Sales Force Management
Manage sales force and their activities to ensure your opportunities and leads are converted in revenue.
HoneycombERP® Sales Force Management empowers the sales force, executives, and management with sophisticated functions. These functions give a business an opportunity to completely focus on customer life-cycle thus increasing sales revenue. It helps you in accurately tracking all business opportunities and close more deals in less time. Additionally, you can identify bottlenecks in the sales process in advance; thereby effectively utilize existing customer data for future cross-selling and up-selling opportunities.
HoneycombERP® Sales Force Management affectively improves sales management. The sales manager, rather than gathering all the call sheets from various sales people and tabulating the results, will have the results automatically presented in easy to understand tables, charts, or graphs. This saves time for the manager. Activity reports, information requests, orders booked, and other sales information will be sent to the sales manager more frequently, allowing him/her to respond more directly with advice, product in-stock verifications, and price discount authorizations. This gives management more hands-on control of the sales process if they wish to use it. Salient functionalities are given below:
Module Features
Sales Force Automation
• Identify and assign a role or multiple roles for each team member (executive sponsor, product specialist, and so on) as per your organization structure.
• Manage user profiles and field-level access to the users• Control the access to modules according to the user’s roles•
• Assign different security level for each member to provide access to the appropriate information.
• Allocation of area/products/services to sales Business generated by each sales person
• Create a team for each account or opportunity as well as default sales teams by rep.
• Define sales quotas for each sales rep and territory. Set sales pipeline targets for inside and channel sales.
• Number of visits conducted and calls made by each sales person
• Leads provided and business closed analysis for each team member
• Archive the login history of each user for better auditing
Activity Management
• Assign task to your sales team
• Coordinating customer-facing activities and events
• Track tasks and activities
• Schedule joint meetings
• Set up activity templates for frequently or automatically assigned tasks.
• Schedule and set reminders for appointments and other activities for yourself and for other members of the sales team users.
• Publish calendars for shared resources such as company or team activities.
• Set custom alerts and rules (big deal alerts, at-risk deals, and so on) to automatically notify individuals of critical business events.
• Maintain a historical record of all activities (complete and pending) related to an account, contact, or opportunity.
Territory Management
• Easily plan, define, administer, analyze, and change sales territories with multiple hierarchical levels to match your sales organization.
• Capability to override territory assignments to sales managers to retain ownership of old accounts in case of change.
• Set up lead queues and lead assignment rules to automatically route leads to the right sales organization and sales rep based on territory.
• Manage the roll up of information across territories based on role hierarchy and your organization’s sharing model.
• Set up your territories and assignment rules to support complex configurations as per organizational structures that are typically used for regional, industry, channel, or product overlay groups.
Sales Target Planning
Sales target planning component of HoneyCombERP guides you through operational planning of sales targets.
• Outline sales target and derive assumptions of actual values to serve as a template for subsequent years.
• Plan targets at different managerial levels, Top management, Middle management and individual operational sales persons.
• Perform sales planning at different levels and obtain anticipated values.
• Aggregate all sales plans & values and deduce propositional values to meet expected values at all levels.
• Compare proposed values, validate sales target plans and check plans for revision.
Sales Pipeline Management
Sales Pipeline Management feature of HoneyCombERP helps sales professionals analyze their sales pipeline. The feature provides you a real time view to identify issues and take timely preventive measures to avoid and resolve them. This eventually leads to on time achievement of sales targets.
• Analyze the sales pipeline through charts.
• View expected sales volume or units for each sales stage.
• Perform comparison between expected and actual sales volume for each sales stage.
• Identify gaps and critical opportunities
• Identify and monitor opportunity changes in the pipeline
• Trigger actions to resolve issues and meet targets.
Sales Forecast Management
Sales forecast management feature of HoneycombERP gives you strategic values, increases your visibility into the supply chain management process, and helps you drive your growth.
• Complete assessment of sales values.
• Estimate revenue you can generate in each fiscal year/forthcoming quarters.
• Identify the sales personnel who met their targets for fiscal quarter & year.
• Create fully customizable forecast reports and dashboards.
• Managing complex, low-volume sales cycles.
• Measuring your sales results against forecasts.
• Refining and analyzing sales data.
• Create multiple forecasts for comparison to assess their accuracy.
Maintain Forecast History
Maintain a Sales Forecast History for best estimates of what will occur in the future based on the demand that has occurred in the past. You can maintain an accurate representation of an opportunity’s status.