I've seen a lot of what works and what doesn't when it comes to managing a sales force. Research on CRM over the past ten years has shown rather consistantly that roughly 50% of the initiatives fail. There are 5 basic reasons that people fail to perform in business...
How much does a CRM program really cost? Is it $25, $50, $100 per user? Not so fast! Looks can be deceiving.
CRM SaaS (Software-as-a-Service) has been around for a while now, and per seat costs can range from the unbelievably low to "nose-bleed" level highs. Underneath those numbers lay the true costs that involve much more.
The promises of CRM programs are many - from better management of customer information, increasing sales, improving customer service and communication, tracking sales performance by sales person and much more. But there are hidden and often unrecognized issues and costs that should be considered.
If your trade show ROI is important, then lead follow-up is important to you, too. Chances are you use email to fulfill most show inquiries (as opposed to print and "snail mail.") That means there is a chance that your email blasts following a show can get you "blacklisted" as a spammer if you are not careful, and if too many recipients flag your emails as "spam". And that can mean BIG trouble!
Can you forecast the number of inquiries needed to make sales forecast? That was the topic of a recent LinkedIn Sales Lead Management group discussion between Scott Tate and James Obermyer of the Sales Lead Management Association. Some excellent formulas were shared.