Tag Archive for: sales

Remote work is on the rise. As a manager, how can you track the performance of your sales team, in order to establish trends and predict business growth as more companies embrace working with remote teams? 

Besides sales metrics, managers and business owners need to keep in mind aspects such as sales processes, efficiency, communication, and especially the creation of a remote work culture that employees have embraced and are committed to do everything they can to make it work for everyone: bosses, coworkers, stakeholders and customers.

This is the time to leverage the capabilities and advantages of cloud-based technology. Data doesn’t have to be siloed, or resting in desktop computers that only a few employees have access to. Data is here to be used, to optimize everyone’s work and, most importantly, to make decisions that help your company grow. 

Commercient SYNC has helped inside and outside sales teams to have access to key customer data in different devices, manage leads and opportunities, optimize their time in the field, be more productive, close deals, and provide an enhanced customer service. 

The technology is there, and in order to get the most out of those investments and truly make a difference in the company, a new culture needs to emerge. This is a process, it’s true, but just as Rome wasn’t built in a day, no change can come unless managers and employees take the first step towards a culture that embraces innovation and seizes new opportunities and trends.

As a company, Commercient walked the talk using Zoom for its global team communication, and to provide embedded live support in its unique training environment. Besides the security of the system and the frictionless video conferencing for staff and client meetings, Commercient chose Zoom to connect clients to a support technician via video in real time, in its VR environment to provide customers with an interactive guidance to implement its integration technology.

“Everything in this [virtual training environment] runs within a web browser, so one of the requirements was that the solution had to be able to run in a web browser,” said Richard Jenkins, co-founder of Commercient.

This change has made a positive impact not only in client onboarding and interaction, but in how the whole organization, sales, customer service and support interact with each other as well.

As a manager, you may have some concerns about how to successfully manage your sales staff and projects remotely. Here are some of the most common concerns and tips to tackle each of them to ensure goals are met and your team is as engaged as in the office (if not more):

Tracking People’s Time

This is especially important if your employees are hired per hour. How can you make sure that they’re working the corresponding hours each day/week? There are time tracking softwares such as Screenshot Monitor, that will allow you to see how many hours your employees are working on projects, and compare it with the invoices they send or the contract terms. 

If your company doesn’t work on hourly contracts, but project based or according to specific results, project management software such as Trello, Monday or Asana can work to track how many of those goals are met: how many calls were made, how many new leads, customers served, and more.

These are some tools Kelly Michael Skelton, System Architect at Fiber Optic Center, recommends in a recent article with tips to work remotely. He also recommends setting up a clear schedule. “Blocking off certain hours of the day for different tasks / meetings can help. I also make checklists every day of what I need to accomplish and what I hope to accomplish,” he explains. According to Skelton, these tasks may spillover into the following day, but it is still helpful to visualize responsibilities.

Choose The Right People

Can you “trust” your staff to work as efficiently at home as in the office (if not more)? Research shows people tend to be and feel more productive at home, but as a manager, it can be a challenge to correctly “assess” your own employees could make it work from home.  

There are some attributes to consider, such as discipline, proactiveness, being a self starter, and efficient time and stress management. Since they’re “on their own”, it’s important they feel personally responsible for getting things done, and communicate constantly with managers and coworkers as necessary.

Creating this remote work culture requires reinforcing these attributes in your team, and making sure any new hires have experience or the potential to develop them as well. Although is not possible to accurately predict a potential new employee’s performance in the job interview, there are questions you can ask: 

-Have you ever worked alone/remotely?

-Have they worked or managed a team that is not at the same location/country?

-Do you consider yourself a self starter? Can you give an example?

-Do you have specific, consistent habits in your routine (exercising, getting up at the same time, yoga, reading, etc.)

-Have you used project management software or CRM systems? How comfortable are you with this technology?

Project Timelines, Deadlines And Communication

In order to make everything work efficiently and meet goals, setting up firm project deadlines is a must. Especially with your team working from home, leaving projects hanging or to complete “when there’s some time”, is not going to do you, your employees or your company any good.

Time is money, and projects without clear deadlines is money lost in the long -and maybe not so long- run. Time is not something people “have”, it is something people “create” according to their priorities. So make sure your team has those priorities clear, especially during stressful times.

Deadlines need to be defined according to detailed and realistic project timelines, so your team knows what needs to happen now, and next, until the whole project is successfully completed. This doesn’t only help with the logistics, but reduces uncertainty and the stress that comes with it, since everyone is clear on their role at each step.

This cannot happen without clear and constant communication. To ensure everyone is on the same page and there are no duplicate efforts, technology has made it a lot easier: email, chat apps, video conference software for meetings such as Zoom, and remote team collaboration tools such as Google Suite and Quip (Salesforce).

As they say it themselves, with Quip employees can be on the same page without being at the same place. It combines documents, spreadsheets, and chat, to help distributed teams to work together effectively. For now, until September 2020, Salesforce has made this technology available for free.

