Manzana xRM Sales - Sales management of services

The solution Manzana xRM Sales "Sales Management of Services" is intended for the companies rendering professional services and directed to increase in efficiency of sales.

Manzana xRM Sales is developed jointly by Manzana Group companies, Berner&Stafford and Microsoft. In a basis of the solution the methodology of sales Berner&Stafford and a modern customer relationship management system of Microsoft Dynamics CRM 2011 is put.

Main Features

The solution Manzana xRM Sales provides business process automation of work of sales office on interaction with potential and current clients. At the same time it is possible to select 5 main steps of work:

Step 1. Sales planning

On this step formation of the purposes for the company, divisions and sales managers, for example, the sales plan quarterly and in a year is performed. As a rule, the Step 1 is executed one-time at the beginning of financial year.

Step 2. Receiving and registration of a request from the client

Since the Step 2 daily work of managers on receiving and registration of requests from the current and potential clients begins.

Sales managers register requests in the solution Manzana xRM Sales according to subjects of requests, specifying at the same time the receiving source, an initial marketing campaign and other parameters necessary for further calculations.

Step 3. Making decision on further work with the client

This step is key in all chain of actions as on it according to methodology of sales Berner&Stafford classification of the arriving requests depending on key characteristics of contact is performed: fields of activity, an annual turnover, the number of the working employees, etc.

The solution Manzana xRM Sales includes in the structure the preconfigured metodlogiya that allows to automate the procedure classification and further task allocation on responsible persons.

Step 4. Processing of a request of the client

On this step according to the appointed tasks the manager begins to work on the possible transaction for its successful closing.

According to methodology of sales Berner&Stafford the solution Manzana xRM Sales allows to trace and analyze sales by 5 main stages of a sales cycle:

• presentation of opportunities;
• determination of requirements;
• preproject inspection;
• commercial offer;
• agreement.

Step 5. Analysis of sales

The solution Manzana xRM Sales allows to perform the operational analysis of a current status on sales and to build short-term and long-term forecasts for heads of divisions and the companies.

Besides, there is still a number of the functionality connected with additional processes, for example, repeated qualification of a request by the head of the sales manager.

Results of Implementation

Result of implementation and use of the solution Manzana xRM Sales is increase in efficiency of sales department due to processing and successful closing (sale) of bigger number of incoming requests. Automation of sales department provides:

1. Quality improvement and efficiency of each employee:

• reduction of time of processing of incoming requests due to their automatic classification and automatic distribution of potential transactions between employees;
• use of the standard methods and approaches in work with the client recommended by the implementation methodology checked in "fighting" conditions Berner&Stafford - automatic task allocation to employees;
• visualization of the status of the current tasks and terms of their accomplishment by sales cycle stages.

2. Improvement of means of the analysis and control of the head for adoption of the correct solutions:

• the analysis of possible transactions on priorities and sales phases according to methodology of sales;
• formation of the sales forecast on regions, managers, the periods of closing and other key indicators;
• the analysis of accomplishment of the sales plan on employees, division and the company - the plan for the period and at the moment.

3. Increase in a customer loyalty:

• analysis of history of relationship;
• efficiency in customer interaction.

Solution website: [1]