Partner Program - How to earn by referring CRM software

With the successful launch of Toolsoncloud Sales CRM platform, we are introducing our Partner and Referral program. Here are the key highlights of our Partner program. 

If you an individual or a self employed CRM consultant or a IT consulting service provider whose customer is looking for a Sales CRM software, you may refer them to Toolsoncloud CRM. On successful sign-up, when the customer purchases the software licenses/seats, you shall get a fixed percentage commission on the purchase value.


ToolsonCloud CRM Partners program!

How you can you join our partner program and refer customers:
  1. Everyone is eligible to become our Partner irrespective of whether they are our customer or not. 
  2. Contact us to join our Partner program.
  3. We shall reach out to you with more information on the program and for further discussion to understand you better in order to align our common goals.
  4. You shall receive the required sales & marketing collaterals to help enable you with required sales information about Toolsoncloud Sales CRM offering. The collaterals are updated regularly based on Partner & Customer feedbacks.
  5. On every successful customer referral, when the customer registers and makes a payment of subscription fees, you shall get a decent industry standard referral commission as a percentage of the purchase.

How can you find the opportunity for referral:
  1. If you are a CRM Consultant or an IT consulting firm, you may encounter businesses who are looking to solve their sales and marketing problems, where you may find Toolsoncloud CRM having the capability to add value. 
  2. Many a times, Businesses whose core business is not related to IT may sometime find it difficult to understand terms around Cloud, CRM, etc, and they might need your expertise to help them assess the best offerings in the market and weave around a solution which solves their problem effectively. If Toolsoncloud CRM can solve their problem, please feel free to refer our platform.
  3. Many a times, CRM consultants go for training the sales staff on CRM strategy or benefits and get queries from the trainees to suggest them a CRM for some handson learning. In that case, please feel free to refer the trainees to Toolsoncloud CRM which is free for single users. Sometimes, the users also pays for the full subscription when they are satisfied by the software and would like to induct it for their whole sales team. In that case, you may earn decent share of your referral commission.

If you have any questions related to our partner program, Please feel free to reach out to us.
ToolsonCloud CRM - New feature updates for Mar 2021

Dear Customers,

Ever since we launched ToolsOnCloud CRM, our team is committed to enhance the product features and functionalities in order to give you best possible customer experience. We are continuously working on a solid product development roadmap for 2021 and would like to introduce you some of the features released in March 2021 upgrade. 

Our team has thoughtfully planned the product roadmap in order to help solve your challenging Business Problems. Our CRM roadmap shall be focused on:

  1. Enhancing your CRM experience to drive smoother CRM adoption within your organization.
  2. Organize your sales processes in order to free up your Sales reps to do the real sales work.
  3. AI and Data driven insights to help your Sales leaders take right decisions at right time.
Here are the features being released as part of our March 2021 production release.
 

  • Lead Management System:
You tend to get multiple sales leads who are unqualified and you receive them in huge quantity day after day. You cannot add it to your usual deal tracker because deal tracker's primary purpose is to help your Sales Executives to focus on qualified leads or prospects who are interested in buying and are having the required budget to buy from you. Introducing Lead Management System module within Toolsoncloud CRM which shall help you add and track all your leads in a separate dashboard so that you can track them as they move through the lead qualification stages such as Cold Leads, Warm Leads, Hot Leads, Qualified, Disqualified or Un-subscribed leads. In this dashboard, you can add comments from your lead background study and conversation history notes so that the Sales Executive can take a look at all of them from a single dashboard. Once your sales development representatives qualify the leads, you may add them to Deal Tracker pipeline so that your sales executive can take it forward.

  • Activity and Task Management system 
For every lead or deal, sales reps and executives would be having multiple planned activities and tasks like having a meeting, having a follow up call, lunch with the prospect, a site visit, etc. You would tend to forget those if you keep maintaining them in your emails or in your mind. You should free up your mind to focus on your upcoming deal meeting instead of trying to memorize or recall a list of tasks you need to do. If you keep trying to use brain for noting down tasks, then you would end up being exhausted. Now you can use Toolsoncloud CRM's Activity & Task Management module to create your tasks. You can view all the upcoming and overdue tasks within a single dashboard without the need to juggle between mails, your diary, your instant messenger history, etc.  


