Optimize Sales ROI with Vtiger CRM

Measuring ROI with Vtiger
w w w . v t i g e r . c o m

© 2017 Copyright Vtiger | All Rights Reserved 2
Unlock 1 hour of
productive time per
day for every sales
rep
Mitigate causes of lost
deals by 50% or more
Optimize what matters
and get the best out of
your sales team
We help businesses grow sales by
making people and processes effective

Part 1 - Unlocking precious time for
your sales reps
Win back 1hour ore
more per day for
every sales rep
Improve sales
organization
performance through
better process

Sales reps’ time for actual selling is
squished by other activities
0
1
2
3
45
6
7
8

Save 1 hour or more every day for
every sales rep
We have done it
ourselves and helped
our customers do it
It starts with understanding
activities that consume most of
your sales reps’ time
..and estimating (or measuring)
how much time is spent on each
activity

Flooded inboxes, and constant
influx of emails eat up time
› Who do I owe a response to
› Do I already know the sender of an incoming email
› Does an email pertain to a deal I am working on
› Bringing colleagues into the loop
› Clearing out closed discussions
› Avoiding collision with other sales reps
› Keeping out non sales related emails
Sales reps have to figure things out
0
1
2
3
45
6
7
8

Free up to 20 minutes on time spent
on emails
CRM
Inbox
Email
Templates
Automation
 “Respond to” list instead of searching inbox
 Know the context of an incoming Email (what contact / deal it pertains to)
 Create a contact automatically when it does not exist
 Create opportunities as and when prospects are sales ready and assign them to sales teams and reps
 Leverage consistent and effective templates for common responses
 Don’t spend a second on closed discussions
 Filter out non-sales related Emails

Handling calls and meetings traditionally is
inefficient
› Determine who to follow-up with
› Look up contact numbers
› Manually log calls (minutes, recordings, ..)
› Figure out who is calling
› Understand why they are calling
› Manage meetings (scheduling, capturing notes, ..)
Sales reps have to look things up
0
1
2
3
45
6
7
8

Free up 10 minutes on calls and
meetings
Calendar
Task Manager
Appointment
pages
Integrated
Telephony
 Find people who you want to contact and make outgoing calls from within the CRM
 Automatically create call records and link them to contact touchpoints
− Link calls to opportunities with one click
 When answering calls, know who is calling including company name
− Create a contact with one click if it does not already exist
− Create a case with one click when a issue is raised
− Create an opportunity with one click when there is a sales inquiry
 Create tasks and events and link them to opportunities
− This can be used to understand the level of effort going in to closing deals
 Schedule and commit to meetings based on mutual availability
− Avoid going back and forth

Effective collaboration is
not always easy
› Determine whom to seek help from (may be other
reps who have closed similar deals)
› Get their attention quickly
› Keep important stake holders informed
Bringing in right people at the right time
0
1
2
3
45
6
7
8

Free up 10 minutes on collaboration
Mentions
Internal
Chat
 Know if a sales rep is currently available (based on shift hours, holiday schedule, ..)
 Find out if similar deals (industry, region, product,..) were closed and by who
− Get their attention by mentioning them in the opportunity record
− Chat with them from within the CRM
Agent Business
Hours

Information is not organized in
one place
› It may reside in people’s heads
› It may reside on personal devices
› It may reside in documents, spreadsheets, emails,..
Sales reps need a full context of deals
0
1
2
3
45
6
7
8

Free up 20 minutes with the right information at your
finger tips
Views &
Lists
Profile
Scores
Touch
Points
 Capture and organize important information about deals in one place
 Understand importance of deals based on criteria that defines your ideal customer
 Prioritize deals based on importance and likeliness of winning
 Capture interactions across all channels in one place
Engagement
Scores

Processes are neither well understood
nor easy to follow
› Which deal to pick up next
› What activities do I need to complete at each stage
› How much time do I have to complete activites
› What information does management need
› Assigning tasks/opportunities to right sales reps
› Approvals
› Invoicing
How to prioritize, what to update, ..0
1
2
3
45
6
7
8

