Most of you probably already know that SalesChief is a powerful connector that enables businesses running Pivotal 6 CRM to enjoy all the benefits of QlikView business discovery software. But for anyone who might be less familiar with it, here’s a high-level overview of basic organization and functionality SalesChief is bringing to the fingertips Pivotal CRM 6.0 users today.
Starting at the very beginning, SalesChief is accessible to Pivotal 6 CRM users from within a dedicated tab in the Pivotal application, which has been directly embedded into Pivotal’s SmartClient framework. Once within SalesChief, you can see that the application is comprised of four main tabs: Sales Performance, Opportunity Analysis, Marketing Effectiveness, and Lead Analysis.
The Sales Performance tab provides the user with a comprehensive view across two years of sales history, including the current sales year. From within this tab, you can access critical key performance indicator (KPI) data such as quota attainment, forecasting accuracy, amount of business actually closed, and the number of accounts that have been sold into.
Accessing the Opportunity Analysis tab, the user gains more detailed insight into the pipeline itself. Data can be broken down by employee sales rep, as well as criteria such as what industries are being sold into, what countries are being sold into, and what level individuals (within a company) are being called on. Pipeline can also be reviewed in stages that map to any identified sales milestones and/or sales statuses. At any point in time, the user can also examine the opportunity detail behind any of these charts using conditional highlighting, which will be discussed in detail in a later blog posting.
Moving into the Marketing Effectiveness tab, the user gains access to ROI data associated with marketing campaigns as a whole, as well as any component projects that roll up to master campaigns. This view provides critical insight into what’s working and what’s not working, and allows the user to effectively determine where marketing dollars should be spent for the balance of the year as well as moving forward into the future.
The fourth and final tab, Lead Analysis, provides data closely tied to marketing initiatives, but also offers further insights into areas such as potential product interest trends, as well as possible correlations between a strong product interest and lead quality from a ranking perspective.
Next week’s blog will cover additional areas of Pivotal CRM SalesChief functionality in greater depth, but if you’d like to see the aspects described in today’s blog for yourself, we encourage you to contact any member of our CRM consulting team at [email protected]. You can also feel free to contact Tokara’s VP of Business Development, Mark Fillingim, directly at +1 972-719-0213.
NOTE FROM THE PRESIDENT
