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The one best thing about salespeople? They are independent and do not require micromanagement. During the COVID-19 pandemic when they are not able to step out, it is important as a sales manager, to keep your team motivated and productive even when working from home. And here are seven ways to keep your field team motivated as they work from home: Maintain a relationshipSo many people must be experiencing anxiety or may get paranoid with the current situation. So even if they do not need a manager to tell them how to do their job, they need someone to talk to and keep them engaged. See what you do currently to stay positive and motivated. Schedule occasional meetings via Zoom or another video conferencing platform. And that should be like an open platform where everyone can share their thoughts, stories. And most people derive energy from interacting with their peers so have one-on-one calls with each of your employees. Sometimes little of letting go is importantProductivity is important within the team. Rather than assuming that a staffer is slacking off or making excuses when a quota is missed, try to find out the real reason behind what’s going on. Rather than focusing on their failures, offer an empathetic ear and a flexible schedule. Overall there will be a lot of stress they will have to deal with. You have to trust that they will do their best work. This will help your employees feel like they have room to grow and that you trust them even when things get back to normal. Because it is important to let your employees know that you have their backs and you are aware of their contributions. The Best Sales Advice to Survive COVID-19: To Sell or Not to Sell? Direct them Unless your company has essentials to offer, whatever you are pushing might be tough to sell right now. And making sales when most businesses are shut, all they would hear will be “Not now”. And after a point, they would not see any point in making any more phone calls. However, it is the time when you need to step in and change the narrative. Even if nobody is buying today, it usually takes six to eight touch points from initial contact to final pitch, before a new client would buy anything. So remind them of these small things and encourage them to reach out. Because persistence can still pay off. Work on skillsThis time is the best one to take up to get your team into as many online training sessions as possible. While they are sitting at home without any clients, it is time to utilize and sharpen their current skills. They could learn new software and practice their video conferencing or presentation skills. It will also help you as an individual. This way, your entire company can step up their game by utilizing the free time. Keep it light and funThe pandemic is a really grave business. However, it is important to remain positive and keep your team engaged. You can pump a little bit of excitement and new creative ways in your sales meetings. For example, you could arrange a small virtual party. Have TGIF meets, have fun competitions or if someone is good at cracking jokes, share that stage, etc. To bring some more excitement you could also offer them small prizes such as sending lunch to someone’s home, giving a shopping voucher, etc. Also, co-workers enjoy joking around and catching up with each other. Have a couple of such minutes at the beginning or end of every virtual staff meeting. Because a staff that plays together works well together. Celebrate wins (Even the smaller ones)Whether it is a big win like the first sale in two weeks or a small win when a team member was able to present a decent speech, you need to celebrate both. Take a moment to appreciate and celebrate your team's wins. Congratulate every achievement. Because at a time like this, celebrations are necessary and appreciated more than ever. The times are tough. However, as a manager, you need to exercise skills like appreciation, encouragement, empathy. Even if your sales team is stuck, it is time to act as their leader and motivator to deal with the current state of their job, and look forward to the coming days. Develop their skills, increase their self-confidence, and watch them grow. The #1 Field Sales AppDynamics 365 Mapping Tool: Learn how you can maximize your sales routes & sell more! Source: https://www.appjetty.com/blog/lead-your-field-sales-team-while-working-from-home/ Territory management saves every organization time, resources, and most importantly, enables them to cover more ground with fewer resources. The only way territory management becomes effective and garners the results you want is with proper organization and effective communication of all the developments within the sales team as well as other involved functional teams.