Free up 10 minutes by automating
processes
Invoice, Sales
orders, ESign
Reports on the
fly
Sales Process
Definition
 Define sales processes and make it easy for sales reps to follow them consistently
 Automate capture of leads and creation of opportunities and cases
− Auto fill details when creating cases and opportunities
 Auto assign opportunities to sales reps based on back log or round robin
− No time is wasted in assigning ownership of deals
 Define reports and auto generate them for all sales reps before meetings
 Leverage ESign for approvals
 Use built in invoices and sales orders and link them to opportunities
 Use notifications on idle or stalled deals for all sales reps
− Sales reps don’t need to search if they dropped the ball on a deal
Automation

Insufficient time is available
for selling
› Understanding fit with needs
› Value propositions
› Demos
› Negotiations
› Approvals
Activities that move deals forward0
1
2
3
45
6
7
8

Unlock 1 hour
or more every day
Save 20 Mins or more
CRM
Inbox
Email Templates Automation
Calendar
Appointment
pages
Integrated
Telephony
Sales
Process
E
Sign
Reports on
the Fly
Automation
Views &
Lists
Profile
Scores
Touch
Points
Engagement
Scores
Mentions
Internal
Chat
DO MORE
OF SELLING
0
1
2
3
45
6
7
8
Agent Business
Hours

Part 2 - Making your sales reps
effective
Win back 1+ hour
per day for every
sales rep
Mitigate the causes of
lost deals by 50% or
more
and get the best out
of your sales team

Relative proportion of factors that influence
deal losses
This breakup reflects our own experience and findings from our customers
Legitimate loss to competition or due to lack of fit etc. are excluded
Normalized
percentage of
frequency of
occurrence

You can minimize these factors by
50% or more
We have done it
ourselves and helped
our customers do it
First, you need to understand
what factors affect win-loss
the most
Then estimate or measure
how they affect win-loss

Lost deals due to Late or No
follow up
› There is no ownership of a deal
› There is a delay in assignment of a deal to a sales rep
› Sales rep was busy to handle it or was on holiday
› Sales rep was not aware that a follow-up was needed
› Deal was de-prioritized or considered not worth pursuing
Follow-ups can be missed or delayed when
Normalized
percentage of
frequency of
occurrence

Reduce late/no follow-ups by
50% or more
CRM Inbox Profile Scores Automation
 Timely assignment of deals to qualified reps who are available to handle it
 “Respond to” list to simplify Email communications
 Systematic way to understand importance of a deal
 Notifications and alerts of idle status to sales rep, supervisor
− If not assigned on time
− If not followed up on time
− Stalled in specific stages like negotiation, ..
− Inactivity
Touch Points
Agent Business
Hours

One poor follow-up can undo
your efforts
› Sales rep was rushed for time
› Sales rep was not competent
› Sales rep could not collaborate effectively
› Sales rep could not find the right content
› Sales rep did not understand the full context of the deal
Follow-ups don’t move deals forward when
Normalized
percentage of
frequency of
occurrence

Reduce poor quality follow ups
by 30% or more
Views
Template
Library
Touch Points
 Complete context of deals including importance, interactions, issues/hurdles, next steps in one view
 Standardized / proven templates
 Consistent way to prioritize deals
 Getting input from other sales reps who have closed similar deals
 Leveraging knowledge base
− FAQs
− Focused content (that could be vertical specific)
Collaboration
Knowledge
base / Search

Premature sales involvement can drive
prospects away
› There is no systematic assessment of sales readiness
› No clear hand off from marketing to sales
› Quota pressure
Sales get involved prematurely when
Normalized
percentage of
frequency of
occurrence

Reduce
pre-mature hand-off by 50%
Automation
 Systematic way to classify leads based on readiness to buy
 Automated hand-off to sales based on readiness scores
 Keeping non-sales ready leads outside the scope of sales
Engagement
Scores