Underperforming Team Members

Is there any team member struggling to meet deadlines or achieve sales quotas? Opening communication channels is crucial to find out what’s going on, in order to make decisions that correct any mistakes or deficiencies in the systems the team is currently using.

What can an open, thoughtful conversation do in these cases? First of all, you can detect problems the team is facing that you maybe weren’t aware of: communication problems among team members, a tool not working correctly, and even non-cloud based solutions that cause double data entry, duplicate efforts, errors, and data not synced between systems. 

That’s one of the main benefits the manufacturing company Gecko Alliance, a Commercient’s customer, perceives by using Salesforce and connecting it with their ERP, Infor Visual, through SYNC. At first, the Sales team showed some resistance towards the use of a CRM and other systems, since they felt like a struggle having to dedicate time to enter data into Salesforce. 

That has changed now. “In the last sales meeting, they all said ‘we can’t live without it anymore. This is our true source of data, this is where everything we do is happening.’ It pushed Salesforce into the front end for them. They know that without SYNC they couldn’t be doing what they’re doing right now,” said Elodie Martinez, Salesforce Administrator at Gecko Alliance.

Other useful tools are help desks and online FAQs pages, that can provide answers and resolve issues for employees and customers.

Reward Your Thriving Team Members

How about your top performers, those that consistently meet deadlines and reach -or exceed- sales quotas? If they’re working remotely, an “employee of the month” card in the office might not be the best way to show recognition, but there are other ways to show them how valuable they are to the team and the company. 

Mentions in the company chat can go a long way to show someone he/she is appreciated, and there are other perks such as rewards to meeting specific goals, bonuses, training/certifications at no cost to the employee… To keep a remote sales team motivated and thriving every time, having good communication is key to help them not feel isolated. Whether they work at the office or remotely, they all need to feel they’re part of a company that is up to do something great.

With a remote sales team, watching salespeople’s interactions with leads and customers is not always a possibility. That’s why it’s important to have processes in place that provide direction and clarify what’s expected from them every step of the way.

Having systems talking to each other and data that, instead of siloed, is easily accessible from any device goes a long way in helping a team to thrive. Remote workers need tools to help them optimize their time and resources, and Commercient SYNC can be a great ally in creating an innovative culture in your company. Let’s talk about connecting your CRM to your ERP today.

Editor’s Note: This is part of an ongoing series on digital integration, cutting-edge technology and CRM integration from Commercient. Our goal is to help modernize your business and improve sales.

Sales closed is a key metric to predict revenue and measure business growth. This is especially true with a remote sales team, where tracking results can be challenging. How many leads came into your marketing systems? How many of those became customers?

The results are important, but managers and business owners also need to keep in mind the sales processes: How leads get in touch with the company, do they come on their own through the website or other digital channels, or the need to be approached by a salesperson cold-calling them?

In addition, the processes they follow once they’re into the sales funnel, how long does it take them to make a decision — or how many end up with a “no?” Or if the deal is lost to no-decision?

With a remote sales team, watching salespeople’s interactions with leads and customers is not always a possibility. That’s why it’s important to have sales processes in place to provide direction, and to clarify what’s expected from them in every stage of the sales process.

Here’s what a thriving remote sales team looks like, and how they achieve success.

They Take Advantage Of Technology

From CRM and ERP systems, to popular cloud-based business tools for practically everything (team collaboration, accounting, project management, and more), technology is here to make everything faster and easier. Remote sales teams need to embrace these technologies to be able to work better with their co-workers. This will provide a more personalized attention to their leads and current customers.

Much of the data found in these systems are siloed, and data integration can help them work together smoothly. For example, with Commercient SYNC, the #1 data integration platform for sales, ERP data can be seen directly in CRM.

They can access customer information, sales history, terms, invoices, inventory, serial numbers invoiced, multi ship to addresses, etc. In addition, new orders, accounts, won opportunities, etc., created in CRM are SYNC’d back to ERP.

This means less wasted time contacting other departments for a report, or double-data entry and possible errors. Your sales team will have a 360-degree view of customers and leads. And, most importantly, providing a better customer experience, even when they’re not a customer yet!

Smartphones and Mobile Technology are a Remote Sales Team’s Best Friends

Mobile technology has allowed remote sales teams and others to work and collaborate remotely and globally, in real-time. Besides calling customers and leads, a smartphone allows instant messaging, emails, and if the company leverages cloud technology, instant access to CRM or ERP data.

Did a customer call with a question about their contract or services schedule? Does your remote sales team need to follow up with leads, but you’re not sure where they’re at in the buying process?

They Make Their Customers’ Lives Easier

With mobile technology, salespeople are easier to reach. No matter where they’re at right now or where do they work from (home, coworking space, cafes), reachable salespeople strengthen the customers’ ties with the company. If the business decides to take advantage of cloud technology such as SYNC, the customer service provided keeps customers happy.

How? SYNC’d data allows salespeople to easily find the information they’re looking for to provide prompt and accurate answers to the customers. All without needing to access multiple systems or searching for data on other devices, besides the smartphone or laptop. Watch this video on how SYNC works.