These features shall be available for general use starting 1st March 2021.

Hope the feature releases shall help support your business challenges in a more effective way so that you can now focus more on sales than on sales documentations and operational tracking.

If you are not yet a Toolsoncloud CRM user, Sign up for a free account here. 
Checkout complete CRM buying guide.

What is Net Promoter Score and how to calculate it?

Net Promoter Score (NPS) is an Industry recognized benchmark score for measuring Customer Engagement and Loyalty. Compared to conventional customer satisfaction survey scores, NPS helps you more, by giving a measure of Customer Advocacy. 

You can scale up your business at hyper scale growth if your customer does your sales and marketing for you instead of you going behind prospects to win deals. An Ideal Marketing strategist should build the product and the ecosystem around it in such a way that the customer should like using your product and in addition to that customer should recommend your products & services to other customers in their network. When your customers become your army of influencers or advertisers, your growth is going to be 10X. Customers are more likely to buy something recommended by an existing user than by blindly going on the words of a sales rep. 

NPS tells us how likely is your customer willing to recommend your product & services to another colleague or a friend.

To calculate NPS, follow these steps:

  • Administer a Survey. It can be an online survey via Google Forms or other Online Survey tools. 
  • Keep one simple question: "How likely would you be willing to recommend <your Company name/Brand Name/Product Name> to a colleague or a friend?"
  • In the answer option, you should have a 0 to 10 pointer likert scale where score 0 represents Highly Unlikely while the score 10 represents Highly Likely.

 

  • Based on the scale responses, you may categorize your customers into 3 types:
    1. Promoters: Those who rate your product between 9 to 10 are called Promotors and are the real advocates of your products. They are highly likely to recommend it to others.
    2. Passives: Those who rate your product between 7 to 8 are Passive customers and are neutral about your offerings.
    3. Detractors: Those who rate your product between 0 to 6 are called Detractors. They are not at all likely to promote your product, instead they may detract others from your product.


  • Based on the survey response, make a count of number of responses in each category i.e.
    1. Number of Promoters  (a)
    2. Number of Passives (b)
    3. Number of Detractors. (c)
    4. Total Number of responses (a+b+c).
  • Net Promoter Score is calculated as, 
NPS = ((Number of Promoters - Number of Detractors)/Total number of responses)x100 


  • NPS ranges from -100 to +100. Here -100 represents all your respondents were Detractors while +100 represents all your respondents were Promotors.


Hope you liked reading this post. Do let us know your thoughts...

4 Sales Qualification questions to ask every lead

In any organized B2B or B2C sales team, Sales Development Representatives (SDR) are assigned the task of generating new pipeline of opportunities by qualifying the leads from their database. But most of the time, SDRs are little unsure on what kind of questions should they ask in order to qualify their leads.

In this post, let me tell you 4 important things you should check while having the first conversation with them in order to check if they are qualified to be pursued further or not.

Remember that your screening or the so called Lead Qualification is critical to the operational output of your quota carrying Sales Executives, because they should work on only the valid leads so that it increases the chances of conversion at the end.

Being in SDR team, you should also measure your KPI by taking into consideration the final conversion of the leads which you qualified earlier. Never measure your metrics only with the mass numbers of leads you qualified if the Sales Executives are not able to convert them later, wasting your organization's productive time and energy.

When you get a Lead from a database, networks, conference or through inbound channels while a customer tried reaching you or subscribed to your newsletter, you should first log them into your CRM as a best practice. It will help you organize your sales effectively.

You may checkout Toolsoncloud CRM if you are looking for a Sales CRM.

Once you add your leads, start reaching out to them via their preferred medium may be Email or Call. It is preferable to have a telephonic discussion so that you understand their context in detail.

