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Practical Tools, Templates and Best Practices for Executives
Format:
26 total documents/templates - 21 MS Word, 27 Excel, 2 PPT, 9 PDFs
SKU:
KC1275-119-01
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Demand Metric Sales Effectiveness and CRM Toolkit
Your sales force consumes a hefty share of your company's budget. If reps aren't selling effectively, your firm loses profits and customers. Yet, in too many organizations, salespeople can't give their best on the job because the company mismanages them. Customer relationship management is one of the hottest management tools today. CRM is the creation of customer strategies and processes to build customer loyalty, which are then supported by the technology. This collection from Demand Metric provides the tools and tactics you need to succeed in today's demanding world of sales and selling.
Good sales leaders spend a lot of time evaluating and occasionally redesigning the sales organization's structure to ensure that it supports corporate strategy.Today, some organizations are applying CRM in more disciplined, focused ways, extracting impressive value from it. New technologies that track individual customers' interactions with your company and initiate responses tailored to those interactions have further boosted CRM's value. How to ensure your company gets the most from CRM? Clarify your strategy before implementing CRM. Use CRM to contact individual customers who want to hear from you--in ways that engage them with your company. Gradually extend CRM's power by applying lessons learned implementations to new, well-defined opportunities with this extensive toolkit from Demand Metric.
This customized tool will help you:
Save Hours of Time: download & customize this tool in minutes
Reduce Consulting Fees: complete jobs internally with proven methodologies
Quantify Improvements: define and report on key metrics & KPIs• Stay Focused & On-Track: don’t start your next task or project with a blank Word/Excel document
Look Professional: customize this document with your company logo easily
Vital Things You’ll Learn:
CRM Readiness Assessment Tool - Use this tool to measure your organization's readiness to implement an enterprise CRM program and/or system.
CRM Program Metrics Dashboard - Use this tool to define, track, and report on your key CRM Program metrics and key performance indicators. All the metrics can be easily customized to suit your organization's needs.
CRM Program Prioritization Tool - Use this tool to evaluate your CRM program initiatives based on their strategic fit, economic impact, and feasibility. Once you have ranked each project, view the bubble matrix chart and communicate the findings of your analysis.
Sales Skills Assessment - Use this tool to evaluate your sales team's skills..
Sales Support Checklist - Use this Sales Support Checklist to ensure you have provided all the tools your sales team will need.
Sales Support Effectiveness Survey - Use this survey to benchmark your ability to support your sales team. Discover your strengths and weaknesses and be proactive with improving this process..
Sales Training Assessment - Use this tool to assess your sales training effectiveness in terms of Process, Self-Management & Planning, Business Development, Sales Presentations, Relationship Management, and Closing Sales.
Demand Metric is a web-based consulting firm providing practical advice and premium tools to executives in mid-sized enterprises. In just under 3 years, the company has delivered over 100 “How To” Guides and 250 Premium Templates & Tools to its growing client base of 1600 executives. Working very closely with clients, Demand Metric understands their business challenges and provides action-oriented information, time-saving tools & templates, and expert advice. The firm’s goals are to save client members time, help them make informed decisions, and add value to their organizations.
Account Executive Job Description - Use this template to create an Account Executive Job Description.
Account Scoring Index - This tool was designed to help you analyze Accounts and prioritize time accordingly.
Account Status & Action Plan Tool - Use this tool to provide a high level report on the status of key accounts.
Bid or No-Bid Assessment - Use this tool to help you determine if you should submit a bid on a new project or contract.
CRM Administrator Job Description - Use this template to formalize your CRM Administrator job description.
CRM Business Case - Use this tool to help you design a Business Case for an investment in a CRM (customer relationship management) solution.
CRM Consulting Services RFP - The purpose of this tool is to help you design a Request for Proposal (RFP) for CRM Consulting Services. An RFP is a formal invitation to request vendor proposals that meet specific business requirements and purchasing criteria.
CRM Program Maturity Assessment - Use this prescriptive self-assessment tool to evaluate your organization’s CRM Program Maturity. Rate your compliance with best practices across the following dimensions: Senior Management Commitment, Alignment with Business Goals, Level of Process Documentation, Data Management & Accuracy, Customer-Centricity, System Training & Support, User Adoption, and Customer Satisfaction. Once you have completed the assessment, you will immediately be provided with results and recommendations for improvement.
CRM Program Metrics Dashboard - Use this tool to define, track, and report on your key CRM Program metrics and key performance indicators. All the metrics can be easily customized to suit your organization's needs.
CRM Program Prioritization Tool - Use this tool to evaluate your CRM program initiatives based on their strategic fit, economic impact, and feasibility. Once you have ranked each project, view the bubble matrix chart and communicate the findings of your analysis.
CRM Program Strategy Scorecard - Use this tool to document your CRM program objectives, initiatives, measures, and targets for the next 12-18 months.
CRM Readiness Assessment Tool - Use this tool to measure your organization's readiness to implement an enterprise CRM program and/or system.
CRM System RFP Template - The purpose of this tool is to help you design a CRM System Request for Proposal (RFP). An RFP is a formal invitation to request vendor proposals that meet specific business requirements and purchasing criteria.
