Let’s assume that sales efficiency is increased if sales are up without higher cost of sales. Of course, there are a number of factors which can produce this effect, for example new or improved products or effective marketing campaigns. Again let’s assume that all conditions remain stable and the only change is the introduction of CRM Software. What improvements can be made? How about these:

  1. Increased revenues and increased share of wallet through faster sales cycles
  2. Cost efficiencies through lower cost of sales and better customer coverage
  3. Increased customer satisfaction levels leading to return business
  4. Greater innovation as a result of better customer contacts

My next four posts will approach these points in detail.