CRM - October 2009 - (Page 42) Driving Bigger Sales Down Under The TAS Group steers FleetPartners toward its sweet spot with an influx of higher-quality deals n a tight economy, what sales pro- that best suited each person’s skill set. Trevaskus then set out to locate a fessionals consider their “A” game has to be even more potent than CRM system that worked not only for his before. Having salespeople head business-development employees but also out onto the road blind—without proper for the relationship managers—and the training, a solid methodology, or ade- answer, it turned out, was already in place: quate structure—is no longer an option. Salesforce CRM.“It’s a great system, but it Adam Trevaskus, director of sales and wasn’t being used well,” he says. “It wasn’t marketing at FleetPartners, a fleet-leasing maximized in my organization.” After hiring a Salesforce CRM specialcompany in Australia, pondered these issues when he first assumed his role in ist to manage the database and retrain employees on the CRM appliApril 2008. Four weeks spent cation, Trevaskus says he had evaluating the sales department, “There was no he recalls, were enough to reveal particular discipline to find a sales methodology that, as he puts it, “would that the systems, processes, and work across the board.” overall structure used were not or methodology Enter The TAS Group, a aligned to what he felt was nec- being applied in the Seattle-based provider of sales essary.“There was no particular sales area.” performance automation, discipline or methodology which offered Trevaskus more than mere being applied in the sales area,” he says. The first step, Trevaskus says, was to training: FleetPartners got Dealmaker, a alter management and structure to make virtual training and sales performance sure everyone was working in an area platform that has out-of-the-box inte42 CUSTOMER RELATIONSHIP MANAGEMENT | OCTOBER 2009 I gration with Salesforce.com (as well as with Oracle CRM On Demand and Microsoft Dynamics CRM On Demand). “That would encourage people to use Salesforce.com even more, and give them another reason to go to the system,” Trevaskus says. “If, as part of sales methodology, you can discern existing accounts, win new ones, and increase penetration in existing ones using Dealmaker, the methodology is beautifully simple.” Implementation, according to Trevaskus, was not difficult on the software side, due to the productized integration with Salesforce.com. “We had our fulltime database manager then trained as an administrator of Dealmaker so he could make changes on the run if we needed to tweak anything,” he says. What took a bit more time, but was worth the effort, was developing the questions and qualifiers sales professionals would have to ask and enter into www.destinationCRM.com http://www.Salesforce.com http://www.Salesforce.com http://www.Salesforce.com http://www.destinationCRM.com Table of Contents for the Digital Edition of CRM - October 2009 CRM - October 2009 Contents Front Office Feedback Reality Check Customer Centricity The Tipping Point Who Do You Trust About Trust? Required Reading: In Us We Trust CRM on Twitter That’s Not Fair! First Star I Tweet Tonight Required Reading: Measuring Your Marketing The Cure for the Common Virus Mistaken Metrics The Evolution of E-Learning Driving Bigger Sales Down Under Marketing to the Money Men Analytics Are Just the Ticket Secret of My Success Re:Tooling Scouting Report Pint of View CRM - October 2009 CRM - October 2009 - CRM - October 2009 (Page Cover1) CRM - October 2009 - CRM - October 2009 (Page Cover2) CRM - October 2009 - CRM - October 2009 (Page 3) CRM - October 2009 - Contents (Page 4) CRM - October 2009 - Contents (Page 5) CRM - October 2009 - Front Office (Page 6) CRM - October 2009 - Front Office (Page 7) CRM - October 2009 - Feedback (Page 8) CRM - October 2009 - Feedback (Page 9) CRM - October 2009 - Reality Check (Page 10) CRM - October 2009 - Reality Check (Page 11) CRM - October 2009 - Customer Centricity (Page 12) CRM - October 2009 - Customer Centricity (Page 13) CRM - October 2009 - The Tipping Point (Page 14) CRM - October 2009 - The Tipping Point (Page 15) CRM - October 2009 - The Tipping Point (Page 16) CRM - October 2009 - Who Do You Trust About Trust? (Page 17) CRM - October 2009 - Required Reading: In Us We Trust (Page 18) CRM - October 2009 - Required Reading: In Us We Trust (Page 19) CRM - October 2009 - CRM on Twitter (Page 20) CRM - October 2009 - That’s Not Fair! (Page 21) CRM - October 2009 - First Star I Tweet Tonight (Page 22) CRM - October 2009 - Required Reading: Measuring Your Marketing (Page 23) CRM - October 