In any business, the ability to consistently grow revenue is a crucial step in the organization's long-term success, and an efficient and effective sales process is a key driver of revenue growth.

The Solution: Sales Force Management

Column’s Sales Force Management (SFM) application, part of the Column Customer Relationship Management (CCRM) suite, is a key component of a successful sales strategy. It involves key areas such as:

• Lead, opportunity, and account lifecycle management
• Product catalogs, price lists, products owned, and quote generations
• Dynamic process models to support your business
• Powerful analytic capabilities

Sales Force Management (SFM) Capabilities

Contact and Account Management

Provides a 360-degree view of your contacts and accounts, with visibility into activities, related opportunities, products owned and quoted, and logged customer service records.

Leads Management

Delivers tracking and management capabilities for lead classification, approval, and assignment to help convert leads into opportunities and sales.

Opportunity Management

Allows sales representatives and sales managers to focus on the right opportunities at the right time, associate products and services with an opportunity, and identify competitors for the best sales strategy.

Quota Management

Allows sales management to set goals and see quota progress.

Quote Generation and Versioning

Includes a full-featured, configurable quote generator that supports varying discounts, taxes, and pricing models.

Configurable Process Model

Configure process lifecycles so the system supports your processes for things like leads and opportunity management.

Embedded Dashboards

Monitor key performance indicators on a single screen. Create engaging high-level or drill-down data views without paging through multiple reports.

Operational Reporting

Offers comprehensive analytics that allow you to track lead conversion ratios, sales force productivity, etc.

Sales Force Management Features

• Completely browser-based user interface
• Built on BMC Remedy AR System — proven enterprise platform
• Adaptable data driven workflows and processes
• Robust permissions at data, column, and row levels
• Pre-built Web Services interfaces for quick integration to outside systems

Sales Force Management Benefits

Increase Sales Efficiency

Provide customer-centric lead or opportunity information with all related information quickly at hand to drive educated and informed sales decisions.

Reduce Sales Lifecycle

Consolidate sales information into one console, automate tasks and reminders, and manage the process using electronic approvals, escalations, and reporting.

Improve Visibility

Capture all correspondence and work information related to your sales process in one location specific to the opportunity, contact, and account.

Improve Metrics

View management dashboards and run operational and executive reports directly from application forms.

To learn how Column's Sales Force Management can improve performance while reducing costs and risk, you can contact a Column office, have Column contact you, or chat with a Column representative.