Planning for CRM Success

Implementing Successful CRM Strategies for Your Sales Team Workshop

This is a non-technical session designed for business professionals on how to plan and implement their sales process within CRM. It is based on the integration of proven in B2B sales processes, the development of people skills and the best practice use of CRM technology.

Course Outcomes:

On completion of this fast- paced workshop, learners will be able to:

• Clearly understanding what the benefits and importance of CRM is to your strategic sales initiatives.
• More accurately estimate the budgets, timelines and tasks for CRM Implementations.
• Define processes and strategies that will help better define and manage customer, prospect and partner touch-points.
• Better measure customer interactions, sales productivity and opportunity management
• Put into action proven techniques to plan, implement and support successful CRM initiatives.

Session Outline:

• The 3 Pillars of CRM Success – People, Process and Technology
• Understanding CRM Applications:
• Mapping your CRM business processes for
• New Business Development
• Account Management
• Best Practices for Training
• Strategies for User Adoption Success
• Planning for the future

Facilitator – Rick McCutcheon, CRM MVP, CSP – Certified Sales Professional

Rick is currently an Innovation Factory Executive in Residence who also leads a CRM and Sales Process Coaching Practice. He is an expert in Sales Productivity, Social Selling Technology. He holds the Certified Sales Professional Designation from the Canadian Professional Sales Association and is the creator of the Full Contact Selling (FCS) Methodology.