Tools, Data and Processes to Transform the Sales Teams of SME Manufacturers
Do any of these sound familiar?
It’s difficult to quantify the performance of your sales team.
Jobs are getting expedited more often, driving up costs.
Significant changes in demand will often seemingly come out of nowhere and catch you off guard.
Production planning is reactive rather than proactive and can’t see any way to make it any different.
There’s no clear sales process that supports collaboration and visibility, with important sales IP being lost or difficult to access.
Constantly struggling against unrealistic or contradictory financial targets.
How we help solve these problems?
Bring planners and sales onto the same page
In the traditional model of how sales and planning teams interact, conversation only tends to happen around closing new sales orders.
Yet since the sales team is close to the customer, they harness a wealth of intelligence and visibility into the customer’s business and their expected levels of demand into the future.
Without any facility or process to keep planners in the loop, this key information is rarely passed on or utilized to the advantage of your company.
Give your sales team the best of breed tools to work smarter
Having the right tools isn’t just about making the work of the sales team easier.
The right tools make it possible to bring planners and sales onto the same page, leverage knowledge across the teams. They tighten up the sales process, help measure it, improve it. Less opportunities will slip through the cracks while enabling more accurate forecasting and scheduling.
The profit sink hole between sales and operational planning
The SOP Hole is the disconnect between sales and planning functions in your business. It’s invisible and quietly draining away a significant amount of profit.
Every manufacturer has one, but it’s measurable and its impact on your business can be reduced.
Forecast more accurately
Get deal information out of each sales rep’s individual spreadsheets or worse, their head, and into one system where all deals live and forecasting is a breeze. View and edit forecasts by reps, territories, or entire company with the click of a button.
Proactively drive demand
Have greater insight into current forecasts vs production capacity and take action via sales and marketing campaigns to ensure you are utilizing capacity efficiently and driving higher margins and profitability.
Capture sales IP
Information on your sales process performance and customers is critical to your sustained business growth. Capture this intellectual property for use across your organization to increase sales, improve customer outcomes and loyalty.
Accountable and measurable
You can’t manage what you don’t measure. Create a culture of accountability and continuous improvement by measuring your sales process, sales activities, customer service cases and other operational metrics.
What We Do
The Roadmap
What does this look like for your company?
Everyone’s different. Our roadmap is designed to take a look at your specific operations and sales functions to provide a series of recommendations that will guide you through implementing our approach and identify the opportunities available to your company.
We’ll help you identify the tools, metrics and data needed to rev up the sales capability and provide a plan to staged implementation that makes sense for your company.
CRM for Manufacturers
Our CRM solution is powered by the Salesforce platform.
Customized to suit manufacturing and support our methodology, we’ll give your sales team the tools they need to become far more effective and efficient.
Metrics, data, integration and dashboards
Planners and sales people work in different worlds, but we need them to work together and collaborate.
By figuring out the right data to expose from different systems in the right places, we can deliver dashboards, reports and workflows that ensures planning and sales are integrated in how they work.
How we help solve these problems?
I’d like to learn more about sales team transformation and the REV4 approach.
I just need help getting a CRM implemented properly for my sales team.
I need help getting better tools and processes for my sales team and implementing the REV4 approach.
Not sure where to start?
From Our Blog
Why manufacturers need a CRM
I think I’ve seen nearly all the many innovative and out of the box ways companies come up with to get around using a CRM - I could write an article on it. It begs the question though. Why try and get by without a CRM? That’s not a question I’ll even try to answer as...
Plain English S&OP for SME manufacturers
If you are a president or plant manager of a manufacturing company, you have likely heard the buzz word “S&OP” thrown around a few times. If you are the curious type, you’ve probably even gone a step further and decided to do a couple searches to see what this...
Do manufacturers need a sales team?
As an owner of a SME manufacturing business, I'm sure you’ve asked yourself this question many times over. Reality is, most manufacturers rely on repeat business and word of mouth so it’s a totally valid thought to ponder especially as right now your sales team are...