Sales Productivity was a big focus for us as we
designed our Fusion applications. Our goal was to fix problems that change the
basic dynamic of the sales organization. In doing so, we focused our developers
and product managers on three key things: Effectiveness, Efficiency and
Ease of Use. We wanted the sales organization to be empowered when
they're engaging with the customer.
We wanted to give them access to
complete information about the customer and about other similar customers when
they were selling individually or as a team, and also later when they were
updating the CRM system.
Since there is always a disconnect
between sales and marketing, aligning the sales organization with the marketing
organization becomes very critical because often there is a marketing
pipeline focused on leads that's not connected to the selling pipeline that's
focused on opportunities.
Finally, we wanted to make it easy to use, easy to
configure and easy to deploy. Following years of research, we analyzed the
basic tasks that sales and marketing teams perform, and we've been able to cut
out, on average, about 27% of the time it takes to complete the most common
tasks within a CRM system.
To read more about how we think of CRM and how
YOU can improve Sales Productivity within your organizations read this white paper.