Managing Sales Activities: Product Demo

See how the SAP CRM rapid-deployment solution can accelerate the sales process by providing users and managers with essential information across the entire sales cycle, on a by-account/by-contact basis.

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  • http://www.sap.com/demos/mmov/demos/sap-crm-rapid-deployment-solution-managing-sales-activities-demo-us.mp4
    • SAP CRM rapid-deployment solution: Offering software and services together in one package that delivers essential CRM functionality, a quick implementation and affordable pricing, and the flexibility to grow with your business. In this demo, you’ll see how the solution helps you: update a sales forecast and opportunities, build a sales plan, and manage sales activities in real time. In this example, I’m a sales representative. I need to update my sales forecast and opportunities. I choose “Target to Date,” which shows my pipeline, quarter by quarter, with the business that I’ve won in green. It shows that in Q2, I exceeded my target by a fair margin. I can see some deals that I’ve already won in Q3 and some opportunities that I’m currently working on, in blue. The area in yellow shows the difference that I need to make up, to meet my target. I can filter the information by clicking anywhere in the report below. I want to look at the details of the Media Store opportunity, so I click to bring up the briefing card. That shows me all of the account activities, who’s on the sales team, and some of the contacts I’m working with on this deal. I’d like to add a new contact, Michael Becker, to this opportunity. I can add him not only as a contact, but also as a decision maker. Now I want to modify this opportunity and move it from the proposal stage to the quotation stage. I also show that this opportunity is at risk. If the amount changes, I can modify that on the fly. As I modify the opportunity, the software automatically updates my pipeline in real time. Now I see a new opportunity for Adcom Computer. I want to build a plan for this opportunity, so I click on new activity. The company’s name is prepopulated in the appointment form. I call this Adcom Computer Discovery, and schedule the meeting for 10:00 a.m. today. Now this new activity is attached to the opportunity with Adcom. Not only does the activity show up on the Opportunity Pipeline Performance view, but it also appears in the calendar that’s built into the software. Now, I go back to my home page. I want to view my top deals. I can see some of the top deals that I’ve already tagged. I want to see this graphically, so I change the view. Now I want to understand these opportunities by sales stage and see which ones are in the Proposal stage, which are in Identify, and so on. The opportunity I just modified for Media Store is in the Quotation stage, with the new dollar amount I entered earlier. If I want to, I can also change the status from here. In this example, I’m a sales manager. I want to manage my team’s pipeline, so I choose Target to Date. I can see how we did in Q2, Q3, and so on. Right now, I need to see the opportunities that are at risk. Looking at the Media Store opportunity, I can see that the sales stage and the dollar amount have been updated, and that the status was updated to “at risk.” The information is available in real time, so I can find out where the gaps are and help accelerate deals through the sales cycle. Now I want more detail on this opportunity, so I drill down further. I can see what products are being offered and who the contacts are. And, I see that the decision maker, Michael Becker, is not included in the relationship view. I decide to add a relationship between Michael Becker and some of the other contacts. Since he is the decision maker, I indicate that Michael is the supervisor of John Taylor. By building in relationships between the contacts, I can show their levels of influence. I know that there is a technical expert that has not been assigned to this deal yet. So I add the technical expert, Martin Curtis, to the opportunity. Now Martin will be able to see this opportunity and help the sales team work on closing this deal. I want to get all the team members together to discuss the opportunity. So, I create a fifteen minute call for tonight to discuss it. Now, I take another look at the pipeline to see how close this will get us to hitting our target. As you have seen, the SAP CRM rapid-deployment solution enables you to manage sales activities so you can update forecasts and opportunities, build a sales plan, and manage sales activities in real time. With the SAP CRM rapid-deployment solution, you get essential CRM functionality, delivered quickly at an affordable price −and gain the flexibility to grow with your business.
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