Sales management: how to improve efficiency?

Captivea LLC, Desi Csorba

Commercial management is at the heart of any company: without an effective strategy on the subject, it is difficult to launch a growth strategy or to be a leader on its market (unless you are in a monopolistic situation, of course)!
Indeed, sales teams must be able to call a prospect back within 24 hours, detect at a glance the maturity of a lead, know the sales forecasts for a specific geographical area, etc. Of course, this requires powerful and intuitive software tools that are easy to use, both in the office and in the field.

Let's see how to improve the efficiency of your business management with Odoo.

Centralize sales data

To enable your sales representatives to perform better in their daily tasks, it is essential that they have access to a central database. Nothing worse than the senior salesman who leaves the company with all the knowledge of his customer portfolio. The person taking over will have no way to benefit from the customer history.

To solve this, use the CRM of the Odoo suite. It will allow teams to have a common tool in which to centralize all customer information: appointments, invoices, quotes, discount rates applied, etc. Of course, it is possible to configure the CRM with a fine management of access rights. Each sales representative has access only to his customers' data, while the manager can review everything in order to establish global performance indicators.

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Accurately track customer relationships

A good CRM such as Odoo also allows you to follow the customer relationship in detail. How?

First, thanks to the tracking of customers and prospects: sales representatives are able to know which pages of the website Mr. X has visited, which emails he has opened, which resources he has downloaded, etc. With this 360° vision, it is easier to determine the maturity level of each lead.

Secondly, by building sales scripts that are an excellent way to support sales teams in their customer relations. It is a kind of guide for planning activities - calls, meetings, mailing or even quotes - according to the stage reached by the customer in the purchasing cycle. An alert can then be sent so that the sales representative does not miss an opportunity to relaunch or nurture the relationship.

Facilitate the daily life of sales representatives

To improve the commercial management of your company, you can have the best tools available on the market, but if they do not please your employees, they will have no positive impact. To ensure that your sales representatives adhere to and use the CRM solution, make sure it is intuitive and ergonomic. Also check that it meets their needs. Indeed, having a long list of features like the arm is useless if they do not facilitate the user's work.

On the Odoo side, here is a non-exhaustive list of features really dedicated to sales representatives: electronic signature, mobile application available in offline mode, automatic email campaigns for specific segments, customized pipeline management, multiple addresses, generation of sales statistics, simple recording of customer preferences.

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The most Odoo for commercial management

There are hundreds of CRMs on the software market. It is therefore difficult to decide to agree on the best of them. However, with our knowledge of the market and the various projects carried out at our customers' premises, we are advocating in favour of Odoo for two main reasons.

The first is its functional coverage: you may "only" need a CRM to start with, but if the need arises, you can easily add bricks for logistics, accounting, point of sale management, etc.
The second is its ergonomics: Odoo is clearly one of the most advanced management software on the market in this area.
The user experience is part of the editor's DNA and it is felt from the first time Odoo is used.

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