Amanyathelo ama-4 okuPhumeza okanye ukuCoca iDatha yeCRM ukunyusa ukusebenza kwakho kwentengiso

Abacebisi be-CRM yokuCoca iiNkcukacha zokuPhunyezwa okanye iCRM yangoku

Iinkampani ezinqwenela ukuphucula ukuthengisa kwazo zityala imali kwisicwangciso sokuphunyezwa kobudlelwane bomthengi (CRM) iqonga. Siye saxoxa ukuba kutheni iinkampani sebenzisa iCRM, kwaye iinkampani zihlala zithatha inyathelo… kodwa iinguqu zihlala zisilela ngenxa yezizathu ezimbalwa:

  • Iinkcukacha Ngamanye amaxesha, iinkampani zikhetha ukulahla idatha yeeakhawunti zabo kunye nabafowunelwa kwiqonga leCRM kwaye idatha ayikho. acocekileyo. Ukuba sele benayo iCRM ephunyeziweyo, banokufumana idatha ephoxayo kwaye abanako ukuvelisa imbuyekezo kutyalo-mali (ROI).
  • inkqubo - Ukuze ukuthengisa kuzuze ngokwenene iCRM, kufuneka kubekho inkqubo eqhuba isiqinisekiso sokukhokela kunye nokubaluleka kweeakhawunti zangoku. Iinkampani kufuneka zibe nendlela yokubeka phambili izikhokelo kunye neeakhawunti ezinethuba elininzi.
  • izabelo -Izikhokelo ezintsha kunye neeakhawunti ezikhoyo kufuneka zinikezelwe ngokufanelekileyo kwi-CRM, ngesandla okanye ngemithetho yendawo. Ngaphandle kwesabelo, akukho ndlela yokuqhuba umsebenzi wokuthengisa.
  • Ukubika -Ingxelo echanekileyo, ecacileyo, kunye nekholelwayo kufuneka iphunyezwe kwiqela lakho lokuthengisa ukuba lisebenzise iCRM kunye neqela lakho lobunkokeli.
  • Ukuhlaziya -I-automation, indibaniselwano, kunye neenkqubo zohlaziyo lwezandla zeCRM yakho kufuneka ziphunyezwe ukugcina ukuchaneka kwedatha kunye nokuqonda ngokupheleleyo imbuyekezo yakho kutyalo-mali. Ngaphandle kokuhlaziya iCRM, i-reps ishiya iqonga kwaye ubunkokeli buyasilela ukuxhomekeka kuyo.

Inyathelo 1: Ukulungiselela okanye Ukucoca iData yakho yeCRM

Idatha ye-akhawunti isenokuba ngaphakathi kweCRM yakho yangoku, iCRM osuka kuyo, inkqubo yokuhlawula ngaphandle ngaphandle, okanye nje inkitha yespreadsheets. Nokuba yeyiphi na indlela, sihlala sifumanisa itoni yedatha embi efuna ukucocwa. Oku kuquka kodwa akuphelelanga kwiiakhawunti ezifileyo, abafowunelwa abangasekhoyo, ukufunyanwa, iiakhawunti eziphindiweyo, kunye neeakhawunti ezingalungiswanga (umzali/umntwana).

Amanyathelo anokuthi athathwe ukuhlalutya kunye nokulungisa kakuhle idatha yakho iquka:

  • Ukuqinisekiswa -Ukusebenzisa umntu wesithathu Ukucocwa kwedatha izixhobo kwidatha ye-firmagraphic yenkampani kunye nedatha yoqhagamshelwano ukuze uqinisekise, ukucoca, kunye nokuhlaziya idatha yakho yangoku. Oku kuya kuqinisekisa ukuba iqela lakho kunye neenkqubo zinokugxila kulwazi oluchanekileyo kunokuhamba ngedatha embi kwiCRM.
  • isimo - Ukuchonga imeko yangoku yeeakhawunti, umsebenzi, ingeniso ehambelanayo, umthengisi owabelweyo, inqanaba lomthengi, kunye noqhagamshelwano linyathelo elikhulu lokuhlukanisa iirekhodi ekufuneka iCRM yakho igxininise kuyo kunokungenisa itoni yoqhagamshelwano kunye nedatha yeakhawunti engenamsebenzi.
  • Ubunkunkqele -Iiakhawunti zihlala zineqela lolawulo elihambelana nazo. Nokuba liqumrhu elineeofisi ezizimeleyo, ikhaya elinabathengi abaninzi, okanye
  • Ukubekwa phambili -Ukuthumela ingeniso yentengiselwano ehambelana neeakhawunti zakho yeyona ndlela ilungileyo yokwabela umva, ukuphindaphindwa, kunye nemali (RFM) iimetrics zokubekwa phambili ngokusekelwe kwi-propensity yokuthenga. Le ndlela yokusebenza ayisoloko ibandakanyiwe kwi-CRM esisiseko kwaye ifuna isixhobo sangaphandle ukuhlalutya kunye namanqaku.
  • Territory -Abathengisi bakho babelwa njani kwiakhawunti? Iinkampani zihlala zinamashishini, imimandla, okanye isabelo esisekwe kubungakanani benkampani ukudibanisa abameli babo ababalaseleyo bokuthengisa kwiakhawunti efanelekileyo. Njengoko ungenisa iCRM yakho ekuphunyezweni okanye usebenza ukucoca iakhawunti yakho esele ikhona, uya kufuna ukuqinisekisa ukuba le nkqubo yesabelo ivavanyiwe ukuze amathuba angahoywa.

Ngamanye amaxesha, iinkampani esisebenze nazo ziye zanciphisa iiakhawunti kunye nabasebenzi abathengisayo abasebenza kunye neCRM yabo. Ukuphunyezwa okusekelwe kwii-akhawunti eziphambili, umzekelo, kunokuqhuba itoni yeshishini kunokuzama ukuqhubela phambili kwintlangano yonke. Oku kunokubonelela ngesifundo somzekelo amanye amaqela afuna ukubona ixabiso leCRM yakho.

Abasebenzi bakho banokuhlala bemisela ukukhutshwa kwakho… amaqela entengiso kunye nentengiso anolwazi lwetekhnoloji ahlala eqhuba ukusetyenziswa kunye ne-ROI ekhawulezayo yeCRM oyithumelayo endaweni yabasebenzi abagxothiweyo.

Inyathelo lesi-2: Ukwakha uHlanganiso lwakho kwiCRM

ICRM ngaphandle kokudityaniswa ibeka ubunzima kunye noxanduva kubasebenzi bakho ukulawula nokuhlaziya. Akuyomfuneko ukudibanisa iCRM yakho, kodwa kucetyiswa kakhulu ukuba uvavanye iinkqubo zakho kwaye ubone ukuba bubuphi ubunakho onakho ukukhulisa idatha yakho yeCRM.

  • Ikhokelela - zonke iingongoma zokungena ezikhokelela kufuneka zidityaniswe kwiCRM yakho kunye nayo yonke idatha efunekayo kunye nomthombo obhekiselele kwindlela abafike ngayo.
  • UPhuculo -Naziphi na iiplatifomu zomntu wesithathu zokuphucula idatha ye-akhawunti kunye nolwazi lwe-firmagraphic kunye nenqanaba loqhagamshelwano olunokunceda isiqinisekiso sakho kunye nenkqubo yokuthengisa.
  • Iingongoma – naziphi na iindawo zokuchukumisa onazo ezinceda kuhambo lomthengi. Oku kunokuba kutyelelo lwesayithi, iinkqubo zokufowuna ngefowuni, ukuthengisa nge-imeyile, iinkqubo zokucaphula, kunye neenkqubo zokuhlawula.

Umsebenzi ubalulekile ekwandiseni inkqubo yakho yokuthengisa ngaphakathi kweCRM kwaye, rhoqo, udibaniso olulula luyaphoswa olunokunceda ngokumangalisayo amaqela akho okuthengisa kunye nentengiso ukuphucula ukusebenza. A ukufunyanwa kwedatha yeyona ndlela ilungileyo yokubhala kunye nokuchonga amathuba okwenza udibaniso lwakho luzenzekele kunye naluphi na usetyenziso oluzenzekelayo ukulungelelanisa iinkqubo kunye neCRM yakho.