They Don’t Give Up Too Easily

In B2B sales, the buying cycle tends to be longer. This is due to higher investments, and there are more people involved in the process. In a word, don’t give up just yet. In fact, it takes between 5 to 7 touchpoints to close a sale.

Through a CRM such as Salesforce, you can track that lead’s particular journey: How many follow-up calls they have received, if they watched a demo or not, if there are meetings pending with other decision makers in that company, etc.

If you’re ready to create or strengthen your thriving remote sales team leveraging cloud technology like Commercient SYNC, please contact us today to schedule a demo.

SYNC ERP and CRM

The fast pace of digital transformation is changing the business landscape, and is showing no signs of slowing down. Customers’ needs and expectations are increasing, and they now demand instant online service. As a result, our methods of communicating and interacting with them are evolving to meet those demands. A technology that is quickly becoming an effective solution to meet these demands is chatbots.

The interaction between artificial intelligence and humans was once science fiction, but this fantasy has now become a reality. Due to recent advancements in AI, machine learning and natural language processing technologies, chatbots have become a technology of major focus and excitement.

What’s a Chatbot?

A chatbot is a computer programmed bot, or AI software designed to simulate spoken or written human speech for the purpose of interacting conversationally with human users. It uses Natural Language Processing (NLP) to interact and exchange information with users. Plus, it will analyze, answer, and predict queries faster and more accurately than a human can.

How Do Chatbots Work?

Natural Language Processing (NLP) is the technology behind chatbots. Chatbots process text presented to them by a user through means of a series of algorithms that interpret and identify a user’s intent. Chatbots then provide the most appropriate response based on this information.

Examples of Chatbots

Chatbots come in the form of virtual assistants like Google’s Assistant, Amazon’s Alexa, Apple’s Siri, and Microsoft’s Cortana. Others are accessed via messaging apps like Facebook, or via business apps and websites.

How Chatbots Can Be Used in Business

  • In restaurants, to take orders from customers.
  • In marketing campaigns, to ask customers questions.
  • Simplify the online shopping experience for customers.
  • Assist customers with eCommerce purchases.
  • Provide round the clock customer service support.
  • Increase employee productivity by automating simple tasks.
  • On websites to interact with prospects and customers.

Benefits of Using Chatbots in Your Business

  • Increased sales.
  • Better customer engagement and satisfaction.
  • Improved customer service.
  • Enhanced customer experience.
  • Reduced cost of customer service.
  • Automate repetitive tasks.
  • Increased lead generation.
  • Gain in-depth knowledge and understanding of customers.
  • Provide 24/7 customer support.
  • Give instant online responses and resolve queries quickly.

How Commercient Uses Chatbots to Enhance the Customer Experience

Commercient’s Innovation Team is deploying various chatbot applications to create highly engaging user experiences for our customers and partners. We are using AWS Lex Bot to provide conversational interfaces for registration and support systems using voice and text.

Amazon Lex provides the advanced deep learning functionalities of automatic speech recognition (ASR) for converting speech to text. In addition, natural language understanding (NLU) recognizes the intent of the text, to deliver effective conversational interactions.

Commercient, whose SYNC is the #1 ERP and CRM data integration platform for sales, is also using Drift Chatbot to give our clients a personal assistant. It allows us to provide live chat customer service support on our website 24 hours a day, 365 days a year. This ensures that customers and website users get instant responses to their questions every time.

Customers can perform tasks such as requesting support contact information or scheduling an appointment, without needing to speak to an agent. They can get technical support answers from our knowledge base delivered via intelligent chat.

Pinkesh Patel of Commercient, who holds a Master Of Computer Application, and is currently pursuing his Ph. D., says, “We find the following features very useful easy to use: High-quality speech recognition and natural language understanding, multi-turn conversations, and powerful lifecycle management capabilities.”

Patel and his team at Commercient are changing the speed and accuracy of communication, making the customer experience greatly enhanced.

Revolutionize Your Sales and Customer Service with Chatbots

Many businesses know the importance of good customer service, and how bad customer service can affect their bottom-line.

These are some of the ways that chatbots help businesses improve customer service and increase sales.

Chatbots can:

  • Gather customer insight.
  • Personalize your marketing.
  • Increase engagement.
  • Provide quick responses to users and reduce query response time.
  • Allow businesses to provide 24/7 customer service support.
  • Reduce human error.
  • Helps make customer service more personal with product recommendations.

The Future Of Chatbots

Chatbots are going to get a lot smarter. One day, they may be so advanced that you wouldn’t know whether you’re conversing with a human or a chatbot.

Gartner predicts that by 2020, the average person will have more conversations with bots than with their spouse.

In the years to follow, the workplace will increasingly comprise of machines and humans collaborating to transform business processes. With future technological breakthroughs, the conversational capabilities of chatbots will significantly improve, and they’ll become a standard in the customer service industry.

Chatbots have already proven their value and deserve your attention if you want your business to keep up. In the fast-paced world of technology, businesses need to identify and leverage the opportunities exposed by technological advances such as chatbots.

