The Sales Cycle – A Digital Journey Towards a Systematic Sequence

No matter what industry a company operates in; the sales department is always considered the main source of income. Therefore, its operations revolve around being able to check and get updates wherever and whenever they can while focusing on demand-generating activities.

And in the age of speed and agility, not adopting digital practices, understanding market trends (customer understanding) will lead to incorrect data analysis, which will result in inaccurate decision making especially when it comes to taking your company to the next level and optimizing the sales performance, an online channel will help manage the work without the need for using offline communication methods, and achieve objectives with minimal manual effort and maximum benefits

Taking the above into consideration, we at STS sought to utilize the power of the Customer Relationship Management – CRM and designed a built-in CRM system that fulfills our own business needs based on our sales cycles.

The Way Sales Used to Function

In the beginning, most of the work was done using Excel sheets or emails, leading to losing essential data such as:

 Important pipeline records that need follow-up or to be worked on

 Projects that need to be closed on time

 Contracts that require renewal

Not to mention that having such data on different laptops/PCs while the users require access to modify at any point, leads to putting any future at huge risk to be totally wrong due to human interaction. This eventually means losing time, hence, money.

STS Automates Sales Cycles

At STS, we started switching our sales information from unorganized data into systematic flows by understanding the sales cycle. Starting from receiving the lead to converting the record into won. Then, we started building the proper security matrix based on the gathered feedback from the related departments.

After that, we designed our modules, which are our CRM’s main components, and added the proper users and fields as per the module and per record, to finally verify the old data and add it to the CRM

Now, the STS Sales Teams are able to create records using proper data and are able to request needed interaction from other departments, while the system notifies the involved department to start working on the specific product and service immediately once.

Also, all departments now have their own dashboards and a reminder system which will allow them to only see the records they need to work on without wasting time filtering emails or sheets.

The CRM also includes after-sales activities such as project management, contract management, and invoicing requests.

We were inspired by the same approach that we used to implement our sales cycles previously and reflected it to the CRM; from learning the process, designing the modules, applying changes…etc.

With just a click, the sales team members can access their projects and contracts while easily updating their customers with the status of their product or service delivery-related matters.

A CRM With a Twist:

STS’s sales CRM is integrated with the company’s marketing activities and marketplace platform, to enrich the sales with highly qualified leads resulting in faster sales closure.

This linkage allowed us to:

 Save time and effort

 Have better and faster internal and external communication

 Retain customers

 Generate more revenue

 Get a better sales forecast

 Make better company-related decisions

With such impact, it’s always recommended to utilize the best of technology and choose a system that answers your sales requirements. All you need to have is a simple understanding of your sales cycles and you’re ready to gain all the mentioned benefits and more on the fly!

For more information about STS’s offerings; you can visit” www.stsarabia.com