Inyathelo lesi-3: Ukuphumeza iQhinga lakho leNtengiso ngeCRM

Ngoku ekubeni unedatha entle, inyathelo elilandelayo kukuqonda uhambo lomthengi wakho ukuze ukwazi ngokuchanekileyo:

  • Qinisekisa ukuba yintoni a ukuthengisa ukhokelo olufanelekileyo (MQL) kukunika ukhokelo kummeli wentengiso.
  • Qinisekisa ukuba yintoni a ukuthengisa okufanelekileyo (SQL) kukuchonga ukhokelo, ngokwenene, umthengi ofanele ukulandelwa.
  • Yakha isiqalo sakho inkqubo yokuthengisa ukuchonga amanyathelo anokuthatyathwa ngumthengisi wakho ukuqhubela phambili ukhokelo kwithuba. Oku kunokuba yintshayelelo yefowuni yokwabelana ngeemveliso okanye iinkonzo zakho okanye umboniso wemveliso yakho. Le yinkqubo ekufuneka iphuculwe ngokuqhubekayo ekuhambeni kwexesha.
  • Faka isicelo sakho amanyathelo okuthengisa ifanele kwiiakhawunti zakho ezikhoyo kwaye unike amanyathelo entshukumo kubameli bakho bokuthengisa ukuba babandakanyeke nethemba lakho.
  • Qinisekisa ukuba unayo i ideshibhodi yefaneli yokuthengisa ebonelela ngokubona kunye nengxelo yokuqonda kwiiakhawunti zakho.
  • Qinisekisa ukuba unayo i ideshibhodi yokusebenza ebonelela ngokubona kunye nengxelo yokuqonda kumsebenzi wabameli beentengiso ukuze ukwazi ukuqeqesha kwaye ubacebise.

Esi sigaba siqalisa ukuphunyezwa kwenkqubo yakho entsha yokuthengisa kwaye kubalulekile ukuba uzibandakanye neqela lakho ukuchonga nayiphi na imiba eseleyo eyenza imiqobo kwimpumelelo yabo ekusebenziseni iCRM ukubeka phambili nokukhawulezisa umsebenzi wabo wokuthengisa. Ngeli xesha, ukwakha ukuziphatha kunye nemikhwa yokusebenzisa iCRM ibalulekile. 

Iinkampani ezininzi ziye zaseka iCRM yazo, zineenkqubo zokuthengisa kunye noqeqesho endaweni yokuqinisekisa ukuba abantu bayayazi into ekulindeleke ukuba bayenze kwiCRM ukulawula amathuba abo ngokufanelekileyo. Ingxaki endidla ngokuyibona kukuba abantu abayenzi into ebebefanele ukuba bayenze kwaye baqeqeshelwe ukuyenza. Inkqubo yethu inokuqhuba kwaye ilinganise ukubambelela kwezi ziphatha. Ngamanye amazwi, amandla okulawula ithuba ngokwamanqanaba ahlukeneyo enkqubo yokuthengisa yenkampani ikhona, nangona kunjalo, abasebenzisi kunye nabaphathi bakhetha (ngokuthe ngqo okanye ngokungathanga ngqo) ukuba bangaziphenduli ngokwabo okanye abasebenzi babo ngokufaka ulwazi kwinkqubo njengoko. ithuba liqhubela phambili ngexesha nangendlela engaguqukiyo.  

