Central sales planning in the CRM system
With sales planning in PiSA sales CRM, you professionalize your planning process, ensure the necessary performance in the operative business and gain valuable information that is essential for controlling the organization of sales. Planning specifications can be made on the basis of actual values from the past according to characteristics such as industry, region, customer, division/product or sales unit (sales employee, sales office or sales partner).
Keep an overview of your planning process
- Call up planning based on historical data (e.g. order or invoice data)
- Plan/actual comparisons (fulfillment status) at any time
- One-level planning (e.g. on customer) or two-level planning (e.g. on customer and product)
- Identification of market segments with the greatest potential and the most important customers
- Introduction of improved structures and processes in everyday sales activities
- Individual planning structure with target/actual comparisons up to employee level
System-supported sales planning
Sales planning is an important component in the planning of the annual corporate goals. In many companies, sales plans are often still done in Excel. However, integrated sales planning in the CRM system is the right way forward. Doing this, everyone is provided with the planning data relevant to them on a daily basis. Sales targets can be defined, for example, as annual sales, as a percentage distribution per month, as a distribution to business areas, divisions or products and as planning per customer. If the defined planning targets are not achieved, the system can send you an automated notification. In addition, an interface with the existing ERP system makes it possible to draw on other real-time data from order management and invoicing that is necessary for planning. You can thus clearly see what advantages sales planning in CRM has over Excel.
Controlling sales with target/actual comparisons
Sales planning with PiSA sales CRM not only offers you comprehensive planning options, it also aggregates market and customer data according to your specifications. With the help of an easy-to-use wizard, you can apply the actual values of the past in percentage or absolute terms. In the plan table, the plan values then calculated can still be corrected and supplemented.
In your user cockpit, all employees involved see the planning values relevant to them, including target/actual comparisons. For example, the sales colleague in the field service not only has his annual target in mind, but also the targets of his customers and knows where it is worthwhile to invest efforts. The sales management, on the other hand, sees the performance of the entire sales team and can, if necessary, take controlling action.