Democracy rules. Accountability is in. Lack of responsibility is out.
To ensure your CRM delivers value to ’the people’, aka your customers, prospects, sales team and management team, you need to have a Maximizer leadership team in place. A team that will drive and deliver on your investment in the system.
Firstly you’ll need to elect your ‘Maximizer President’. The President is the person who ultimately benefits from big picture insights in the form of valuable reports and analytics generated. It might be the person who signs the cheque. It’s definitely the person who ultimately takes responsibility for implementation. The President usually doubles up as the business owner or the sales director/manager. He or she might not use Maximizer daily but gets regular reports and feedback from the Ministerial team.Read more
All reputable CRM systems have security access levels which restrict users in one way or another. This is simply good business practice, not just for protecting confidentiality of information but also for ensuring that your database is well-maintained. Allowing all users to edit, add, delete or change the setup of data fields, drop down options and templates creates chaos.Read more
Here’s an idea: If you’re not using Maximizer’s Customer Service module to manage customer issues, then set it up to manage all of your work-in-progress or back orders. We’ve helped many customers customise the module to do just this.
We’ve found that many companies don’t track their back orders very well. Most often, orders are summarised onto an excel spreadsheet or whiteboard that has to be re-written time and time again. Using the Customer Service module will seriously improve internal order management.Read more
Maximizer offers you the option of ‘personalising’ your CRM experience. From adding an avatar of yourself, to choosing who to share your calendar with, to deciding exactly what records or views you would like to see when you open your Maximizer screen at the beginning of your workday. It’s your choice. Personalising Maximizer results in eliminating all of those unnecessary clicks.Read More
If multiple users are allowed to add, edit or delete your customer records, not having standard input rules will create problems when it comes to exporting your database or using it for reports or sales and marketing promotions. For example if the postcode is not entered in the same field, this means that you can’t just print out address labels or personalised letters at the click of a button. Someone then has to sit and double-check all of the records one-by-one, which just delays the whole promotion and causes irritation.
Make sure everyone complies with your input rules. Hold people accountable for their actions and give someone the responsibility of overseeing the correct input of data.
• Select the My Work Day icon to open the My Work Day window.
• Select a Company Announcement from the drop-down list to display it in the page.
When using Hotlists, however, you will also need to identify just how many reminders you are prepared to receive because simply putting every reminder into the Hotlist will generate such an overload of reminders that you will likely end up ignoring most of them and losing out on the important ones. Maximizer’s Hotlist also allows you to reschedule a reminder for a future date, but as with all things in life, if you don’t discipline yourself to tackle the tasks that are less enjoyable they will carry on being deferred until you become desensitised to their importance.
NB! Import companies and individuals into Maximizer first and ignore contacts by placing the Skip field tag by First Name, Last Name etc. Then Import the contacts into Maximizer as a second import into the same database so that the contacts are matched to the companies.
What is your objective? Is it a new system or product sale; is it a further sale into the customer; is it an upgrade? State your intention clearly here.
What products or services are you selling into the customer? There should be a drop down list here to choose from and you can add new fields.
What Category does the sale fall into? Again there are choices.
Description – what is special about this sale? Flesh it out.
Fill in the stage the opportunity is at – probably “Starting” and your Confidence Rating.
Fill in all the Opportunity details that you can complete at this time and any other information needed to complete this window
Click the User Defined Fields tab and complete the information required by your company there.
Click Sales Plans and note that you are not using a strategy, so choose Show Activities.
Click on the More button, and start your activities around this opportunity.
Work the opportunity until it is closed!
Click on the Competitors and Partners tab. Find the competitors you know you have and put them in with comments. If you have a partner in the deal, find them as well.
The last tab is the Status tab. Here you will able to put in information on how you won the deal. This knowledge enables you to do more deals more easily!
Maximizer’s Campaign Manager uses two types of documents – HTML and Maximizer’s own format. HTML documents mean that you can use pictures and text formatting, whereas Maximizer’s own text format is very plain. What are the advantages?
With Maximizer’s own text format, you can use merge fields, whereas HTML does not allow this unless you have a good HTML programmer to assist you. However, if you want really good formatting, remembering that the email will contain the addressee’s name in the To: section, HTML is the way to go.
We recommend using FrontPage or a similar html editor to produce your document. Pictures, contained in it, require that you put them on your website with links to them in the document. The resultant communication comes onto the recipient’s screen beautifully if they are allowed to access graphics, otherwise they receive the text with links to your website. This means that more people receive your quality communication! Where the Maximizer document format seems to work best is with product introductions. Plain text makes for easy reading and the merge facility makes it more personal.
By using this method, you are keeping clear on your customer’s requirements and ensuring that you also complete the tasks that are needed to move the sale forward. In Maximizer, your Hot List is your workflow, in fact it is your business bible, tracking everything that you have undertaken to do for a customer.
Sales people are always under pressure to ‘get out there and sell’ so the easier it is to do admin tasks, the better. Having say 15 versions of the same document listed on 8 computers in 22 folders is simply a waste of time. If you have a CRM system – or even if you don’t, your sales team should have access to ONE common template folder where all the commonly used documents are kept. It then also just needs someone to take personal responsibility for keeping the folder up to date.
Why also keep on reinventing the wheel every time you need to prepare a detailed quote or provide answers to technical questions from customers? You might think that it only takes a few minutes but it’s quite easy to waste half an hour re-typing something or trying to find the right size logo that you should have had at your fingertips.
Invest a few hours to get your template system working properly for everyone on your team. And keep your templates current – get rid of the unnecessary dozens of extra ‘versions of the truth’ and present one professional image to your client base.