Those who adopt a digital approach to business will leave their competitors in the dust. Complacency is guaranteed to put your business at a disadvantage against your competitors.

If you’d like to learn more about how ERP and CRM data integration from Commercient SYNC, please contact us today.

SYNC Demo integrate CRM ERP

The eruption of technological innovations has resulted in significantly evolved business-to-business (B2B) buyers. With instant access to information, B2B buyers are more educated and informed. Many of them now start their buying process by conducting research online before connecting with a salesperson.

Which this dramatic shift in buying behavior, traditional selling tactics are becoming increasingly less effective in today’s digitally-enabled environment. B2B sellers that are embracing evolved selling, and customizing their selling strategies with the aid of innovative technologies, and setting themselves up for success.

According to Forrester Consulting, “Buyers favor sellers that demonstrate a deep understanding of their company’s business needs and create dynamic, interactive experiences throughout the sales process.”

Selling Models

In conducting their research, Forrester Consulting compared three seller segments (Static, Transitional and Evolved).

  • Static Sellers rely on email or content storage, such as cloud-based sharing tools, corporate folders or intranet sites to prepare sales presentations.
  • Transitional Sellers use modern technologies including sales content apps to prepare sales presentations.
  • Evolved Sellers engage with a prospective buyer in a way that is inspired, informed, interactive and intelligent by doing the following:
  1. Making use of the latest technologies like sales content apps to prepare and present sales presentations on any device.
  2. Compile relevant content in their selling platform to focus sales conversations on what is most relevant to the prospect.
  3. Use interactive sales tools such as calculators and comparison tools during a sales interaction, to get the prospect’s input and deliver insights in real time.
  4. Leverage third-party data to present customized key insights about the buyer’s unique business challenges.
  5. Integrate various solutions with a CRM system to analyze and interpret data in order to gain a deeper understanding of a prospect or customer’s specific needs and wants.

Evolved Selling Influences Buying Decisions

To gain a better understanding of how using evolved selling had had an impact on buyers’ perceptions and behaviors, Forrester Consulting conducted in-depth surveys in 2016 with 152 business buyers at medium-, large- and enterprise-scale companies in the US.

Below are key findings of their research:

  • Evolved selling accelerates deal velocity.
    Forrester compared the Static, Transitional and Evolved seller segments and found that Evolved Sellers are highly successful in closing deals. “Evolved Sellers closed 1.3 to 1.8 more deals on average than Transitional and Static Sellers, respectively.”
  • Evolved selling increases cross-sell transactions.
    Forrester’s survey revealed that nearly half of business buyers (44%) that recently purchased from Evolved Sellers said their organization purchased additional products or services that were not originally in scope.
  • Evolved selling drives repeat business and customer advocacy.
    Business buyers that recently purchased from Evolved Sellers are 82% more likely to consider that company for other business opportunities, compared with buyers that purchased from non-evolved sellers.
  • Evolved selling is available to sellers of all skill levels.
    In an increasingly challenging marketplace, B2B sellers can benefit from an easy-to-use platform for presenting dynamic, engaging content. Four out of five (81%) consider easy-to-use solutions critical to their success.

Forrester’s analysis also revealed that “only 28% of today’s B2B sellers use an evolved approach to in-person selling.”

Forrester’s Key Recommendations

Forrester’s surveys with business buyers and B2B sellers brought to light a number of fundamental observations for B2B sellers to consider and act on:

  1. Remove barriers to success for your salespeople.
    Salespeople spend too much time rifling through emails and searching for information needed to prepare sales presentations. Employ technology solutions to reduce the time spent on these tasks so sellers can focus on activities such as understanding their prospects’ individual needs and creating a unique and dynamic sales presentation for each buyer. Save time and increase your sales teams productivity by using IoT Pulse. Commercient’s innovative tool to connect your ERP with more than 1,100 internet apps and automate daily tasks such as sending out emails to customers.
  2. Accept that the linear-based sales presentation is antiquated.
    Using presentation techniques that are static and linear is no longer efficient and will result in unresponsive buyers. Arm your sales team with the knowledge they need to conduct informed, fact-based discussions based on their prospects requirements.
  3. Show buyers something relevant and new.
    Forrester’s research shows that “74% of the time, B2B buyers purchase from the first sellers to create a clear path to value.” Give your sales team that competitive edge by putting in place an evolved selling platform that provides easy access to the tools and information needed to present a solution that demonstrates value to a prospect.
  4. Keep it interactive.
    B2B sellers need to personalize their approach by using technology such as comparison tools, calculators and videos to keep buyers engaged and reveal insights they have not uncovered on their own.
  5. Adopt an evolved selling platform for your sales team.
    Consider implementing a front-office solution such as a Customer Relationship Management (CRM) software. A CRM system will give your sales team the ability to engage with prospects and customers more efficiently, improve collaboration between teams and save valuable time. A powerful option for sales and marketing is an integrated CRM and ERP system to empower sales teams and engage buyers with personalized content that presents solutions to meet their specific business challenges. Commercient SYNC, the #1 data integration platform for sales, can integrate your CRM and ERP data with a one-way or two-way SYNC. Your sales team will have access to ERP information within the CRM such as customer data, sales history, invoices, serial numbers, terms, and much more.

