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?

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 conversions per month, now even after scaling up with a target of 100, you are still struggling to make the old 10 conversions 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 that 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 challenges in:
  1. Some reps might be facing challenges 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 challenges that their work involves a lot of traveling, 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 challenges that due to an increase in the 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 them 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 tends 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. 



5 features to look before buying a Sales CRM
Very often CEOs and CMOs of startups who are searching for a CRM for their Sales Team find themselves in a confused state. With numerous CRM applications available in the market, they are in a dilemma to choose from various available options.

To decide which CRM is the best for you, you need to list down the functionalities you expect from a CRM system. After my interaction with multiple people in sales on LinkedIn, I found a number of things which are being expected from a CRM.

Sales Manager [Image Credits]
In short, modern sales teams consider following 5 things to be must have functionalities in a CRM without which a CEO or CMO should never purchase a CRM from any vendor.

1. Deals or Leads tracker.

A Good CRM should have a Deals or Leads tracker within it as a primary functionality. With this functionality, your sales team members should be able to add Deals or Leads into your CRM system so that it can be tracked as it traverses through various stages of the sales process which might be analogous to sales stages of New, Contact Made, Meeting Scheduled, Presentation Made, Negotiation, Won or Lost Deals stage, etc. 

  • This gives a transparent view to the sales manager who can visualize as to which deal is stuck at a particular stage for long and need attention or follow ups. 
  • It also helps forecast the sales for upcoming months based on the number of deals or Leads which are present in the sales pipeline based on the conversion ratio of each stage. 
  • This helps you plan the number of deals required at each stage of sales process to have a steady flow of revenue every month.
  • This also helps Sales Managers prioritize the Deals based on multiple parameters like Deal size or Winning probability, etc.


2. Contact Management Functionality

Your CRM should have a Contact Management functionality which helps you organize the contact information of your clients whom you need to interact with regards to the various deals in your sales pipeline. A good Contact Management feature should allow the sales team members to not only add contacts of people but also contact details of a company with which the deal is in sales pipeline. 

  • Most importantly, the contact management functionality should have a sync with your Deals or Leads tracker rather than acting as a separate functionality in silos. 
  • This feature should allow you to visualize the relationship with contacts and deals. Hence, if you view a contact, your CRM should be in a position to give you information on which all deals you are interacting with that contact, the past conversations you had with the concerned contact and other information about the contact which can help you crack the concerned deal.


3. Sales Reporting & Analytics

Your CRM contains lots of data entered into the system about deals, contacts and associated activities happening on each of them. But as a Sales Manager or a CMO or a CEO, what you need to know is the status in terms of numbers. Hence your CRM should give a bird eye view of where do your sales team stand in terms of sales status. 

  • It can be in terms of numbers of upcoming deals in the pipeline, Deals Won or Lost in a specified time period, Reason for winning or losing the deals, Revenue forecast, Deviation of actual revenue from the forecast or sales goal, etc.
  • This helps Sales Managers act instantaneously as and when they observe any anomaly in the Real Time Reports & Analytics 


4. Multi User functionality

Since CRM is to be used by your sales team it should have functionality to support multiple users. Unlike shared spreadsheets shared among multiple users which has no logs of which user updated the excel file, your CRM should track activities of each individual user. 

  • It should enable the team members to stay accountable for their activities and not avoid accountability while entering status trackers which might happen when people are just editing a single excel file shared at a common location as it happens in a conventional companies which are yet to go Digital.


5. Flexibility in designing Sales Processes

Every business is different both in terms of the way they manage their sales process. Hence your sales CRM shouldn't force you to follow a rigid sales process which is difficult for your business due to complexities involved. 

I believe CRM should empower the sales teams rather than creating difficulties for your sales personnel. This means your CRM should be flexible enough to fit in your sales team within it rather than your sales team trying to fit their already established processes as per the CRM.

  • Hence your CRM should allow you to design and re-design your Sales Stages. 
  • Some Organizations might follow sales stages as New Deal, Contacted, Presentation, Negotiation, Won. 
  • While at the same time another Organization might want to design sales stages as New, Contacted via Phone, Proposal Made, Presentation, Demo,  Negotiation, Contract Preparation, Contract Approval etc. 
  • At the same time, some startup Sales Manager would like to experiment with different sales processes until they hit across a process which works out right for them.

Hence a good CRM should empower the sales managers with the flexibility to design their sales processes as and when they require.


Hence before buying your first CRM, do checkout these 5 must have functionalities for your CRM.