While you probe them further for qualifying, focus on the following 4 areas:

1. Fitment of Customer Pain point against your Offering.

In the qualification call, always understand the pain point of client first. Let them speak first about their challenges which they are trying to solve instead of going big bang with a pre-recorded & rehearsed Sales presentation of your product.

Once you understand their problem, try to assess from your own understanding whether your organization is equipped with solving the challenges of the prospect. If the answer to this is "Yes", then go ahead for the next question.



2. Customer Budget

Many a times, you would find that you can solve the customer's problem, but not within the low budget of the Client. To be frank & practical, When you have a lot of leads lined up, It is unproductive for a sales team to spend too much of time and resources to convert a deal where the Customer do not have the required budget to purchase your offerings. You shall simply lose the other potentially qualified leads with budget over the ones who do not have the required funding.

It is good to acquire new customers with some lower budget in the beginning if you are looking for more business from them in future and they do have that much of wallet to give the expected scale of business later.  But the decision of how much of sales executive time should be allocated on those deals, should be taken with the joint decision of your internal sales team leaders.

Do not be hesitant to ask the budget related questions to your Client. Go ahead and explicitly ask details regarding the budget they have planned or allocated for the deal or purchase. If the budget is not worth the effort, then move on or mark the lead on low priority.


3. Timeline for Purchase

Before you pass on a lead to your Sales Executive, he should be apprised on the expected timeline of closing that deal, so that he can align the meetings and follow-up accordingly.

You can ask your lead:

  • What are the processes or steps they need to do internally to complete the purchase?
  • What is lead time for each step of the process? 
  • What kind of challenges might be expected in some stages so that the executive can proactively coordinate to solve them and take it to logical closure.


4. Stakeholders associated with the Deal.

Every purchase whether it is small or big, involves a decision maker and some associated stakeholders like influencer, gatekeepers, actual users, etc. Always ensure you know them in advance so that the Sales Executive can do some homework researching about the stakeholders in order to present a solution which works best for their context. 

When you are asking the lead for the timelines for the purchase process, you may add another question on who shall be the decision maker or stakeholders involved in each stage of the purchase process.


Disclaimer: Funny Images sourced from Multiple Internet sources, No copyright claimed


I hope you liked reading this post, do comment below and let me know your thoughts.

If you are looking for a Sales CRM to manage your sales leads, why don't you check out ToolsonCloud CRM?

Tracking Deals with different Sales processes and sales teams
Often we find that, if an organization is involved in selling two or more different kind of products or product types, they would often come across situations where using excel to track the deals having two or more different sales processes becomes a lot complex or unmanageable in an Excel tracker or a conventional old school CRM.

What should you do?

This is one of the common problem in B2B sales and reason can be many:

  1. Probably the company sells to two or more different kind of clients wherein the sales processes or sales stages differ significantly.
  2. Probably the company sells two or more different kind of products which has sharp demarcation in the sales process for each of them.
  3. Or it might be based on the strategic interest of sales department to track the deals of different types separately to gauge the progress in a focused manner when sales team for different types of deals are different.

The solution to this problem is easily solved by using a professional sales management CRM software which comes with Pipeline Management features.



To explain more, the CRM which you choose to use should equip you with power to:

1. Create a New Pipeline

As a Sales Lead, This functionality shall enable you to create a new pipeline within your CRM, so that you get two or more separated deal tracker pipeline to manage your deals with clear demarcation in some or the other ways.

2. Create or Modify Sales Stages of Pipeline

If you follow a different sales process or sales status/stages for closing the deals in different pipelines, this functionality will give you the power to easily customize the sales stages in each pipeline so that whenever your sales executive adds a deal in a particular pipeline, it goes through the particular sales process which you have defined for that pipeline of deals.


What are the Benefits you get with this?

1. More control over the sales process of different types of deals with significantly different ways of closing the deal.

2. Complete control on the visibility of the Sales deals in one pipeline to another, you get to configure who was visibility and access to your pipeline A vs your pipeline B. Cases of two different sales team complexity gets resolved with deals with demarcated boundaries now getting focused attention from the respective assigned team.