CRM Vendor Evaluation Matrix - Use this vendor evaluation matrix to compare potential CRM solutions. For each parameter, rank vendors based on their ability to deliver on your requirements. As every company has different requirements, feel free to change the decision making criterion to suite your specific needs.
Customer Satisfaction Survey - This tool is a brief Customer Satisfaction Survey designed to help benchmark current levels of satisfaction.
Director of Sales Support Job Description - Use this customizable job description template to help you formalize your sales support function.
Feature Advantage Benefit Tool - Use this tool to create a matrix of product features, advantages, and benefits.
Key Account Analysis - Use this tool to assess key accounts, forecast future sales, determine strengths & weaknesses, key success factors, and competitors for the business.
Key Account Planning Tool - Use this tool to create winning key account plans.
Objection Response Tool - Use this tool to craft solid arguments to handle common objections.
Sales Analysis Tool - Use this tool to analyze product/service sales, channel sales, sales by representative, market segments, and sales team goals.
Sales Call Reporting Tool - The purpose of this tool is to assist you with reporting on sales call results. This tool can be used in conjunction with Key Account Plans to strategize and report on new business opportunities with senior management.
Sales Effectiveness Assessment - Use this tool to assess your sales effectiveness in terms of Recruiting & Retention, Consultative Sales Training, Sales Analysis & Forecasting, Sales Force Automation/CRM, and Sales Productivity Management.
Sales Effectiveness Strategy Scorecard - Use this Sales Effectiveness Scorecard to document sales-based objectives, initiatives, measures, and targets, for the next 12-18 months.
Sales Forecasting Chart - Use this tool to create a chart for a 5 year actual and forecasted sales chart.
Sales Forecasting Tool - Use this tool to prioritize and manage sales opportunities, and chart the following: Total vs. Expected Revenue, Opportunities by Stage, Probabilities by %, Deal Size, and Top Objections.
Sales Growth Team Charter - Use Demand Metric's Sales Growth Team Charter template to set the mandate and outline key responsibilities for this new team.
Sales Operations Maturity Assessment - Use this prescriptive self-assessment tool to evaluate your organization’s Sales Operations Maturity. Rate your compliance with best practices across the following dimensions: Recruitment & Retention; Consultative Sales Training; Sales Process; Sales Tools; Sales Productivity Management; Sales Analysis & Forecasting; SFA/CRM; Sales Compensation; Sales & Marketing Alignment; Sales Leadership & Management. Once you have completed the assessment, you will immediately be provided with results and recommendations for improvement.
Sales Operations Metrics Dashboard - Use this tool to define, track, and report on your key sales operations metrics and key performance indicators. All the metrics can be easily customized to suit your organization's needs.
Sales Operations Prioritization Tool - Use this tool to evaluate your sales operations initiatives based on their strategic fit, economic impact, and feasibility. Once you have ranked each project, view the bubble matrix chart and communicate the findings of your analysis.
Sales Operations Strategy Scorecard - Use this tool to document Sales-based objectives, initiatives, measures, and targets, for the next 12-18 months.
Sales Opportunity Pipeline - Use this Sales Opportunity Pipeline tool to track opportunities, identify sales cycle stages, and predict future revenues.
Sales Presentation Template - Use this Sales Presentation template to create a standardized presentation deck.
Sales Productivity Metrics (daily) - Use this tool to capture daily sales productivity metrics for each individual sales representative. Transfer these results into our Sales Productivity Metrics (monthly) tool to aggregate metrics for your whole team.
Sales Productivity Metrics (monthly) - Use this tool to collect productivity metrics, based on using our Daily Productivity Report template for each sales representative.
Sales Productivity Metrics (quarterly) - Use this tool to collect quarterly productivity metrics, based on using our Sales Productivity Metrics tool on a monthly basis.
Sales Proposal Template - Use this template to create a standardized sales proposal.
Sales Recruiting Assessment - Use this tool to measure your organization's sales recruiting effectiveness in terms of recruiting process, candidate validation, candidate fit, turnover & management, and metrics.
Sales Script Template - Use this tool to create a standardized sales script.
Sales Skills Assessment - Use this tool to evaluate your sales team's skills.
Sales Support Checklist - Use this Sales Support Checklist to ensure you have provided all the tools your sales team will need.
Sales Support Effectiveness Survey - Use this survey to benchmark your ability to support your sales team. Discover your strengths and weaknesses and be proactive with improving this process.
Sales Training Assessment - Use this tool to assess your sales training effectiveness in terms of Process, Self-Management & Planning, Business Development, Sales Presentations, Relationship Management, and Closing Sales.
Stakeholder Analysis Matrix - Use this tool to identify key stakeholders, evaluate their interest, power, support level, and flexibility. Automatically generate a Decision Support Quotient, and view the Stakeholder Analysis Map that graphically represents each stakeholder’s position.
Territory Management Checklist - The purpose of this tool is to provide a checklist for managing sales territories. Implementing a strategic sales territory management process will reduce travel time & expenses, increase health of your account base, and help to generate more sales.
BONUS
Product Launch Checklist - The purpose of this tool is to provide a checklist for the product launch process.
