Industrial-strength CRM for companies using Sage 50 Manufacturing
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This document discusses a CRM system for companies using Sage 50 Manufacturing that connects manufacturers with their independent sales representatives. It notes that most CRM systems in manufacturing companies are abandoned within four years due to a lack of clear purpose and alignment between people, data, and processes. The proposed system aims to support sales representatives' conversations with customers.
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Industrial-strength CRM for companies using Sage 50 Manufacturing
- 1. Industrial-strength CRM for companies using Sage 50 Manufacturing Connecting manufacturers and their independent sales reps. Image: “Black Crescendo” by Zeze57 via Filckr http://bit.ly/1Cw7GdV subject to copyright
- 2. Coming up… Independent sales reps CRM systems The (un)success of CRM projects A CRM for your independent sales reps Hugh Johnson SVP Bus. Dev. @hughcjohnson hugh.johnson@suntico.com 00h 30m 00s
- 3. The life of an independent sales rep Image: “Traffic” by Ian Muttoo via Filckr http://bit.ly/1riKcmh subject to copyright
- 4. Why use independent reps? Customer Product Sales Process Financial risk Core competence Source: Alliance Consulting Group
- 5. What is a CRM system? Pipeline & Opportunity Management Sales Order Processing Salesforce Automation Customer Service Marketing Automation eCommerce Analysis & Reporting Contact Mgt Quotations Mgt Account Management
- 6. Why do sales reps HATE CRM systems? Image: “Intersection” by Crispin Semmens via Filckr http://bit.ly/1oejW1G subject to copyright
- 7. Image: “Withering” by Austin DeArmond http://bit.ly/1nnXeOo subject to copyright Most CRM systems in manufacturing companies are abandoned within four years! And half of these within one year! Source: Entrepreneur Weekly, Small Business Development Center, Bradley Univ, University of Tennessee Research, 2014 Via: Statisticbrain.com
- 8. Purpose People Data Process A clear problem is no clear purpose around which people, data and processes are aligned Image: “This is arty and way out of focus” by Nina Mathews via Filckr http://bit.ly/11Dafzo subject to copyright
- 9. For an independent sales rep? Pipeline & Opportunity Management Sales Order Processing Salesforce Automation Customer Service Marketing Automation eCommerce Analysis & Reporting Contact Mgt Quotations Mgt Account Management
- 10. Support your reps’ conversations with your customers! Purpose People Data Process Image: “Talking (the extended marketing dept)” by Xavier Vergés via Filckr http://bit.ly/1sRdcH2 subject to copyright
- 11. Let’s take a quick look!
- 12. What next… 22nd October – Hangout on Air http://bit.ly/1wG5nCV 29th October – Webinar “Getting started with eMarkeing for SMB’s” Try out our demo account http://suntico.com/demo-trial-account-signup/ Hugh Johnson SVP Bus. Dev. @hughcjohnson hugh.johnson@suntico.com
Editor's Notes
- What does industrial-strength mean? In this context, I mean durable. A CRM system that you can expect to be using in four years. What does CRM mean? For the purposes of this presentation, I mean customer relationship management (small c, small r, small m). In other words, a system that helps a manufacturer to manage its customer relationships in concert with its independent sales representatives.
- The main focus of this webinar is on the challenges faced by manufacturing companies in managing their customer relationships via independent sales representatives. This webinar is relevant to any manufacturing companies in this situation. Not just companies that use Sage 50 or Sage 50 Manufacturing Edition. The last few minutes of the webinar will take a look specifically at Suntico and how Suntico addresses many of these issues for manufacturing companies that use Sage 50 or Sage 50 Manufacturing edition. For a more detailed demonstration of Suntico in this context, I will be holding a Google Hangout on Air next week with a demonstration.
- The first thing to understand about “independent sales reps” is the word “independent. They do not work for you. They work for themselves and their company. In so doing, they represent you. But they also typically represent maybe nine other manufacturers. These independent sales reps are busy, professional and hard working. Working long days, and perhaps driving over 35,000 miles per year. They provide the face to face representation of your company to customers that otherwise you probably cannot reach. In the United States of America, there are about 150,000 manufacturers reps working for 25,000 sales companies. As a manufacturer, you can expect professional representation if you select and angage the right sales reps, but you cannot expect these reps to behave as though they are your employees.
- There are many factors that go into the decision to hire independent sales reps. What are your customers like? Is each one generating small revenue? Are your customers spread over a wide geography? Is your product complex or easily understood? What is your sales process like? Is it order-taking or do you have a long, complex sales cycle? Can you afford the up-front investment and financial risk in developing a direct sales team? What is your company’s core competence? Are you any good at selling?