I’ve re-written the column on account management.
It seems far too long and thus
probably needs considerable chopping by you.
Hope the re-write contains good content –
let me know if this is not the case.
As always, thanks for ensuring the quality of the column.
It is unbelievable how much time sales and marketing personnel can free up if they are
able to spend their time and energy on revenue generating activities rather than on office
At a leading copier manufacturer, sales and marketing personnel gained
26 man days per year as a result of their sales and marketing automation efforts!
core of these gains is a solid account management software, which is specifically geared
towards reducing repetitive, time-consuming tasks thereby freeing up the sales rep to
have more time to sell.
Today’s account management software not only tracks account information and history
but offers the sales rep the ability to track activities, manage leads, take orders and
generate proposals all at the push, click or highlight of a button.
Let’s look at account management software in action.
Prior to account management
automation, a lead might have come from a sales manager in the form of a printed report.
Typically the sales rep would have qualified the lead, set up an appointment with the
lead, and then made a sales call to the lead.
Often the lead would request a quote, which
the sales rep would prepare off-site (e.g., at home, at the office).
Nonetheless, as a result
of administrative inefficiency, the lead might have to wait several days for their quote
while the rep gathered the necessary information to create the quote.
process, there was always the risk that a competitive sales rep might appear at the
doorstep of the lead with the desired quote information in hand.
With the availability of account management software, sales reps receive leads
automatically via computer.
Through the automatic lead qualification process mentioned
in my column last month, sales reps know which leads are worth following up and which
leads can be dropped.
Sales reps make a sales call to the lead and through the magic of
automation present the lead with a quote either on the spot or shortly thereafter.
advances in automating order entry, reps are now able to input product, price, shipping
and other related information into their account management program which in turn
seamlessly integrates with backend systems so that the rep can inform the customer of the
financial terms, delivery date, etc.