Sales
Craig Wellman, Azzurri Sales Director
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Sales effectiveness is the responsibility of Sales leaders, but today a Sales force can seldom leave the starting blocks without the right technology.
My salespeople need to access information, make decisions and have conversations with the right people at the right time, and in today's dynamic environment that's not possible if the communications and collaboration backbone isn't available to them whether they're in the office or on the road.
Particularly in today's tough climate it's vital that I have visibility of day-to-day pipeline and risk. My IT leadership team has made sure that our CRM application is extended to my road warriors, so they can update their opportunities wherever they are, using their mobile and remote working devices.
By empowering my Salespeople with everything they need to work and communicate just as if they were in the office, they can be where it matters most - with our future customers.
For outbound desk sales, it's important to balance sales effectiveness with compliance and cost management. We're also dealing with more complex multi-channel inbound Sales enquiries, so my desk-based Sales agents need access to the organisation's knowledge and human resource through back office integration and unified communications. We use a unified contact centre solution as the foundation for our inbound and outbound Sales function.
Today, Sales leaders are working closely with their IT peers to take advantage of ICT solutions that facilitate both desk and field Sales activity, help accelerate deal closure and enable up-to-date pipeline visibility.
Burning questions
- How does your sales force engage with your target markets?
- Is your sales force largely office-or road-based, or a combination of both?
- How do your road warriors communicate and access corporate resources like CRM when they're on the move?
- Are your sales decision-making and order processes supported 'at the edge' on mobile and remote working devices?
- How do you think technology can improve the efficiency and effectiveness of your Sales force?
- How does your sales force engage with your target markets?
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Paul Caris, IT Director, Taylor Wimpey
Azzurri’s managed service enables us to deliver maximum operational support to our construction teams, so they can concentrate on completing high quality building projects on-time and on budget, helps us to increase profit margins.