Related Posts:
3 Major types of CRM Systems
Recently I got to befriend an MBA grad who was keen to learn a few nuances of Marketing. While interacting with him, he fired up a few questions on CRM. In this post, I thought of explaining the Major CRM Systems currently being used in the Industry.

CRM as you must be knowing stands for Customer Relationship Management. From a Strategic perspective, CRM is a strategy for processes that involve managing our relationships with customers. This relationship is not just about maintaining a database of customer details, rather it involves more Customer Engagement.

Often, when the term CRM is used by Sales & Marketing professionals, they usually refer to CRM Systems. CRM Systems are basically the Tools or Softwares used by them which help them execute their Customer Relationship Management strategy.

As per current Industry practices, CRM Systems have been categorized into 3 major types:
Introduction to Social CRM, Facts, Benefits, Advances

What is Social CRM?

Social CRM refers to approach of managing customer relationship by using Social media as the channel to listen and engage with Customers.

In CRM Software context, when a traditional CRM is integrated with your social media channels to help you manage your customer relationships from social media channels, it is termed as Social CRM.


Need for Social CRM:

Marketers tends to make mistake of thinking Social Media platforms as the place to only broadcast their social media posts and drive traffic. 

But there is more to it. Social Media should be used for more for listening to the customers or prospects and engaging with them. 

Social CRM Landscape


Some associated facts:

As per a 2017, Techwire Asia article 
  • 95% of customer complaints on social media don’t reach companies.
  • 1/3rd of all customer complaints on social media are ignored.
  • 80% of surveyed companies said they deliver exceptional customer service on social media but only 8% of their customers agreed on the same.
  • 63% customers expect companies to offer customer service on Social media channels.
  • 90% of social media users used social media to engage/communicate with a brand.
  • When people get responses on social media, they are 30% more likely to recommend a brand to others.
  • Implementing a good Social CRM could help improve annual revenue by 81% through referrals as well as reduce customer churn by helping you improve customer retention up to 92%.

Benefits of social crm for sales teams:

  • Increase in Lead Inflow: Sales teams get to generate more leads from Social Media.
  • Hot Leads: The Leads from social media are mostly comes from referrals via viral posts or comments from their friends thus they are far more likely to convert.
  • Reduced Sales Cycle: The leads from Social Media are informed prospects, hence the sales cycle duration reduces thus helping in faster sales conversion.
  • Multichannel Selling: Modern Social Media platforms are also equipped with sales store front. Thus Social CRM helps track the sales or leads getting generated from multiple social media channels and bring it together inside one single CRM, thus enabling the organization towards multi-channel sales.

Benefits of social crm for Marketing team:

  • Better Customer Segmentation: Social CRM contains a lot of customer demographic information from social media. It helps the Marketers in better customer segmentation and enables them to create more contextual and personalized marketing campaigns.
  • Instant Feedback & Sentiment Analysis: Customers find it easier to interact on social media comments and messengers compared to usual email or ticket based communication on website. Social CRM is helping the Marketers get more up-to date real-time customer sentiments and feedback about their products and services from social media. This helps them improve their product and service offerings. Also it helps them optimize & improve their marketing communications.

Benefits of social crm for service teams:

  • Customer Issue Resolution: Sometimes Customers use social media channel as an escalation mechanism if they are not happy with the resolution provided by your usual service help desk. This shall help Service teams take the issue on priority and shall help them transfer the ticket to a more experienced customer service rep to take it to satisfactory closure. 
  • Process Improvement and Knowledge base Development: With social media sentiments on the issues, you get to understand certain frequently occurring issues which are painful for your customers. This data helps you do deep dive towards improving your customer resolution process better and improves you’re the knowledge base documentations for your service teams to serve future similar issues better.
  • Ease of Connect: Whenever customers are unable to get certain help with your product and services from available public sources, they find it easier to interact with their brands via social media or on your social media community to find answers to their queries.

Things to look for in a social crm:

  • Integration: Features such as Integration with top social media platforms such as Facebook, Twitter, LinkedIn, Instagram, YouTube, Pinterest, Telegram, WhatsApp, etc.
  • Analytics & Insights: The platform should be equipped to extract data from your social media channels to give you reports, analytics and actionable real-time insights on what is working out versus what is not working.
  • Social Media Management: It should let you manage your multiple social media accounts from one single platform such as post scheduling, comment and message notifications. Primarily it should equip you with Listening, Publishing and Engagement on your social channel.
  • Team Collaboration: It should offer a collaborative way of working so that you can add your team members in the application and work together.

