Customer Relationship Management and Increasing Sales

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Table of Contents

Discussion
Sales Functions and Activities
New Leads
New Sales Opportunities
Time Management
Marketing Department

Discussion

Customer relationship management (CRM) is a model that sales executives (SEs) use to manage interactions with potential clients who can support a company’s aims. A business-to-business (B2B) framework guides marketers to embrace the power of data analysis to identify the right firms and make them reliable partners. This paper describes how I am planning to use CRM technology as a SE to achieve my marketing goals.

Sales Functions and Activities

This new job will be an opportunity for me to undertake various sales activities and functions that can deliver positive results. The first one is the preparation of sales calls and identification of potential companies that require various types of office equipment. The second activity is liaising with the inventory departments of the identified companies to inform them about the available items and products from the company. This means that I will be reading, writing, and responding to emails and phone calls frequently. The third role is that of collaborating with my supervisors and different marketing teams in my company. The fourth one is managing all my records and using CRM data analytics to make informed decisions.

New Leads

The success of any sales strategy depends on the number of potential customers identified and attracted. I will use different sources and social media outlets to learn more about large companies in need of office equipment. This knowledge will then guide me to find their contacts and visit their physical locations. I will liaise with different partners and existing customers to find new ones. I will meet with the leaders of the right departments severally until we strike a deal. I will explain how the company is willing to provide discounts and free deliveries. I will keep records and make the relevant follow-ups until such businesses are converted into prospects.

New Sales Opportunities

Marketers and competent sales personnel are able to identify customers who can become potential clients. These include companies that appreciate the available items and equipment from my company. Organizational managers who appear interested will be identified as potential buyers. I will apply my competencies to convince them and even liaise with my manager to offer practical discounts to win such clients. Follow-ups will be essential until the deal is closed.

Time Management

As a SE, it is necessary to acknowledge that there are activities to be undertaken weekly, daily, monthly, and quarterly. In order to manage my time efficiently, I will keep journal entries and timelines that will guide my day-to-day activities. I will match such roles with the sales activities and goals. For example, I will allocate adequate time for making calls and responding to emails every working day. I will plan for looking new clients and manage existing ones. I will also outline various activities to be completed every month or quarterly, including launching campaigns and informing more potential customers about the available office equipment. These actions will eventually make it easier for me to record positive performance goals.

Marketing Department

This department has competent people who can manage data and make timely forecasts using CRM. The collaboration with these stakeholders will guide me to understand the characteristics and needs of more firms. I will advise the new boss to start relying on analytics and decision support systems (DSSs) to make informed marketing choices. All these steps are in accordance with CRM technology. I will consider additional steps outside CRM to achieve positive results, such as liaising with more salespeople and visiting emerging companies physically. All these initiatives will make it possible for me to become more productive and win more deals.

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Customer Relationship Management and Increasing Sales

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