Lack of chemistry can affect deals that
could be won
› There are communication barriers, personality clashes
• Language / accent barriers
• Formalities
• Level of industry / customer competence
• Attention to detail
• Inability to communicate on preferred channels
Chemistry clash can happen when
Normalized
percentage of
frequency of
occurrence

Reduce factors that cause chemistry
clashes by 30%
 Identifying right sales reps
 Using standardized templates for specific regions, industry, etc.
 Guidance on interaction
 Recognizing when things go astray
 Training sales reps for your target audience
Knowledge
base
Satisfaction
Index
Template
Library
Sentiment
analysis
Competence
Matrix

Minimize factors that negatively affect deals
by 50% or more
Normalized
percentage of
frequency of
occurrence
Sales Rep
Availability
Automation
CRM
Inbox
Reduce by 50%
Touch
Points
Profile
Scores
Reduce by 50%
Views
Reduce by 30%
Touch
Points
Collaboration
Knowledge base /
Search
Template
Library
Competence
Matrix
Sentiment
analysis
Sales Rep
Availability
Reduce by 30%
Satisfaction
Index
Knowledge
base
Reduce by 50%
Engagement
Scores
Automation

Part 3 - Measuring, understanding and
improving
Win back 1+ hour per
day for every sales rep
and get the best out of
your sales team

Get the best out of your sales
organization
Define an efficient sales
process (or refine it)
Start measuring important aspects
that affect win-loss and sales cycles
Take actions

Critical assessment of your
process
Does your sales process reflect your customer buying cycle01
Do sales reps know what they need to do in every stage for a deal to move forward02
Do you have clear guidance on how much time a deal should spend in each stage03
Have you set up a systematic way to determine importance of a deal04
Do you have a reliable way to assess the level of prospect’s interest to buy from you05
Do sales reps leverage internal know-how and competence effectively06
Are sales managers and reps aware when important deals are stalled or inactive07
Do sales managers know when adequate effort is not going into important deals (& vice versa)08
Do you have a way to determine if things are not going well09
Do you know the top reasons you lose deals10

Optimize your sales
process
Process
Flow
Automation
Smart
Alerts
Profile
Scores
Engagement
Scores
Knowledge
Base
Skills
Matrix
Sales
Insights
Satisfaction
survey
Sentiment
Analysis
Sales
Insights
1. Let sales stages reflect actions taken by prospects
2. Provide contextual guidance on “things to do” based on sales stage
3. Alert sales reps/supervisors when deals are stalled or inactive
4. Define customer attributes and their relative importance
5. Measure and assess quality and quantity of interactions across all channels
6. Create FAQs to address common objections, templates and content library
7. Create skill set matrix for sales reps to leverage know-how
8. Understand how much effort is going into important deals
9. Understand negative sentiments as and when they happen
10. Analyze lost reasons

Identify systematic
issues
Where deals get held up most01
From what stage do deals drop off most02
How do sales reps spend their time03
How prompt are sales reps in following up at every stage04
How much sales did each rep close
05
What is the win-loss ratio06
How did the sales reps do on important deals07
Why do sales reps loose deals08
Gather data over a period of time and spot trends
Sales
Insights

Start taking actions
1. Replicate practices that have produced sustained results
− How do some sales reps negotiate fast and get what they want
− How do some sales reps convince value
− Leverage responses that have moved deals forward
2. Address process issues
− Assigning deals to the right people
− Prioritization of deals based on profiles and interest level
3. Address bottlenecks
− Number of sales reps
− Selling competence

..talk to us about your needs.
We may be able to help you.
support@vtiger.com

Contact
Information
www.facebook.com/vtiger
www.twitter.com/vtiger
www.linkedin.com/vtiger
Vtiger Corporation LLC
351 King Street, #436 San Francisco, CA 94158
info@vtiger.com | 1-877-784-9277
www.vtiger.com

Optimize Sales ROI with Vtiger CRM

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