September has been interesting for us.  We have seen some clients make a commitment to using new or upgraded software to automate their sales and marketing.  Others are in the Chicken Little mode of the “Sky is Falling” and not looking ahead or long term to position themselves for growth.

However one prospect we met was interesting.  They have the pain to install a system to track and automate their sales and marketing.

• Losing track of leads generated by the sales team.
• Forgetting to do quotes on those interested in their products
• Forgetting to follow up even when the existing customer requested because there will be a job for them to bid.
• Can’t locate the quotes that were sent out.
• Customer support doesn’t follow up promptly or totally forgets.
• No one knows what the other person is doing with a new lead or an existing client.

The reason isn’t lack of an automated system but because management lacks the commitment to put policies in place.  Management isn’t really looking within to correct the problems and establish polices for working with leads and clients.  They think the software will cure the problem.

Before any company purchases a new system or upgrades an existing system they need to first look within and review their sales and marketing process.  Put into place policies that not only make employees accountable but management as well.

Look for a system that will be flexible and take advantage of how your company sells and interacts with existing customers.  It’s your business and you really need to take ownership of it. 

If your company is ready to commit to a new system or need help with your sales process please call us at 508-226-4565.