Are you looking for a Sales CRM with complete Deal Pipeline control for your sales tracking? 
Complete CRM buying guide explained in 5 simple steps

If you are a Sales Manager having a team of Sales reps working under you. Very soon you would realize, you are unable to get any meaningful insights out of your Sales Deal tracker Excel sheet.

You might be already facing various problems like the below ones:

  1. You are unable to scale up your Sales Development efforts because your Sales Reps are required to do more clerical paperwork or data entry work in multiple excel trackers instead of focusing their time on pursuing sales leads. 
  2. When you are trying to scale up your Sales development operations, you feel like you are losing track of many things on your plate and unable to focus anywhere. Earlier when you used to hit 10 conversion per month, now even after scaling up with a target of 100, you are still struggling to make the old 10 conversion like earlier.

These are some of the visible signs, that you have reached a high time where you need to buy an effective CRM solution which can solve your team’s growing problems.

Step 1: Why are you buying? – Identify your team’s key pain point.

  • You need to investigate the pain points well before buying any readymade CRM solution in a hurry. 
  • Identify what is it that your team is facing challenge in:
  1. Some reps might be facing challenge that they are spending more than 1/3rd of their time on manual data entry related tasks and updating numerous trackers instead of getting time to speak to their leads.
  2. Some reps might be facing challenge that their work involves lot of travelling, due to which they are looking for some Mobile CRM like solution which they can quickly open on their smartphone and update the follow up work.
  3. Some reps might be facing challenge that due to increase in number of leads, they are unable to recall the important mail or telephonic conversation they had with the clients in order to make the next follow up call and tend to postpone talking to that lead thinking that they will search those details later and follow up.
  4. Reasons can be many, talk to them, find out and list it down.

Step 2: Identify a CRM solution which solve most of the problems of your team.
  • Never try to push fit a CRM to your team just for the sake of having a CRM. CRM should help your team, instead of your team helping the CRM to stay. Most of the time a misfit CRM is forced upon a team and it tend to become a failure, with the tool being left abandoned incurring lot of IT costs & wastage of license fees.
  • Based on the list of problems you identified in Step 1, go to the market and search for a CRM which solves all of the key problems faced by your team.



Step 3: Estimate your CRM Budget.
  • Most of the Sales Manager’s initially do not have any specific CRM Budget in mind. One of the reason behind this might be non-familiarity of CRM apps & their market pricing; and second reason is that they never gave a thought about the real perceived value of a CRM which suits their team.
  • In that case, you may need to do a budget estimation instead of directly going by the available prices in the market. Remember that, every organization is different and the best CRM which solves all your problem can cost you either zero dollars or may also cost 1000$ per license depending on the complexity of highly focused & customized service bundled in it. Hence instead of buying anything directly, estimate your budget first.
  • You may estimate your budget in the following ways:
  1. Estimate how much of team member’s time can be saved if a CRM is enabled for them.
  2. Relate the team member's time saved to the compensation they get for that amount of time. 
  3. Now that you have an estimate of money you lose every month on the salary which is not productively generating any revenue due to wasted hours, you may now decide how much to spend to make effective use of the salary spending to improve your revenue top line.
  4. Alternatively, instead of Staff Salary, you can also reference that time wasted in terms of the conversion they could have made during that time and the revenue that could have generated. That should give a more fair idea of how much your sales rep’s time is valued.
  • In addition to budget, you need to estimate your potential payout upon using a good CRM. This is usually the top line, the revenue which you tend to generate by saving the precious time of your sales rep and getting the right sales insight at the right time from the CRM solution.

Related Reading: Estimate your budget for buying a Sales CRM


Step 4: Take a trial

  • If the upfront entry cost of buying a CRM solution is high, you should never buy a software without ever actually trying it out for some days. If the entry level license cost is low, you may be able to take such risk of actually paying without any trial. However when stakes are high, you must insist for a trial.
  • While doing trial, ask for your team member’s real feedback instead of just doing couple of demo clicks on your own.
  • When you feel the tool is fit to solve your pain points and is good on pocket, you may go ahead with payment for paid license once your trial gets over.