Advancements in technology have transformed B2B buyers into self-directed, informed buyers. To keep up with their ever-changing preferences, B2B sellers need to revisit their selling techniques.

Embrace Evolved Selling by putting in place innovative tools to allow your sales team to stay ahead and to ensure your business remains relevant in this increasingly challenging marketplace.

If you’d like to learn more about how Commercient SYNC can help your business and sales, please contact us today.

About the Author

Anna Kinnear is a Sage Financials Consultant at Edgeware, and holds a Bachelor’s Degree in Accounting Science from the University of South Africa. She has always had a passion for reading and writing.

SYNC Demo integrate CRM ERP

By Tikiela Mims

Your current sales system and processes may do a lot for your business, but if it’s outdated, it can become a huge liability for your business. Especially if you’re seeking to compete successfully against the digital-savvy businesses of today.

The good news is that with a few simple upgrades – that is, with a new CRM (Customer Relationship Management) and integration apps – you can modernize your sales system, and get improved and intelligent analytics, powerful reporting, tracking opportunities and more. In this blog, we’ll uncover just how integration apps can help you modernize your sales system and stay ahead of the game.

Centralized Information

One of the best aspects about integration apps is that they serve to create a centralized database where all information follows the same rules and customer records have one correct version. For instance, Commercient SYNC, the #1 data integration platform for sales, can help you keep everybody on your sales team on the same page by updating customer data in the CRM system, and the changes will be visible in your ERP as well.

This ERP to CRM integrated data includes customer information, invoicing, bill to and ship to addresses, sales orders and history, branch / division details, terms, serial numbers, and much more. And from your sales system back to the accounting system, SYNC will integrate new customers, prospects and leads, orders, and more. Click this video to watch how SYNC works.

“With [Commercient] SYNC, our salespeople can see
the customer information and accounting records, all together.
That cut a huge part of the sales process for existing customers.” – StemCyte
(Read the details here)

Having access to the same information stored in the same system, your employees will be able to collaborate and support one another more effectively. And you’ll be able to ensuring that no clients ever get lost in the shuffle between representatives.

Salesforce, Zoho CRM, Microsoft Dynamics 365 and Oracle Sales Cloud are supported CRMs by Commercient SYNC. For even more supported CRMs, check out IoT Pulse, which connects your ERP to over 815 apps.

Eliminate Double Entries and Duplicate Work

Not only do integration apps create a centralized database, but they also help you to avoid double entries and keep you from wasting time on correcting errors. An integration app like Commercient SYNC, for instance, will remove the tedious necessity of duplicating data entry (that you might experience using a combination of spreadsheets) by providing identical rules for both your CRM and ERP system.

For example, any changes made in your ERP database will reflect in the CRM system and vice versa. The same principle also applies for the addition or removal of custom fields, new entries or changes in the database.

More Time to Talk with Leads and Customers

With data integration between your accounting and sales systems, there is less time spent on manual tasks. Your sales team will have more time to call and interact with leads, prospects and customers. For example, when a customer contacts you requesting an order status update, you will no longer have to search through different systems to access that information, or inquire with other employees.

“We’ve add more customers than we’ve ever added, in the last 2 years,
through our sales database [via Commercient SYNC].
[The reps] can go on their cell phones and look up year-to-date sales,
up-to-date to the hour.” – 
Hatch Lighting
(See the details here)

With SYNC, you and your salespeople will be able retrieve information on customer records, line items, invoices, payment records, inventory availability, pricing, shipments, order history, and more in real time. This will give your sales reps more time and the opportunity to serve your customers no matter where they are.

Enhanced Sales Analytics for Decision Making and Forecasting

Integration apps also allow you to get a complete view of your customers. You’ll get complete visibility on your customer’s buying habits, order history and general needs. Meanwhile, this data gives you better analytics and reporting, so you can track changes in your customers’ preferences, profitability, loyalty, and more.

Not only does this provide you with a better insight into your customer base, but it can help you build lasting relationships and determine where there is potential for future growth. Ultimately it will help you make better business decisions in the long run.

Midwest Sales and Service was able to tracking customer data using our SYNC data integration app, and with this important data, it exploded their sales and opportunities pipeline. See how on the Midwest Sales and Service success story page.

In addition, The Baker Company uses their SYNC’d data to help forecast market trends, and which of their medical devices they manufacture will sell more in the future.

To start modernizing your sales system today using integration apps, check out our Commericent SYNC and IoT Pulse pages.

SYNC Demo integrate CRM ERP

The best CRM projects involve salespeople who love and appreciate CRM. And, getting your salespeople to love your sales system can be as simple as integrating it with your ERP. A lack of integration with other business tools may be one of the biggest reasons why your salespeople aren’t digging your current CRM. In this post, we’ll uncover a great way to get your salespeople to love CRM – Commercient SYNC.

