’t. They
assess the health of the pipeline and the bottom line. And yes, they can do
wonders for productivity.
We’ll show you how easy it is to get the insights you need with the beautifully
designed, useful reports in Base.
17. Insights Dashboard
The home screen in Base is your insights dashboard. Every time you log in,
you’ll be greeted by all the most important stats and facts. See your progress
5
Presented by Base
20
Reports and Analytics

toward sales goals, a solid overview of account activity, and notes on your
upcoming assignments. Think of it as the CRM gatekeeper, the ﬁrst look at
what you have on the horizon.
18. Visual Reporting
One of the risks of data-heavy reports is getting lost in a sea of numbers. To
be eﬀective, reports should clearly communicate important facts and trends in
your sales team’s performance. There is a treasure trove of data housed in
your CRM, the trick is having a tool that can unlock it.
Presented by Base
21

Base accomplishes this by making reports visual. With zero setup required, the
CRM will automatically pull from all of your data to give you crucial insights into
your business. The visual presentations of activities can help your leaders to
optimize processes, coach teams and calculate revenue. And, as with so many
features in Base, you can ﬁlter reports by date, user, team and tags for a close-up
look. Whether you need a bird’s eye view or you need to put one rep under a
microscope, Base’s visual reports have the perfect combination of knowledge
and detail.
Presented by Base
22

19. Sales Forecasting
One of the best insights Base reports can give your leaders is in sales forecasting.
This report uses the numbers in your pipeline to calculate how much revenue you can
expect down the line. Forecasting helps you take control of your business by helping
you weather the ups and downs of your industry.
It works by determining the likelihood of winning the deal and each sales stage. By
crunching those odds with the predetermined close dates, Base presents beautiful,
easy-to-read reports that will become required reading for your managers and
executives.
Predicting the future might seem like the work of fortune-tellers and psychics. But
when your leaders have that power, they can make better decisions, keeping
everybody at the company in a better position for success.
Presented by Base
23

20. Call Analytics
Another Base report that will make a huge diﬀerence in your sales team’s
operation is the Call Analytics data. Considering how much time your reps
need to spend on the phone, having a chance to dig deep on the process and
success rates will show them which tactics are producing results. From
learning the best times for calls to being able to predict outcomes, Call
Analytics reports are a must.
How can you get all of this great insight into your team’s calls? By taking
advantage of Base Voice.
Presented by Base
24

Base Voice unites your contemporary CRM with the most traditional sales tool,
the telephone. Conversations with clients, whether it’s a cold call to a new
prospect or a follow-up with a longstanding customer, are still at the heart of
good sales work. Combining an old-school phone with your nimble, powerful
CRM means more productivity and knowledge for your reps.
21. Make and Receive Calls Right In Your CRM
Thanks to Base Voice, you can make and receive calls from within your CRM.
Each rep gets a dedicated phone line so they’re always available for customer
chats.
In addition to making a rep more easily available to clients, Base Voice has a
full suite of other features to make phone time more convenient. During the
conversation, reps can access a digital notepad, read from prepared call
scripts, or review related deals. Plus, every incoming call is connected to the
6
Presented by Base
25
Voice and Calling

appropriate contact card, keeping the information you need where you know
you can find it.
22. Call Recording
Base Voice also makes phone communication a powerful learning tool. The
Call Recording feature lets reps keep an audio file of any conversation they
make or receive, on any Base platform they’re using.
During a deal’s lifetime, this is a great resource for double-checking the details
discussed with a client. The recordings are always available in case you need
a reminder of any pertinent information or want to confirm what was said in a
certain discussion. In addition, listening through old calls can be a learning
experience, especially for newer reps. If they can replay conversations, they’re
more likely to see what went well and what went wrong. This will strengthen
your team as a whole and keep everybody performing at their best.
23. Automatic Call Logging
Even if you don’t want to use the Call Recording feature, Base Voice still tracks
the conversations as they happen. Any call made or received using Base
Presented by Base
26

Voice is entered as an activity on the contact, lead or deal card it is associated
with. Calls are time- and date-stamped from any Base platform where the calls
are made.
Base is all about automation. Call Logging doesn’t take any eﬀort on the rep’s
part. Nothing will be forgotten or entered incorrectly, and your team can keep
its focus on making the sale.
Presented by Base
27

Today’s sales reps spend as much time in their inboxes as they do on the
phone. Email can be a huge drain on your time if you don’t manage it carefully.
Here’s how Base can help you to make the most of this communication tool.
24. Complete Integration
Closing a deal takes a huge number of emails. Base can keep track of them
for you. If you connect your email account to Base, any time you send or re-
ceive a message from a contact in your CRM, a copy will be attached to that
person’s card. Thanks to Base’s complete integration, copies will automatically
be added whether you’re working in Base’s inbox or in a diﬀerent email client.
Integrating email with your CRM is just one more step to creating a truly cen-
tralized source of your work information. The setup process is simple, and
Base will remember your account information and take care of everything
from there. This level of automation allows you to focus on work, resting as-
7
Presented by Base
28
Email Automation

sured that all of your customer info is stored and available to you in one
safe place.
Organized and easy access to your email history will ensure you have the infor-
mation you need to close the deal.
25. Google App & Outlook
Google’s email service has attracted fans thanks to its ﬂexibility and ease of use.
With Base’s Google email gadget, you can make both your email and your CRM
even more powerful. Add new contacts directly into Base or create notes, tasks
and deals from within your Gmail account.
You can also sync your email with Outlook. Base CRM for Outlook lets you man-
age customers and track conversations in Base without ever leaving Outlook.
Presented by Base
29

The widget copies your Outlook contact activity right into your Base account.
When you install the Base plugin for Outlook, you can sync your existing con-
tact groups with Base. Any time you update a contact in Outlook, the contact
will be updated in Base. Likewise, any updates to contacts in Base will be re-
ﬂected in Outlook. After you’ve synced your Base CRM contacts with Outlook,
you can open a contact and see all related deals.
Presented by Base
30

For over 25 years, CRM systems have faced criticism over lack of user-
adoption.
Just look at Avon’s failed implementation of SAP, where they wrote oﬀ $125
million dollars because their end users said, "sorry, not going to use it". While
this was a recently publicized example of lack of user adoption, it happens all
the time. Any salesperson will tell you that CRMs just slows them down.
That’s a big problem, stemming from the fact that CRM systems cater to
managers, not sales reps. Instead of focusing on the end-user, the sales rep
who just wants to crush their quota, CRM systems expect them to enter data
so that managers can generate reports and track how their sales team is
performing.
It’s also why we see so many sales reps reject their CRM systems, leaving
managers high and dry with incomplete data and faulty reports.
Well Base is changing that. Our tool is designed to increase your team’s sales
productivity.
See for yourself. Try out all 25 sales productivity boosters featured in this
ebook by completing your no-risk 14-day free trial.
8
Presented by Base
31
Conclusion

25 CRM & Sales Productivity 'Must Haves' For Growing Your Business & Keeping Your Customers Happy

Empfohlen

Empfohlen

Weitere ähnliche Inhalte

Mehr von Base CRM

Mehr von Base CRM (12)

Kürzlich hochgeladen

Kürzlich hochgeladen (20)

25 CRM & Sales Productivity 'Must Haves' For Growing Your Business & Keeping Your Customers Happy