HappSales India

  What is Sales Productivity? Sales productivity is a measure of your sales team’s ability to efficiently generate sales revenue. There is a direct relationship between a company’s revenue growth and sales productivity. It is well known that an increase in sales productivity also significantly improves your company’s profitability. Measuring Sales Productivity There are many different ways of measuring sales productivity. It depends on the nature of your business, the markets you operate in, and the goals you set for your company. Here are some examples of how sales productivity is measured – sales revenue achieved by your sales reps how effectively your team is able to convert prospects or leads into paying customers, also referred to as deal win-rate or conversion-rate time difference between the time of lead generation and winning the deal, also called the sales cycle compare the sales revenue against the total investment made to generate that revenue, sometimes referred to as t...

  Introduction Every business is unique in many ways, and so is the industry it operates in.  Choosing the right CRM for your business can be a daunting task. There are many different types of CRMs in the market designed to solve specific challenges. It is very important for you to prioritize your needs and then objectively look at all the parameters before you decide the right CRM for you and your team.  This guide is put together to explain the various types of CRMs that exist in the market, what do they specifically solve, which CRMs you should evaluate for your business, and finally what are the parameters you should consider while choosing the right CRM software for your business. Before we get there, let us first understand why companies need a CRM software and what they could accomplish through it.  Why Do Companies Need CRM Software? CRM software (Customer Relationship Management) investment is one of the most strategic decisions a company makes. The right CR...

  What is B2B CRM? B2B CRM stands for business-to-business customer relationship management. B2B CRM system provides a strategic approach to meet your customer needs and build trust along the way.  This will help you close more deals with lower marketing costs. These systems offer contact management, lead management, opportunities and pipeline management, tasks tracking, and customer support modules.  The right B2B CRM can help you grow your business profitably and drastically improve client retention.  Why is B2B different from B2C? B2B (business-to-business) and B2C (business-to-consumer) are two different types of business models. In B2B, a business sells products and services to other businesses. While in B2C, a business sells its products or services directly to end consumers. Some of the key differences are: • B2B sales involve longer sales cycles when compared to B2C sales. • B2B transactions involve many decision-makers unlike B2C transactions  • B2B sal...

  Introduction Gartner valued the CRM market at USD $36.5 Bn. worldwide in 2017 which increased to USD $63.91 Bn. in 2022. While you may be overwhelmed by all the hype around it, you would want to accurately measure the ROI of CRM and understand how much will your investment pay back. ROI (Return on Investment) measures the efficiency of your investment.  It is the ratio of the total income earned to the total cost invested for the CRM project. As per Nucleus Research, a company’s average earning is $8.71 for every dollar spent on a CRM project. Another article from HBR mentions the success of an aircraft parts distributor that tripled their number of daily sales calls and grew their customer base by 33% within just four months of rolling out their CRM system. A CRM initiative is a very strategic one with long-term implications for your business. It requires both time and cost commitment at an organization level to get the desired results. This article will help you ...