Apart from these two points, there are other things to take care of as well and hence this blog. First, we’ll start with understanding what is sales territory management Software . What is Sales Territory Management?Theoretically, Sales territories are geographical areas assigned to a particular team/sales reps to work on and the management of that particular territory or territories can be defined as sales territory management. The territories are divided based on the product you want to sell, the potential of the territory, target audience, industry, etc. It sounds as simple as drawing a circle on a blank canvas but the effectiveness lies in perfecting the shape of that circle. The most important aspect of creating territories is to be able to define and bifurcate sales targets as well as customers properly among the sales reps/team. The idea of creating and assigning territories might seem like a cakewalk but there’s a lot more going on in the background that needs to be properly taken care of. Rather than creating territories on a whim, create territories based on certain criteria. Ideally that criteria should be a Venn diagram of what has previously worked in the territory and what are the possibilities of improvement. Other things you can consider are performance, the number of clients, bifurcation of resources for territories based on the number of clients in those territories, the potential of the territory, and more. Once you create those, comes the next step of matching the right team member to the territories. Some of the things to keep in mind for that are: - Geographical proximity: This is a primary requirement. Your head of the territory should be able to access their region as easily as possible. It is cheaper for your company because it saves you a lot of money in transport and hotel costs. And the more local a sales head is, the more they are able to leverage that to their advantage. Local connections with the city or state help get venues, data, and even trust of the local community. To customers, it is a local person representing them in a company. That goes a long way in getting people to use that product. - Matching potential: A particular region may be promising, but a salesperson, in spite of being local and everything personally handled smaller sections before might not be up for it. And by smaller, I mean financially, and target based. For example, if a customer wants to open a chain of restaurants in west coast states, someone who has work experience in Texas might not be able to pitch them designs for it. However, someone with experience of restaurant design in California or Oregon will be able to handle the sales pitch much more effectively. They are more tuned into the younger crowd’s approach and lifestyle. - Language fluency: Following in the footsteps of the previous example, each region boasts of different languages that are not English. Not only the literal language, but there is also a cultural aspect of language that changes based on places. If you are handling New York or California, you are likely to have clients from everywhere in the world. If the sales manager is able to step into their shoes language wise and see where they come from, they will be able to build a strategy that works to win more clients. - Past track record: As the above points point out, a track record of getting through to the right customers and maintaining a growing relationship with them is a winning factor in matching the territory manager and team to the territory. After creating and assigning these territories, it’s time to get the most out of them. For that, follow these best practices: Sales Territory Management Best PracticesHave an organized systemProper planning will win you the most elaborate and tough battles. The same goes for sales territory management. Always have a quarterly plan as well as targets and then divide it into monthly or weekly plans to suit your and your team’s working methods. When we say organized system, we mean being organized in regards to territory creation, team creation, call rotations, follow up processes, sales pitches, along with the offers and discounts system. Having an organized system for every stage of your customer cycle defined according to the territories and customers will not only help you cover more clients but also close more deals. Try our live demo Plan weekly visits Products are in varied forms. Each product is made by too many people, and thankfully, the competition is fierce. However, you can still get your customer if you give a little more to them. Right now, the experience is everything. A weekly visit from your sales team will go a long way to maintain that experience. You can use these visits to plan long term experience strategies as well. This gives you more room to show off your product and assure the clients that they will be looked after. Monthly analysis of sales targets and territory performanceEach week something new might crop up in how your target market responds. Take those changes into account. And respond to it. When working from home began, the tech industry’s most popular product became the webcam. Similarly, there are often changes in what the audience demands and responds to, and this change has regional factors in place. Tune your sales strategies periodically to stay on top of that demand and even go so far as to predict it. Take advantage of seasonal trendsThe victory lies in understanding when it’s the right time to contact a particular prospect and knowing seasonal trends of your industry can help you with it. You can understand the trends by studying past data. If you don’t have any past data to rely on then you can create multiple strategies and implement them on a trial and error basis and learn what actually works for you. For example: If you are selling computers and laptops, then you can run ‘Back to School’ offers from July - September or June - August based on a particular territory’s school reopening dates. And then your on-field team for installation and maintenance can schedule their visitations accordingly. Consider your conversion cycles A lot of efforts go into finalizing a particular territory and then assigning the right resources for the same. So it is better to give the teams at least 3-6 months to adjust to the territories for you to make any decisions regarding reassigning or rearranging territories. Moreover, it is plausible that your conversion cycles might be more than 60 days. So you would want to consider that while analyzing the performance of territories. Taking this into consideration will help you make informed decisions that you can rely on. These were some of the points to help you get started with understanding sales territory management and its best practices. What might work for us might not work for you. The main thing is to be innovative and keep on analyzing and evolving your strategies. Source:https://www.appjetty.com/blog/sales-territory-management-best-practices/ Competition is cut-throat in every industry and the computer software industry is no different. From pre-sale to installing, from troubleshooting to regular maintenance visits, streamlined management of your sales activities is the key to closing new deals and expanding your customer base.