Interested in trying out a CRM: Try out Toolsoncloud CRM, Its free


Step 5: Adoption

  • Your CRM initiative will fail if the actual user i.e. your Sales Team will not use it religiously.
  • A CRM is as good as the accuracy of the data it possess so that you can derive some insights out of it. A new tool may result in change in few processes for which team may show some amount of reluctance or lack of interest. However if your team doesn’t use the tool, the data provided by software may become outdated, incomplete or incorrect thus rendering your massive investment to become a failure.
  • Hence evangelize the CRM which you brought for your team. After all, you did so much of ground work before actually putting it in front of your team. Lead by example, if you use the tool religiously, so will be your followers and your subordinate. 



How to Track a Deal to Closure in Sales CRM
Being a Sales Professional, when you are involved with multiple B2B sales deals, the only way you can taken them to closure is by regular and effective tracking. Most of the people start with tracking it within an excel workbook. But soon they realize they cannot make out anything of that data or are unable to find any relationship between multiple data sources and tables pilling up in so many excel based tracker files. 
Moreover the time taken to do data entry of all those deal history eats up more than 3-4 hrs of your productive work hours per day. What an ultimate way to dissipate your precious time! Isn't it?


In this post, Let us learn how to track a deal in ToolsOnCloud Sales CRM.


Steps to Add Deals in ToolsonCloud CRM:
  • Login to ToolsonCloud Sales CRM.
  • Click on "Deals" link in the navbar and navigate to Deals Management Page.
  • Deals Management page is the page which gives an overview of all the active deals which are open and needs some action in near future to help close that deal.
  • Click on "Add Deal", a dialog box shall open.
  • In "Add Deal" dialog box, Enter the basic mandatory information of a deal like 
    1. Deal name, 
    2. Organization or the Client Company associated with the deal, 
    3. Name of Client Point of Contact for this deal,
    4. The current stage of the deal like New, Contacted, Presentation, Negotiation to Won/Lost. You can also customize the stages in CRM Settings,
    5. Estimated Value of the Deal (a Rough estimate can also be given if unknown),  
    6. Expected date when you plan to close the deal.
  • Once you click on "add", a deal record shall be created. You can repeat the steps for all your other deals as and when you get them in your pipeline.

How does it helps me in Deal Tracking & Opportunity Management?

  • You can get a view of all the active deals in various stages and view it visually to know where to act at that moment.
  • Getting a Sales done is all about building an Opportunity pipeline and following up with the clients for closure by helping them clarify their doubts or solve their challenging problems or situations  at various stages and take it to Closure.
  • With you having a visual view of how your pipeline looks, you shall understand whether you need to put effort towards building your pipeline or need to spend some time on the the so many deals which are getting stuck in negotiation stage of the sales pipeline or if you need some more efforts on the multiple deals lying idle since you missed to follow up after the first contact you made.
  • Better visibility on the Deal Value shall give you the insights to take call on which opportunity should be taken on higher priority than the one with lesser Deal value based on the way you operate your business. It differs from the way businesses operate, Some prefer to try the hard but big deal value opportunity, while some prefer trying to grab the low hanging fruits with low deal value first, so that the risk remains low since you iteratively get the revenues confirmed in small small deals.
  • With the Estimated Deal close date, you get the visibility on which opportunity is taking more time that expected and where the deal should be expected to be at this point of time if the expected date of closure is within 1 week. Time is money, if you don't close the deal on time, some other vendor shall close the same deal and you shall lose it. Hence this shall keep your team informed on the expected timelines.

Hope you found this post useful, do comment below and let us know.

If you are a Toolsoncloud CRM user, do take some time to write or share about your experience on your blogs or social media handles.

If you are yet to try out ToolsonCloud CRM, what is it are you waiting for? Try Toolsoncloud Today!

Effective Sales tracking for Freelancers using Sales CRM
If you are a freelancer and have stumbled upon this post, then I definitely assume you are looking for some ways to effectively organize your Sales Deal Tracking activities.

