Manufacturers' representatives, as multi-line sales agents, face a unique challenge in regards to new leads and opportunities. Not only do they have to follow up on and keep track of what's happening with each lead or opportunity, but they also have to report to multiple manufacturers about the status of their leads.
It's not unusual for a rep agency to have dozens of leads, per manufacturer, after a national trade show. Most of these leads have to be qualified and then the good leads are given to reps in different territories. Once these leads have been passed on, each individual rep has the responsibility to report on his/her sales efforts - activities and results - for each lead.
MRSWARE offers Opportunity Tracking to help reps and management follow up and keep track of sales efforts.
By using Opportunity Tracking in MRSWARE the rep agency owner has control over all of the leads for his company, regardless of manufacturer. Maintaining all business opportunities and the activities leading to results in a single location saves time and provides managers and reps alike a complete picture of their sales efforts, while still allowing them to filter and sort by a single manufacturer as needed.
Sales reps can sort and filter their leads by Name, by Manufacturer, by Prospect, by Campaign, by Type of lead, by Phase (the stage in the Sales Process), by the Projected Close Date, by Dollar Volume, by Location, and even by Competitor. This helps them when planning their schedules, making sure they don't miss any leads when they are in a specific area, and when planning their sales calls - making sure they don't forget to follow up on leads from multiple manufacturers.
Managers can sort and filter their leads by all of the above as well as by Sales Rep and Close Reasons. When talking to a manufacturer, they don't have to guess at what's happening with certain leads or why business was won or lost. They simply open Opportunity Tracking and view the table, filtering all leads to show only that specific manufacturer.
Management can also analyze the data in Opportunity Tracking to see the status of marketing campaigns and promotions, to see how long it's taking to close business, and why you're winning or losing business. With this information they can adjust the sales process and coach sales people, or have discussions about current market conditions and plan strategies for increasing future business.
Opportunity Tracking is a versatile tool, providing both managers and sales people a wealth of information to make sure they are not missing any opportunity to increase sales.