Complete Business Automation

Integrating your Salesforce, Microsoft Dynamics 365, or Zoho CRM with your accounting system using Commercient SYNC means you will have a 360-degree view of your sales and customers, along with inventory, serial numbers, price levels, sales history, invoices, and much more. This enables your sales team to more effectively quote clients, and with the extra time not having to find data, they can work on new business.

Without integrating your sales and marketing systems, your sales team will be stuck having to into the two systems to see the full picture, which can be frustrating, time consuming, and can increase the odds of making a mistake.

Commercient SYNC serves to streamline and automate your business processes, and allows you to stay up-to-date with changes made to your accounting and sales systems simultaneously. Moreover, by connecting marketing and sales using SYNC, your salespeople can update and retrieve customer data in real-time and have quick access to important information that will help them to better serve clients.

It makes valuable data from both the ERP and CRM systems available to the right people at the right time, through a single interface, and will allow your salespeople to come to respect your CRM.

Simplified Communication

Communication, collaboration and teamwork are core elements needed for any business who wants to be successful. However, a lack of clear communication between different departments is a problem that we hear about from time to time. Simply put, when every department doesn’t have access to the same information from sales and marketing, employees will not be able to collaborate and support each other effectively.

But, thanks to apps like Commercient SYNC, businesses can now keep everyone on the same page when integrating their sales and marketing systems, as you are able to see your accounting data in your CRM. And new accounts, quotes and orders created in your sales system will be SYNC’d back to your ERP.

Commercient SYNC helps you simplify communication so that everyone on your sales team can work together to accomplish the same goals, growing your business.

Improved Contact Management

As both your CRM and accounting systems store detailed information on customers – whether it be customer contact information, order history, and billing and shipping details – integrating the two systems using Commercient SYNC allows you see all the details for one account in one location, rather than having to look at the same account in the two separate systems.

Instead of having to manage and update contacts and accounts in both systems, with Commercient SYNC you will only have to do so in one centralized location. We’re sure your salespeople will be happy about that.

Conclusion

Having integrated sales and marketing systems means success for your business, and sales teams now have access to the kind of information needed to close for deals. See how some of our customers, including Hotsy Cleaning Systems and The Baker Company were able to increase sales using Commercient SYNC on our Customer Success page. Would you like more information? Contact us today for a demo.

SYNC ERP and CRM

A sales team is like the heartbeat of every company; they can help a business survive and grow, or cause a business to plummet and fail. With that said, to be successful, you need a high performing sales team – an underperforming sales team is not an option. If your salespeople are not at the high performing mark yet, here are two of the biggest reasons why they might be underperforming.

Reason # 1: They Don’t Have The Right Tools

If you’re trying to save money by using old equipment and refusing to upgrade your company software, you are directly impacting the ability of your sales team to do their job at a higher level.

Many sales teams today rely on powerful cloud-based tools like CRM (Customer Relationship Management), which include Salesforce, Zoho CRM, and Microsoft Dynamics 365. In addition, other important tools to consider for sales and marketing include our own Commercient SYNC and IoT Pulse. All of these tools help sales to get their jobs done effectively.

There is no longer a need to rely on spreadsheets and email to store and access important customer information. You can use your CRM to create customer profiles, nurture leads, set reminders to touch base with customers, auto-generate tasks based on data updates, and much more.

Your company can leverage Commercient SYNC to integrate your sales and marketing systems. This will empower your teams to view inventory in real-time, search customer records, and complete orders for a simpler and more efficient sales process.

In fact, with Commercient SYNC, you and your salespeople can also access important data like sales orders, price levels, payment records, bill to and ship to addresses, and much more, which means your salespeople will be able to do their jobs anytime and anywhere more effectively. With IoT Pulse, you can connect your ERP to the internet, and automate such tasks as marketing, email, and much more. If you’d like to learn more about SYNC and IoT Pulse, contact to us today.

Therefore, by investing in tools that will help your sales team sell more, it’s a guarantee that they will feel more confident in their jobs. And the bottom line is, that even though your salespeople may have the skills and experience to do their jobs, without the right tools they cannot deliver at peak performance. Want to see what our customers are saying about SYNC and how it helped their sales teams. Check out our customer testimonials on our homepage.

Reason #2 Lack of Support From Management

In order for your sales team to perform at their best, they need motivation, coaching and excellent training. Without proper support from management, they won’t feel motivated. One good suggestion is offering tuition reimbursement, certifications, or time off to attend conferences, training sessions, and educational courses to your sales team.

If you want your salespeople to be top performers instead of underperformers, you must provide them with adequate training, concrete feedback and coaching on the activities and behaviors that will lead to better results; moreover, by helping them to develop the skills further, you’ll be able retain your top talent.

One study by TINYpulse showed that employees with opportunities for professional development were “more than 10% more likely to stay with their current employer.” Hence, making your employees feel valued is the best way to motivate them to be the best salespeople they can be.

