CRM: A Business Imperative for Companies during the Global Economic Downturn

Great whitepaper from SalesLogix.  Even better, it is not product specific, it focuses on a few core concepts,  like:


The Cost of Doing Nothing –




  • A sales executive spends six weeks closing a $50,000 opportunity with a new customer rather than spending two weeks closing a similar opportunity with an existing customer [$100,000 opportunity cost]


  • A sales executive with a base salary of $80,000 per year spends 10 hours per week on sales administration [$20,000 direct salary cost per year]


  • A sales executive focuses exclusively on a large but poorly-qualified opportunity worth $500,000 rather than pursuing three, well-qualified deals worth $60,000 each [$180,000 opportunity cost]


  • At a company with 400 customers on $10,000 per year service contracts, a 30% increase in call queuing time translates into a 15% increase in non-renewal of service contracts the following year [$600,000 in lost revenues]


  • At a company, 25% of customer support requests; equating to two FTEs earning $25,000 each per year, could be handled on a self-service basis over the Web [$50,000 direct salary cost]


  • At a company where an average deal is worth $35,000 and the sales team closes one-in-five leads, lower than anticipated demand generated by traditional marketing activities translates into a 30% net decrease in inbound sales enquiries from 80 per month to only 56 [$2.02m in lost revenues over the year]

Also covered are Undelying Issues and How CRM Can Help.  This is one of the better papers SalesLogix has produced.  Download below.

ABOUT THE AUTHOR

David Tinjum

Dave is Founder and President of Customer FX Corporation. We all feel sorry for Dave - he's a wanna be geek who can't write a single line of code. How pathetic! Lucky for him, he's surrounded by a whole team of Alpha Geeks. Dave has been an industry insider since 1987 and is called the "Godfather of CRM" by some of his long time peers. He served as Chair of the GoldMine Channel Partner Council from 1993-2000 and Chair of the SalesLogix Business Partner Advisory Council from 1998-2004.

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