We understand that being a freelancer is not an easy job. In Freelancing, you are the Chief Operating officer, you are the Chief Marketing officer and you are also the Chief Finance Officer of your Business. Becoming successful in Freelancing requires you use the right set of technology tools to enable yourself for your actual business so that you can focus on more important tasks than spending precious time in sales data entry and sales tracking activities. 

But the fact is, to keep going, you need to make sales and to keep doing sales, you need to track your sales deal pipeline regularly and do active follow-ups to keep having a steady sales pipeline and revenue stream. 

With too much in your plate, it's tough to do all without going mad and experiencing burn out!

This necessitates that you use a right set of tool for organizing your sales process and automate the tracking processes around it instead of scrambling through your countless mails and excel files.




Why can't you rely on Email to track Sales?

Emails are not organized, it never gives you a clear picture of your story with your client, the kind of conversation you had with him, some sales metrics like since how long the deal is being open and what is the average time needed for closing that deal, when do you need to follow up next, etc.
 
For all those things, you definitely need something more than Emails. That's where ToolsonCloud Sales CRM comes into play and helps you organize your Sales so that get a clear sight of what is the action you need to do next instead of scrambling through emails and trying to figure out what is required to be done.

Why Sales tracking in Excel files are not as effective as ToolsonCloud CRM?

You can definitely use Excel for simple sales tracking with a small amount of data. But as and when you gain more and more data, you will start feeling the real pain with excel files. There would be lots and lots of excel tables and worksheet and you will always face issues deriving relationship out of multiple tables of deals, leads, tasks to be done, stakeholders in those deals, key person in the organization, history of organization, etc. You will definitely go mad trying to organize your Sales with 10s of excel files. 

If you spend even 1 hour a day trying to do data entry in excel and then another 1 hr trying to do joins, combining tables and trying to make pivot tables and charts on it, you will realize you are loosing your 2 hrs every day. You may estimate the potential opportunity cost of that by Multiplying the hours with your Hourly Billrate of your work you charge to your Clients. 

Imagine the amount of potential loss which you incur if you do not use right set of tools to do the time consuming tasks for you.

Hope this post help you make right decision on the pros and cons of manual sales tracking vs CRM based Sales tracking. 

Do checkout ToolsOnCloud Sales CRM which is designed to solve many of these kind of burning problems in Sales. At this time of posting this blog, ToolsOnCloud is free for Freelancers and Single Person Businesses. Do sign-up and try it out. Feel free to give feedback on how can we make it better to solve your burning Sales problems.
How to track Sales Deals Effectively
Hi, Hope you are doing great. In this post, I wanted to bring out a list of most important items to track for effective Sales Deal tracking.

To meet Sales Quota, Your Sales persons should follow a well defined sales process to efficiently close deals at the fastest pace possible. But very often even with a good sales process, teams might miss hitting targets. One of the obvious reason is lack of effective tracking. Sales Management is no less than Project Management and effective Project Management is all about timely tracking.

Let's us take a look at some of key things you should track to meet your sales targets always.


1. Age of the Deal.
If you have been keeping a deal open for long time, chances may arise wherein your client would have already found another vendor to get his job done. So try to quickly close the deals by doing regular weekly review of Age of open deals and take necessary corrective actions wherever possible.

2. Ratio of Open Deals in Sales funnel or pipeline
To stay sustainable in the business, you need to keep winning deals continuously month over month. This requires that you have a steady pipeline of deals flowing through each stage of your sales funnel. If you have got 10 deals in final winning stage, but no deals in previous stages like prospecting or demo or negotiation stage, it is highly likely that this month you may hit your sales quota, but the very next month you shall run out of leads to meet monthly quota. So every week, try to review that you are maintaining a steady ratio of prospective deals in the pipeline in each of the stages of the sales funnel. 