However, unless you have a proper means to optimize your client visits to make the most out of them; there may not be a substantial rise in the overall sales. Therefore, a CRM mapping tool is indispensable for your sales team as it can help utilize your on-field resources in the best way possible. While there are a number of CRMs out there, Dynamics CRM is one of the popular ones. If you are a sales manager and use Dynamics CRM, our Dynamics 365 Mapping tool; Quick Maps, is a perfect fit that can help you effectively manage sales. How? Here’s how: Plot CustomersWith this feature of Dynamics CRM field mapping, you can easily plot all your records on the map. With area-wise heat maps, pie charts, column charts, Quick Maps lets you visualize data better and make informed data-driven decisions faster on the go. Proximity SearchWith Dynamics 365 Maps, your on-field team can search records by region, shape, and proximity. Further, they can create category/attribute specific views of multiple entities on map to help them cover more clients in a day. This can also help you find out the core reason behind the success or failure of your strategies. Check-Ins/Check-OutsFinding it hard to follow up on your team members every now and then? Dynamics 365 Map will get rid of this hassle for you. Wondering how? Let’s consider a real-life scenario to understand it better. Picture your five team members out there to cover around 20 prospects in a day. How would they communicate with you about their progress throughout the day? How would you know where exactly they are at a particular point in time? And the average time every meeting is taking? Seems almost impossible as well as impractical through only calls and messages, right? Our Dynamics CRM Map Integration will help save your day. By letting your team members check-in and check-out of their client visits on the go from within Dynamics 365 mobile app. When you are in a loop and can get every update in real time, you can guide them better on how to proceed to make the best out of visits. Route Optimization Dynamics 365 Map lets you create optimized routes in advance after taking all factors like traffic, weather, etc. into consideration. And share them with your on-field team members. It even has the feature of shortest path finder that provides you with the shortest route to your destinations. This won’t only help you save your team members’ time but also enable them to cover more in less time with optimized routes. And their productivity will eventually rise! Ready to Amp Up Your Computer Software Sales?Our Quick Maps - a Dynamics 365 Map Integration can help with better visualization of sales team’s activities on the go. As a result, streamlining of your sales team management will become easier and more efficient. Start 30 Days Free Trial If you want to integrate our Quick Maps and see your overall sales and conversions skyrocket; feel free to contact us for details at [email protected]. Our support team will get back to you within 24 hours with all the details you ask for. Good luck with your sales management! Source:https://www.appjetty.com/blog/use-of-dynamics365-map-integration-in-computer-software-industry/ Managing the appointments and the task for the Sales Reps & Service Executives is always challenging. Being a Field Sales Manager knowing when and where your team members are going to meet the customers is crucial to achieving your sales targets. So, in this blog, we are going to demonstrate how your sales reps and executives can manage their meetings and how you as a manager can keep track of all their activities from Dynamics CRM. For this, you will need to integrate a Dynamics 365 mapping tool with features like check-in, check-out, heat map visualization, territory management, etc. You can browse around MS AppSource to find the right tool that suits your need but for demonstration purposes, we’ve taken Quick Maps in this article. So, let’s see how your sales reps can Check-in & Check-out of all activities like Appointment, Task, Campaigns, Services, etc. For Sales Reps:Step 1: Navigate to Map If you are using old UI (Classic view): Find the “AppJetty” tab from the header menu, navigate to Quick Maps and then click on Map. OR If you are using Unified view: You can find the ‘Quick Maps’ App by clicking on the Dynamics 365 option. Step 2: Check-in configurations: Enable, set radius, and enable check-in for the entity (activity) - Navigate to Entity Mappings to enable the Check-in for the activities (i.e. Appointment, Task, Campaign, etc.) - Click on any activity to enable the Check-in option and Edit it. - Check the checkbox of the “Enable Check-In” option for that activity. After checking the checkbox, click on the Update button by scrolling down. - Navigate to “Map Configuration Details” and select the user(s) you want to enable check-in for. In the “Map Configuration Details” page, set Check in to “Yes” and set Check-In Radius (KM). This Geo Radius will allow the user to check-in within the set