14
Jul
Posted by i3Teamworks Team on 14 Jul 2020
 
“What’s the best way to build a brand for the long term? In a word: culture.”
Tony Hsieh, CEO Zappos.com, Delivering Happiness: A Path to Profits, Passion, and Purpose
Building a sales team is the key to a successful business. Essential to this sales team is a culture that encourages performance and results. The Sales Culture module of i3TeamWorks is the perfect tool to help you build a sales team that is not only profitable, but possesses a healthy and happy culture ingrained within it.

As in Tony Hsieh’s book, Delivering Happiness, it is important to hire sales employees who possess a similar culture to begin with. What i3TeamWorks can do is to manage your expectations of each new employee, and identify those that will help to cultivate and maintain the correct sales culture.

Firstly, the four topics below have to be managed effectively to boost sales revenue.
  1. Customer Relationship Management (CRM)
  2. Managing Opportunities
  3. Making New Sales
  4. Sales Campaigns & Social Media Marketing
 
So, how can a sales team make use of i3TeamWorks to handle the above efficiently?
 
Customer Relationship Management (CRM)
It goes without saying that customers are important. To manage these customers effectively, i3TeamWorks incorporates a fully-fledged customer database system, which is not only detailed, but easily customizable by the user to incorporate even more fields to satisfy the user’s needs.
 
  1. Headquarters, branches, and even subsidiaries.
  2. Beside standard built-in filters such as Category and Sub-Category, etc., it also has 10 user-defined variable sorting/filtering fields.  
Salespersons daily activities revolve around their customers. With i3TeamWorks, their activities will be logged and attached to the respective customer. For example, they can use the Check In/Out function to log their visitation/meeting, and its results. Telemarketing can be done directly from the system too, and records updated automatically. All this information is just a mouse-click away.
They can use the Check In/Out function to log their visitation/meeting.
The benefits of this pro-active action are:
  1. Making sure that customers are well taken care of, as analysis reports are able to show the last visit and last call to the customer.
  2. Making sure that the sale team has covered all key customers within a certain industry.
Repeat sales are a major contributor to any business, and it is important to ensure that the momentum is maintained, or even accelerated. i3TeamWorks can assist as you are able to set targets for customer visitations, ensuring that no customers are neglected.
With all information maintained with the i3TeamWorks data-base, all customer information is transparent.
In the unfortunate case of a salesperson’s resignation, their customers can then be assigned to another salesperson, or seamlessly transferred to a new salesperson.
These are all attributes of good CRM, and i3TeamWorks will be your crucial information partner.
 
Managing Opportunities
Sales opportunities come from various avenues, such as email, social media, phone calls, your website, and also referrals. The person you entrust and assign to handle these opportunities is crucial to have a high chance of closing a sale. Any mishandling or negligence by a salesperson will create unhappy customers, and even create a highly dam-aging bad reputation. This is irrespective of the ef-fort you put into any marketing or branding exercise.
 
I3TeamWorks sales pipe function tracks these opportunities via the salesperson’s smartphone, in the field, in real time. All information is related back to i3TeamWorks, and progress is monitored by the system. Again, any activities carry out in relation to these sales pipes are simultaneously updated in the database.
Just imagine if a salesperson is able to retrieve live information when meeting customers, such as the telemarketing conversation history, visitation/meeting history, office GPS location, etc.
This would project a highly professional im-age to the customer, and lets them know that the company cares.
 
Analytical reports to have a clear view of sales leads and their status are readily available, some samples of which are shown below:
i3Teamworks Sales Pipeline Analysis
The diagram shows the summary of leads according to the timeline & rate. The bigger the bubble explain the higher value of the leads. Each colour represent each sales progress.
The Manager Focus feature provides a way for salespersons to highlight sales leads that possess specific criterion for a higher chance of success. Their superiors are able to review these, and support their salespersons accordingly. Sales forecasts will also be more accurate, as leads with a low chance of success may be excluded.
Customer acquisition is time consuming and expensive, and should not be wasted. i3TeamWorks doesn’t only take care of old customers very comprehensively; it also allows the tracking of referrals, therefore leveraging your original acquisition cost. Salespersons can be reminded to follow-up on these referrals, and it will invariably lead to increased sales.
 
Making New Sales
For businesses to thrive and grow, there is always a need to expand product lines and acquire new customers. For a salesperson, it is even truer, as to have consistent sales, one cannot simply rely on a handful of old customers. In addition to any existing marketing campaigns, the sales team should be tasked to make additional new sales in the field.
 
i3TeamWorks will assist your salespersons in doing so. Analytical reports will show each salesperson’s behavior, and whether or not they are proactively acquiring new customers. With the ability to set targets for visitations and telemarketing calls, an Activities KPI can also be set. A salesperson’s claims can now be validated with supporting evidence.
Another important function is the Score Cards for each salesperson to submit before they clock out of work everyday. This will encourage salespersons to develop a culture of new customer acquisition. A comprehensive Appraisal Report based on these Score Cards, which will provide a detailed insight into how a salesperson performs his or her duties.

With all these functions within i3TeamWorks, the proper implementation will inevitably result in an effective sales culture being developed, resulting in increased sales revenue.
i3Teamworks Telemarketing Analysis
The diagram shows the pattern and behaviour of the sales person in making call to the customer.
Campaign & Social Media Marketing
There are many branding and marketing methodologies available, encompassing traditional advertising (print media, billboards, etc.), to digital marketing, such as social media, websites, and email. Which is more effective in generating sales leads? i3TeamWorks is able to help you analyze over a period of time what works the best, and your company’s marketing dollar can then be deployed in a less wasteful manner.
To do this, the Campaign Manager will manage and track your campaigns. Beginning with the creation of material, all the way to publication, i3TeamWorks can even manage execution using SMS and email, or popular instant messaging apps like Line and Telegram. Existing customers may also be looped in to maintain awareness and be updated with the latest developments and/or promotions. 
Effective use of this function together with the available CRM functions will ensure consistent sales lead generations on a regular basis.
Summary
All the above features and functions (and more) are ready to be used the moment your i3TeamWorks with Sales Culture module subscription is activated. If the functions are initially overwhelming, being modular, you may choose to implement specific functions at your own pace.
 
Call us NOW for a free demonstration!
Interested to find out more? Please contact us at
+603-78862423
sales@m3tech.com.my
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