My Good Friend, What You Need Is A SYSTEM
By steve.diamond on Sep 02, 2009
I don't know what it is, but lately it seems that all I've heard about is the importance of having a great system in place to ensure proper execution, consistency, and optimal productivity. At an intuitive level this makes sense. Would you hop on a commercial airliner if it didn't have a standardized and highly rigorous system...a checklist, that the ground and air crew followed prior to each take-off? I didn't think so.
In the sales world, we call such a system a "methodology," a standard and codified way that teams operate based on the status of a lead or opportunity, and/or in order to progress that lead or opportunity. Of course many companies with direct sales teams devise their own methodologies. But many more deploy and standardize on third party methodologies such as Miller-Heiman. On this front I heard a pearl of wisdom today from a senior executive at The Alexander Group, a firm with a strong expertise in sales and sales growth. He said, "It's far less important what the methodology is than that the company select one, and stick with it."
What does this have to do with Oracle? Well, Oracle CRM On Demand supports the embedding of standardized sales processes in its 'Sales Process Coach.' With this feature, companies can insert codified instructions at every step of their sales stage that align to their standard methodology, be it home grown or from a third party.
But what about those organizations that may be looking to save time and NOT embed this information in their CRM application? Well, that's where Oracle CRM On Demand Inner Circle Partner White Springs comes in. White Springs creates software solutions that integrate sales methodologies and skills training tools into Oracle CRM On Demand as well as Oracle's on premise CRM solutions.
Now, lest you think this blog post is running a bit long, you are correct. But this is an important topic and a timely one given the need for all sales organizations in the current environment to increase their efficiency, effectiveness, and consistency with the same or fewer resources.
So what are three "things" you should remember about the combination of Oracle CRM On Demand and White Springs? I asked the folks at White Springs to help me out on this one. Here they are.
#1) By embedding "off-the-shelf" sales training into Oracle CRM On Demand and on premise CRM applications, White Springs enables customers to implement their learning in the place it is most valuable.
#2) This embedding ties sales learning, analysis, preparation and execution together within the Oracle application, ensuring greater utilization of both the training content and the CRM platform.
#3) Among the results? Managers gain objective control over usage and ROI from sales training by applying the leading analytics capabilities that Oracle provides to their training implementation. They can now measure who is using the training content, who is getting the greatest benefit, and how it is impacting KPIs, among other elements.
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