UBen Broom, Highbridge

Inyathelo lesi-4: UkuJonga iNtsebenzo kunye noQeqesho

Ukuzibandakanya okuqhelekileyo kwenkampani yethu ukunceda abathengi (ingakumbi i-Salesforce) ekufumaneni imbuyekezo kutyalo-mali lwabo lobuchwephesha kuqala ngaManyathelo 1 ukuya kwe-3… thina:

  • Khokelela amanqaku - siphumeza iinkqubo zemanuwali okanye ezizenzekelayo ezidibanisa i-RFM kwinkqubo yazo yonke yokukhokela ukunceda iqela lokuthengisa ligxile ekufumaneni nasekuthengiseni amathuba.
  • Sales Representative Performance -Sibonelela abathengi bethu zombini ingxelo yokusebenza kunye nophuhliso lobuchwephesha ukuqhuba ukusebenza kwinqanaba lomntu kunye neqela.
  • Uphuhliso lobuNkokheli beeNtengiso -Sibonelela ngeenkokheli zentengiso yabathengi bethu ngengxelo kunye nophuhliso lobuchwephesha ukuqhuba ukusebenza kwabameli babo kunye namaqela.
  • Ingxelo yoMbutho - siphuhlisa ingxelo yeenkokheli eziphezulu ngaphakathi kwintlangano (intengiso yangaphandle kunye nokuthengisa) ukuqonda ukusebenza kwangoku kunye nokuqikelela ukukhula kwexesha elizayo.

Kukho iinkampani ezikwaziyo ukuziqhelanisa kwaye zenze oku ngokwazo, kodwa ihlala ifuna umntu wesithathu ukuba abonelele ngovavanyo, izixhobo, iinkqubo, kunye netalente yokuqonda ngokupheleleyo utyalo-mali lwabo lweCRM.

Ukuchaza Impumelelo yeCRM

Utyalo-mali lwakho lweCRM alufezekiswanga ngokupheleleyo de ube uzifezekisele ezi njongo zi-3:

  1. elubala -Ilungu ngalinye lombutho wakho unokujonga umsebenzi wexesha lokwenyani ngaphakathi kwenkqubo yakho yokuthengisa kunye nentengiso ngaphakathi kweCRM yakho ukuqonda indlela umbutho osebenza ngayo kwiinjongo zayo zokukhula.
  2. Ukusebenza –Iqela lakho lezentengiso nentengiso ngoku linomsebenzi osebenzayo kunye neenjongo ezabelwe ukubanceda ekukhawuleziseni iinzame zokuthengisa zombutho wakho kunye nokukhula kwentengiso kwixesha elizayo… hayi kwikota elandelayo kuphela.
  3. Ukukholeleka – Onke amalungu ombutho wakho Kholelwa kwidatha abafikelela kuyo kunye Kholelwa ukuba utyalo-mali lwabo kwiCRM luyabancedisa ngokuchanekileyo ukuhlalutya, ukuvavanya, ukucwangcisa, ukulungelelanisa, kunye nokuqikelela ukuthengisa kunye nokuthengisa.

Omnye umba ngokuphunyezwa kweCRM kukuba imibutho yokuthengisa ihambelana ngokwenkcubeko bebetha iinombolo zabo kwikota nganye okanye ekupheleni konyaka. Ngenxa yoko, iCRM ijikwa ibe lugxininiso lwexeshana elifutshane ngelixa umjikelo wokuthenga wabathengi unokuba yiminyaka emininzi. Ukusebenza akukona nje ukubetha imbuyekezo elandelayo, kungenxa yobunkokeli ukumilisela inkcubeko yokukhulisa kunye nomsebenzi oya kwenza ukuba inkampani ikhulise ifanitshala yentengiso kwiminyaka ezayo.

Asiyonto enye okanye enye kwezi njongo... zontathu kufuneka zihlangatyezwe phambi kokuba umbutho ubone imbuyekezo yawo kutyalo-mali lobuchwepheshe kwiCRM.

CRM Data Cleanup Consultants

Ukuba inkampani yakho ifudukela kwiCRM okanye isokola nokuqonda ukubakho kweCRM yakho yangoku, zive ukhululekile ukuqhagamshelana nenkampani yam, Highbridge, ekuncedeni. Sinenkqubo eqinisekisiweyo, izixhobo, kunye neqela elilungele ukunceda nawuphi na umbutho wobungakanani. Sisebenze kuzo zonke iisuti zesoftware yeCRM kwaye sinamava akhethekileyo kwiSalesforce Sales Cloud.

Iinkcukacha zoqhagamshelwano Highbridge

Cazo: Ndingumseki kunye neqabane kulo Highbridge.