If you’re tired of your sales team not meeting their quotas, ask for a SYNC and IoT Pulse demo today.

SYNC ERP and CRM

 

There is a long list of stress triggering factors in the life of a salesperson. Everyday your salespeople may be under a lot of pressure to meet quotas, convert quickly, and keep approval rankings high. In short, your salespeople may be put into many situations that create a highly stressful environment. According to Fairleigh Dickenson University, 75% of people report being stressed on the job.

So, what can you do to lower the amount of stress of your salespeople? Here are a few simple and effective techniques you can use.

Empower Your Salespeople

What efforts are you making to empower your salespeople? The amount of energy you put  towards empowering your salespeople will determine the level of commitment you have. For instance, you can empower your salespeople by using positive messaging. According to Total Wellness, if you impart positivity in your words and communications, “you’ll be able to foster positive emotions from your employees in regards to wellness. Positive messaging provides the groundwork for a positive outlook on any health journey.” So, giving a kind and positive word or a compliment, you can help in assisting someone struggling with stress to develop a more positive mindset, and provide a small bright spot in the midst of their stress.

Invest In Cloud-Based Technologies

If you haven’t invested in cloud-based technologies yet, we highly recommend you invest now. Cloud-based technologies like Commercient SYNC and IoT Pulse allow salespeople to do their jobs effectively without being tied to a desk, office, or specific device. Kendra Von Esh,  executive strategic advisor at Coupa, a cloud-based spend management software company, says companies should “outsource the stressful parts of IT because hosting hardware, managed services and SaaS solutions can help take the stress off of you and your staff and put it somewhere better, faster and cheaper.” She says that you should focus instead on “revenue generating activities and how you can turn your organization into a profit center rather than a cost center.”

Allow Flexible Work Schedules

When you allow your employees to set their own schedules, you’ll make their lives much easier. According to Simon Slade of CMSWire, “in regular feedback from staff, employees describe the freedom to set their own hours as an important factor in their overall job satisfaction. They can achieve a better work-life balance with their personal schedule, and also feel more respected and trusted by the company.”

Make the technology of the cloud your best ally. With apps like Commercient SYNC, your salespeople won’t have to be in front of their desktop computer to access critical data from leads and clients; instead, they’ll be able to see that info from their mobile devices. This helps them to increase efficiency, feel more productive, close more deals, and provide better customer experience.

Create A Fun And Social Environment

Every company has extra-stressful deadline days, and one of the best ways to reduce the office stress and boost employee morale is by creating a fun and social environment. For example, you can help your salespeople get to know each other in a non-stressful capacity by offering an occasional company outing, or by trying some team-building exercises. Ultimately, this will help to re-energize the team, improve communication, and create a lasting bond among team members – they will feel like they have someone to go to when feeling stressed out or overwhelmed.

Want to reduce the stress of your salespeople by integrating your CRM and ERP, or connecting your ERP to the Internet? Then, Commercient SYNC and IoT Pulse are waiting for you. Contact us at Commercient today.

Hay una lista larga de factores desencadenantes del estrés en quienes se dedican a las ventas. Cada día, tu equipo de ventas podría estar expuesto a la presión de: cumplir con metas de ventas, cerrar el trato rápidamente y mantener altos los porcentajes de aprobación de presupuestos. En resumen, todo esto contribuye a crear un ambiente altamente estresante para ellos. Según Fairleigh Dickenson University, 75% de personas reportan sentirse estresadas en el trabajo.

¿Qué puedes hacer para bajar la carga de estrés de tu equipo de ventas? Aquí hay algunas técnicas sencillas y efectivas que puedes usar.

Empodera a tu equipo de ventas

¿Qué esfuerzos estás haciendo para lograr esto? La cantidad de energía que pongas en empoderar a tu equipo determinará el compromiso que demuestren con su trabajo para alcanzar las metas. Por ejemplo, puedes lograrlo utilizando mensajes positivos. Según Total Wellness, tus palabras y tu comunicación reflejan optimismo “podrás fomentar emociones positivas en tus empleados. Mensajes positivos preparan el terreno para resultados positivos”. Por eso, elogiar a los miembros de tu equipo les ayudará a desarrollar un mindset más positivo y un refugio en medio del estrés del día a día.

Invierte en tecnologías en la nube

Si aún no has invertido en tecnologías basadas en la nube, te recomendamos hacerlo ahora. Estas tecnologías, como por ejemplo  Commercient SYNC y IoT Pulse, ayudan a los ejecutivos de ventas a ser más eficientes en su trabajo sin necesidad de que estén todo el tiempo frente a una computadora de escritorio, oficina o un dispositivo en específico. Kendra Von Esh, asesora estratégica en Coupa, una compañía de gestión de inversión en software en la nube, dice: “las compañías deberían delegar las partes estresantes de IT porque el hardware de hosting, servicios gestionados y soluciones SaaS pueden ayudarte a ti y a tu equipo a quitar el estrés y ponerlo en otro lugar donde los procesos sean mejores, más rápidos y menos costosos”. Ella dice que deberías enfocarte en actividades “que generen ganancias y cómo puedes volver a tu organización un centro de ganancias y no un centro de costos.”