3. Deal win probability.
If you are using a good CRM, it would definitely tell you about the chances of winning that deal by providing a deal winning probability score. Always do a weekly or more frequent review of the deals with high winning probability and try to keep your sales persons actively engaged on those deals. Working with 80-20 rule does help you in meeting your sales targets which are necessary to enable your business to meet at least its operating expenses by trying to quickly grab the low hanging fruits.

4. Maintain notes of Customer Conversation regularly.
Educate your sales persons to make it a habit to key-in the summary or important points of their discussion with client onto the CRM, so that they don't have to keep running here and there searching for information in their diary pages, emails, ppts, old chat conversation just before calling the client for follow-up. This shall free up the sales executives' mind of clutter and help him focus on doing things that matter, i.e. Closing deals. Check for some parameters like "last updated date" for the deals so that you know your team is religiously making use of your CRM investment.


There are many other metrics to track, but for a starter Sales team, if you just religiously track above metrics, you would definitely reap the benefits in shortest possible time.

I hope you liked reading this post. Do share it among your networks if you found this useful.
Calculate your budget for buying a Sales CRM Software
Have you been lately trying to finalize a CRM software for your team but unable to figure out how much should you be spending for CRM?

As Businesses differ in size and type of deal value they deal in, It is complex for you to figure out the exact numeric estimate of how much of your allocated budget you must spend for taking up a CRM. Market is filled with CRM which charges from 9 USD per month per user to 500 USD per month per user based on the feature complexity of the Software and Value add provided by the service as per the needs of the Sales Team.

But How much should you as a Sales Manager be allocating your budget for CRM Implementation within your organization?

The answer is difficult and complex! 



But Let us try to find a simple solution to it.

Get an Estimate of Cost incurred by Sales Executive doing Non-revenue generating task:

  • Get an estimated figure of the amount you spend paying your Sales Executive's Annual Salary.
  • With that, try to find your hourly cost rate of your executives.
  • Guess the average amount of time each Sales team member spends in a day doing manual entry of his sales figures into an Excel file to be shared to his Manager or to Reporting analyst who will consolidate it further for the whole team. This could be roughly around 30 minutes a day out of 8 working hours of the resource.
  • Guess the average amount of time each Sales team member spends in a day trying to search or recall or figure out some of the past conversation history with some Client documented in some random email or document which is important for his follow up call. This could again be roughly around 30 minutes to 1 hour per day.
  • Sum up both the time.

Get an Estimate of Cost incurred by Reporting Analysts doing Non-revenue generating tasks:

  • Sales Reporting Analysts doing the task of Reporting and Measurement Analyst is redundant and detrimental for their career. Most of the time these resources are over burdened with the dirty work of following up with each sales executive and getting the sales figures, plugging it in spreadsheet application and drawing pivot tables, bar charts, pie charts, line chart etc and prepare a dashboard for the Senior Management. 
  • By the time Analysts complete this task for a particular week, the next week very soon arrives and his task keeps repeating week over week without an end. This is unproductive since Sales Analysts should be spending time trying to get important insights from Sales numbers which can help them beat revenue targets instead of trying to become a data gathering guy of the Sales Team.
  • Now get an estimated figure of the Salary you pay to your Sales Reporting Analyst annually.
  • Note: Do this step only if your team's sales analyst is involved with the above non-revenue generating activities. If your Sales Analyst is involved with other productive work, you may skip this step, or try to find the hours spent by him doing these non-productive tasks and get estimated Salary getting spend on that part.

Get the Total Estimate:

Total Yearly CRM Budget (Annual Salary of Sales Executive * (Total Time Spent per day doing Unproductive work/ 8 hours per day) *  Total Number of Sales Executives in team) (Annual Salary of Reporting Analysts * Total Number of Reporting Analysts in your team)


The above amount would be the yearly estimate of how much should you be spending on your CRM which is going waste in the Salary of resources doing non-revenue generating tasks.

How much should you be spending monthly per sales staff?

CRM Budget per User per Month = Total Yearly CRM Budget / (12 Months * Total Number of Sales Executives) 

This figure would give you a rough estimate of how much should you be ideally spending per team member on a CRM.

Let me know your thoughts on this.