SAP CRM

Induction

Sharon Manjere
SAP CRM Consultant
AGENDA
CRM SALES PROCESSES OVERVIEW
Sales cycle

Why focus on sales?

CRM Sales Processes

Account and Contact Management

Orders ,Quotations and Contracts

Activity Management

Commissions and Incentives Management

Opportunity management and Pipeline Analysis

Sales Planning and Analytics

Discussion
GENERAL SALES CYCLE
WHY FOCUS ON SALES ?

Build long term relationships

Motivate channel partners
Manage opportunities
Shorten sales cycles
Increase revenues ,
Maximise sales team productivity
Optimise all sales channels
ACCOUNT AND CONTACT MANAGEMENT
Helps sales officers to capture, monitor, store and track all vital information on
prospects, customers and partners
l
ORDERS ,QUOTATIONS AND CONTRACTS
Configure, price, and create quotes for customers.
Create sales orders ,check product availability and track order fulfilment
CONTRACT MANAGEMENT
Develop and revise customised contracts.
Generate and manage long term contracts
ACTIVITY MANAGEMENT
Scheduling and managing simple and complex tasks
Which appointments do I have, when should I plan to visit a client etc.
Integrate with groupware applications (such as MS Outlook,Lotus notes)
OPPORTUNITY MANAGEMENT AND PIPELINE ANALYSIS
Offers complete visibility into each sales opportunity, so they can capture manage
and monitor the account and potential opportunities
INCENTIVE AND COMMISSION MANAGEMENT
Motivating partners and employees with monetary incentives
It maps all types of variable remuneration such as bonuses and brokerage.
SALES PLANNING AND ANALYTICS

Sales Planning allows one to optimize their customer relationships by focusing on

sales efforts on the most profitable customers, customer groups, and products

Provides a complete picture of projected revenue and anticipated sales volume

Increase the accuracy of demand plans and sales forecasts

Enhance performance with coordinated planning and execution of sales activities

Enables analysis of sales performance and provides reasons for deviation

DID YOU KNOW ?