January Blog Series: New & Best Practices
Insights from: Wendell Simmons (Product Management at Fullscope) and Art Small (Fullscope CRM Solutions Consultant)
As companies differentiate and focus their sales resource for the best coverage, spreadsheets and adhoc lead assignments become unmanageable in Microsoft Dynamics CRM.
Art, how do you help sales organizations evolve their sales territory coverage?
We like to change the fundamental approach to territory management. Instead of managing "data" we want to manage data "rules". For example, an account in a specific zipcode or industry would go to a certain sales rep. And to get more granular, if the account is interested in a certain product category, or has a language preference, then the lead might go to a different salesperson. We have packaged this rules based approach into a CRM accelerator to help clients get started.
Well anything that accelerates the sales process would be welcome. So what do you recommend for anyone reviewing their territory management process?
- First, manage the rules not the data
- Setup an automation system to assign leads accordingly
- And third, monitor how the territories are performing so that you can make adjustments as the business and marketplace change.
There you have it folks, three steps to utilizing Microsoft Dynamics CRM to improve your sales coverage.