Permite horas de trabajo flexibles

Cuando permites flexibilidad de horarios para tus empleados, harás sus vidas más fáciles. Según Simon Slade de CMSWire: “los empleados describen la libertad de hacer sus propios horarios como un factor importante en su satisfacción en el trabajo. Ellos pueden obtener un mejor balance entre su vida laboral y personal, lo que les ayuda a sentir que la compañía confía más en ellos.”

Además, haz de la tecnología en la nube tu mejor aliado. Con apps como SYNC de Commercient, tu equipo de ventas no tendrá que estar todo el tiempo frente a la computadora de escritorio para acceder a información importante de prospectos y clientes. En vez de eso, podrán ver esa información desde, por ejemplo, sus teléfonos móviles u otros dispositivos. Esto les ayuda a sentirse más eficientes, productivos, cerrar más tratos y proveer una mejor experiencia a los clientes y cuentas que tienen a cargo.

Crea un ambiente de trabajo agradable

Cada compañía tiene momentos estresantes como fechas límite, cierres contables, etc. Y la mejor forma de reducir el estrés de la oficina y aumentar la motivación del equipo es un ambiente de trabajo tranquilo y agradable. Por ejemplo, puedes ayudar a que tu equipo se conozca en un ambiente no estresante, a través de actividades team-building o convivios fuera de la oficina. Esto ayudará a re-energizar a los miembros del equipo, mejorar la comunicación y crear vínculos entre ellos que duren largo tiempo. Así, sentirán que tienen a alguien con quién contar en esos momentos de estrés.

¿Quieres reducir el estrés en tu equipo de ventas integrando tu CRM y ERP, o conectando tu ERP a Internet y más de 800 apps? Entonces, Commercient SYNC y IoT Pulse te esperan. Contáctanos hoy.

If you want your customers to become loyal to your brand, one thing is certain: The initial sale is only the beginning of the relationship – you need to take the necessary steps to retain your customers. According to the Harvard Business Review, “acquiring a new customer is anywhere from five to 25 times more expensive than retaining an existing one.” So, it’s far easier to sell more products to current customers, which is why post-sale communication is a necessity. Here are some proven post-sale communication techniques that will help build stronger customer relationships.

Encourage Customer Feedback

Since customer feedback provides you with insight that you can use to improve your business, products and services, and overall customer experience, it’s important to encourage your customers to give you feedback. It offers the best way for you to measure customer satisfaction – you can understand their likes and dislikes, along with their needs and wants. With a customer feedback survey, for instance, you can listen to both your happy and unhappy customers, and use that feedback to ensure all your customers have a better experience, and continue wanting to do business with you.

Don’t underestimate the power of online reviews. Partners listings are a great resource to show prospective customers not only what you can do for them, but also what you have done for other customers before them, and their positive feedback. As a certified Salesforce Partner, Commercient is in the Salesforce AppExchange explaining how the SYNC app works, and what customers are already saying about it.

Feature Your Customers

Another great way to establish strong customer relationships is to feature your customers and their stories in your newsletter, on your website (case studies and testimonials), or on your social media channels. According to social media strategist and owner of bSocial Strategy, Brittany Serra, “By sharing a customer’s content, it serves a dual purpose.

“For starters, the customer feels loved because you featured their comment or picture,” Serra said. “Plus, studies show people prefer this kind of organic content. Customers are more apt to believe positive feedback from other customers rather than company insiders.”

Sharing your customers’ stories and supporting and introducing them to your other customers can go a long way towards building customer relationships, which will be long and mutually beneficial.

Encourage Referrals

Many of the best customers will come through word-of-mouth marketing. Don’t forget to establish referral programs that reward customers for sending you business. At Commercient, we love to encourage referrals. In fact, if you know someone who would benefit from using Commercient SYNC, IoT Pulse, or Sync2Pay, you can sign up for our Valued Referral Partner Program today.

Reward Customer Loyalty

Your customers will like you even more if you reward them for being great customers. This is simple, and easy to do – you give them a special discount, invitation to a special event, helpful insider tips, and much more. And, what’s great is it’s cost effective, and can go a long way toward establishing strong relationships. According to Entrepreneur.com, “repeat customers spend 67 percent more than new customers. So your most profitable customers are repeat customers.” Reward them.

Educate Your Customers Regularly

After your customers have purchased from you, it is also a good idea to continually educate them about the other things your business does, and how you might serve them. You have to keep delighting them and providing them with reasons to buy again. One way we like to engage our customers and educate them is through email marketing campaigns and weekly blog posts. It’s a great way to build your customers’ confidence in your expertise and retain them. The key is to make sure every method you use to educate your customers is full of helpful information that keeps them wanting more.

If you’d like to learn more about how you can build stronger relationships with your customers, become our partner today.