Advances in Social CRM:

  • Automated Chat bots for answering to user messages, product enquiries, frequently asked questions sent on Social Media messengers.
  • Follower tracking features which lets you track lost followers in addition to new followers. Source of followers such as organic vs paid.
  • RoI Insights such on Organic Impressions vs Paid Impressions.
  • Budget based alerts and controls on Paid Social Media campaigns.
  • Integration with Video meeting platforms such as Skype, Zoom, Slack , etc, to take up instant product demo, calls or meetings with prospect.
  • Integration with document storage platforms to automatically sync and store artifacts related to key client conversations.
  • Social media sales workflow for automating many repeatable sales processes associated with new lead capture and nurturing via social media channels.
  • Ability to pull contact and other information from Prospect’s social media public profiles such as LinkedIn, Public databases, etc.

If you liked reading this post, Do comment below and let me know your thoughts. 

Do not forget to share the post. Also subscribe to our free newsletter to get updates on similar posts in future.

Looking for a Sales CRM? Try ToolsOnCloud CRM for free


 5 Key Benefits of using a CRM Software

In the current fast paced business environment, a good CRM software plays a critical role in the growth story of an organization poised for hyper growth. In this post, Let us learn about 5 Key Benefits of using a CRM Software for your business.


1. Better Customer Segmentation and Personalization:

CRM Software helps you centralize your data by bringing all the contact information into one single platform. With all the data in a single place, you are now more equipped to segment your contacts effectively. 

With better segmentation, your communication with your contacts are now more personalized. This ultimately helps the organization improve conversion rate thus helping reduce sales cycle duration and increase revenue.


2. Improved Customer Satisfaction and Retention:

Overtime, the CRM Software becomes a repository of your interaction with your customers from multiple sources such as past Email communication, Chat conversations, past Incident history, Interests, past Purchase history, etc. This data helps your Sales, Marketing and Service teams better serve the contact so that they can provide them more contextual solution to their problems. This helps improve customer satisfaction ultimately helping increase customer retention. 

More satisfied and happy the customers are, more are the chances of them referring your products and services within their networks, which ultimately increases your business prospects. Remember that a prospect is 20x more likely to buy a product or service from you if it is recommended by one of their friends. Your satisfied customers become your product evangelist and become your free sales army advertising about your products and services with free word of mouth marketing.


3. Automation of key Business Processes:

There are many business processes performed by Sales, Marketing and Services teams. Some of the commonly expected business processes are listed below.

  • Sales: Lead Management, Account Management, Cross Selling, Up selling, Quote Management, Sales Activity Management, Invoicing, Report & Sales Analytics, etc.
  • Marketing: Customer Segmentation, Campaign Management, Activity based workflow Management, Reports and Marketing Analytics, etc.
  • Service: Request Tracking, Ticket Assignment, Knowledge base Management, Chat bot, Performance Reports, etc.

A Good CRM Software is equipped to automate all of the common business processes. This can significantly bring down the time taken to do the same tasks manually. Now, the team can achieve more in lesser amount of time.


4. Productivity Improvement of Sales, Marketing and Service Teams.

With the help of a CRM Software, your team members in Sales, Marketing and Service teams would now spend lesser time on data entry and operational tasks. This would help them focus on more important tasks. 

  • Sales team can spend more time interacting with customers and closing deals rather than spending time scrambling through multiple mail chains and their rolodex. 
  • Marketing team can focus on increasing customer engagement with more personalization instead of working on low ROI marketing techniques which is usually the case in absence of any organized data about contacts. 
  • Service team can now focus on solving more complex customer issues rather than spending time on smaller repetitive queries whose resolution response can be automated.


5. Real Time Reports and Analytics

One of the primary reason why businesses fail is because they fail to take right corrective action at the right time. This usually happens when the leaders do not get timely insights on the whereabouts of their business and the KPIs which decides the fate of their business. 

In conventional organizations, they still tend to rely on periodic (Quarterly, Monthly or Weekly) reports prepared manually by an Analyst in their team. Rarely do they realize that by the time they would uncover certain issue in the numbers, the data would be stale by that time. 

Modern businesses need fast paced solutions to keep tab on their numbers in real time. Modern Cloud based CRM Software helps them achieve that by providing real time reports and analytics so that they can keep track of the status of their business on real time and take strategic action instantly to meet their business objectives.


I hope you liked reading this post. Feel free to share the post if you found it useful. 


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.
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.
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.
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?