radius. Ex. If the check-in radius is set to 20 KM, the Sales Executive can only check-in to the activity when the executive is in the radius of 20 KMs of the record. Step 3: Redirect to Map and plot activity data. - Once you enable & configure the Check-in option, navigate to Maps, and plot the records by selecting the activity entity for which you have enabled the ‘Check-in’ Feature. - Once records are plotted on the maps, click on the pushpin to view the details of that record. By clicking on it, the popup of the detail view will appear. Here, the user will get the ‘Check-in’ button. Once the Sales Executive completed the appointment meeting with the customer, that executive can again click on that record to check out. Only if the Sales executive has checked-in, then they will get the Check Out button. - By clicking on the Check-Out button, a popup of Checkout details will appear to add meeting notes and attachments if any related to the meeting. - By clicking on the Checkout button, the details of the check-in & check-out will be saved. - You can check the details from the Check-In menu of Quick Maps. For Sales Managers:Step 1: View Check in check out details to analyze the meeting data. Navigate to Check-in menu available in Quick Maps and click on check-in record to view the details. - By clicking on any check-in record, you will get the Check-in & Check-out details with the time spent for the meeting. - You can view all the details regarding that Check-in & Check-out with inserted notes or attachment if any. You can take actions accordingly. These notes will also be added in related activity detail. In this way, your Sales Reps can easily manage their activities and you can easily track the amount of time spent by Sales Reps on a particular activity to streamline your operation and eliminate unnecessary elements. Source:https://www.appjetty.com/blog/how-to-manage-track-activities-dynamics-365-mapping-tool/ The construction industry is riddled with a lot of competition and you still managed to maintain your position in the market well. You have the products and you know your customers very well. However, with all the prospects in your hand, do you know how to crack deals? While doing the fieldwork, how would you know the best route to get to them in time? It is important to have optimized routes, energy, to make the most of your time between closing a sale and opting for an optimized route. With Dynamics Maps Visualization Software, you can easily find and reach your potential clients in the fastest way possible. By easily seeing where your customers are, having the fastest and shortest route, you can save time, gas, and visit more customers in order to close the deals. Locate customers After booking the appointment, construction rep can create targeted routes with Dynamics 365 map integration by eliminating heavy traffic, road closures. And reach to the customers in a shorter time. When the sales reps are on the filed, they can easily locate nearby customers using POI search. It saves time and helps pull over more leads. Analyze the Activities with HeatmapsWith Heatmaps, you can track if your team’s activities are working as per the defined target? With Dynamics 365 Heat Visualization tool, it becomes easy to find out if your sales are up to the mark, or not. By identifying which are the areas that need the most attention, you can easily improve the activities for more businesses. Proximity SearchIn cases of canceled appointments or change of time or, if the customer is not available for a meeting, the sales representative can find out other customers in the proximity and check if they are available for a meeting or not. Keep Track of MeetingsWith the check-in check-out feature, the salespeople can record their meetings. This way, you can easily track if your sales team is able to meet the assigned customers, the duration of the meeting, the latest update of the meeting, etc. Multiple ActionsWhile on the field, salespeople can access actions like create a phone call, email activity which also gets synced in the CRM. So, they can create activities while connecting with customers on the go. Other actions like export, bulk emails, can be useful for the records plotted on the map. If put all these together, you can easily achieve the sales targets and field performance, optimized operations, efficiency for higher ROI. If you have a similar need for any of your verticals, you can connect with us at [email protected] and we will be more than happy to help you with your needs through a comprehensive demo of our Dynamics Map visualization software. Source:https://www.appjetty.com/blog/construction-industry-leverage-dynamics-365-map-visualization/ |
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Appjetty is a digital software products store specializing in extensions, plugins and apps for host of software platforms like Magento, WordPress, SugarCRM, SuiteCRM, Odoo, Dynamics CRM, etc. Archives
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