2009 - The Cure for the Common Virus (Page 24) CRM - October 2009 - The Cure for the Common Virus (Page 25) CRM - October 2009 - The Cure for the Common Virus (Page 26) CRM - October 2009 - The Cure for the Common Virus (Page 27) CRM - October 2009 - The Cure for the Common Virus (Page 28) CRM - October 2009 - The Cure for the Common Virus (Page 29) CRM - October 2009 - Mistaken Metrics (Page 30) CRM - October 2009 - Mistaken Metrics (Page 31) CRM - October 2009 - Mistaken Metrics (Page 32) CRM - October 2009 - Mistaken Metrics (Page 33) CRM - October 2009 - Mistaken Metrics (Page 34) CRM - October 2009 - Mistaken Metrics (Page 35) CRM - October 2009 - The Evolution of E-Learning (Page 36) CRM - October 2009 - The Evolution of E-Learning (Page 37) CRM - October 2009 - The Evolution of E-Learning (Page 38) CRM - October 2009 - The Evolution of E-Learning (Page 39) CRM - October 2009 - The Evolution of E-Learning (Page 40) CRM - October 2009 - The Evolution of E-Learning (Page 41) CRM - October 2009 - Driving Bigger Sales Down Under (Page 42) CRM - October 2009 - Marketing to the Money Men (Page 43) CRM - October 2009 - Marketing to the Money Men (Page 44) CRM - October 2009 - Analytics Are Just the Ticket (Page 45) CRM - October 2009 - Secret of My Success (Page 46) CRM - October 2009 - Re:Tooling (Page 47) CRM - October 2009 - Scouting Report (Page 48) CRM - October 2009 - Scouting Report (Page 49) CRM - October 2009 - Pint of View (Page 50) CRM - October 2009 - Pint of View (Page Cover3) CRM - October 2009 - Pint of View (Page Cover4) http://www.nxtbook.com/nxtbooks/crmmedia/crm0513 http://www.nxtbook.com/nxtbooks/crmmedia/crm0413 http://www.nxtbook.com/nxtbooks/crmmedia/crm0313 http://www.nxtbook.com/nxtbooks/crmmedia/crm0213 http://www.nxtbook.com/nxtbooks/crmmedia/crm0113 http://www.nxtbook.com/nxtbooks/crmmedia/crm1212 http://www.nxtbook.com/nxtbooks/crmmedia/crm1112 http://www.nxtbook.com/nxtbooks/crmmedia/crm1012 http://www.nxtbook.com/nxtbooks/crmmedia/crm0912 http://www.nxtbook.com/nxtbooks/crmmedia/crm0812 http://www.nxtbook.com/nxtbooks/crmmedia/crm0712 http://www.nxtbook.com/nxtbooks/crmmedia/crm0612 http://www.nxtbook.com/nxtbooks/crmmedia/crm0512 http://www.nxtbook.com/nxtbooks/crmmedia/crm0412 http://www.nxtbook.com/nxtbooks/crmmedia/crm0312 http://www.nxtbook.com/nxtbooks/crmmedia/crm0212 http://www.nxtbook.com/nxtbooks/crmmedia/crm0112 http://www.nxtbook.com/nxtbooks/crmmedia/crm1211 http://www.nxtbook.com/nxtbooks/crmmedia/crm1111 http://www.nxtbook.com/nxtbooks/crmmedia/crm1011 http://www.nxtbook.com/nxtbooks/crmmedia/crm0911 http://www.nxtbook.com/nxtbooks/crmmedia/crm0811 http://www.nxtbook.com/nxtbooks/crmmedia/crm0711 http://www.nxtbook.com/nxtbooks/crmmedia/crm0611 http://www.nxtbook.com/nxtbooks/crmmedia/crm0511 http://www.nxtbook.com/nxtbooks/crmmedia/crm0411 http://www.nxtbook.com/nxtbooks/crmmedia/crm0311 http://www.nxtbook.com/nxtbooks/crmmedia/crm0211 http://www.nxtbook.com/nxtbooks/crmmedia/crm0111 http://www.nxtbook.com/nxtbooks/crmmedia/crm1210 http://www.nxtbook.com/nxtbooks/crmmedia/crm1010 http://www.nxtbook.com/nxtbooks/crmmedia/crm0910 http://www.nxtbook.com/nxtbooks/crmmedia/crm0810 http://www.nxtbook.com/nxtbooks/crmmedia/crm0710 http://www.nxtbook.com/nxtbooks/crmmedia/crm0610 http://www.nxtbook.com/nxtbooks/crmmedia/crm0510 http://www.nxtbook.com/nxtbooks/crmmedia/crm0410 http://www.nxtbook.com/nxtbooks/crmmedia/crm0310 http://www.nxtbook.com/nxtbooks/crmmedia/crm0210 http://www.nxtbook.com/nxtbooks/crmmedia/crm0110 http://www.nxtbook.com/nxtbooks/crmmedia/crm1209 http://www.nxtbook.com/nxtbooks/crmmedia/crm1109 http://www.nxtbook.com/nxtbooks/crmmedia/crm1009 http://www.nxtbook.com/nxtbooks/crmmedia/crm0909 http://www.nxtbook.com/nxtbooks/crmmedia/crm0809 http://www.nxtbook.com/nxtbooks/crmmedia/crm0709 http://www.nxtbook.com/nxtbooks/crmmedia/crm0609 http://www.nxtbook.com/nxtbooks/crmmedia/crm0509 http://www.nxtbook.com/nxtbooks/crmmedia/crm0409 http://www.nxtbook.com/nxtbooks/crmmedia/crm0309 http://www.nxtbook.com/nxtbooks/crmmedia/crm0209 http://www.nxtbook.com/nxtbooks/crmmedia/crm0109 http://www.nxtbook.com/nxtbooks/crmmedia/crm1208 http://www.nxtbook.com/nxtbooks/crmmedia/crm1108 http://www.nxtbook.com/nxtbooks/crmmedia/crm1008 http://www.nxtbook.com/nxtbooks/crmmedia/crm0908 http://www.nxtbook.com/nxtbooks/crmmedia/crm0808 http://www.nxtbook.com/nxtbooks/crmmedia/crm0708 http://www.nxtbook.com/nxtbooks/crmmedia/crm0608 http://www.nxtbook.com/nxtbooks/crmmedia/crm0508 http://www.nxtbook.com/nxtbooks/crmmedia/crm0408 http://www.nxtbook.com/nxtbooks/crmmedia/crm0308 http://www.nxtbook.com/nxtbooks/crmmedia/crm0208 http://www.nxtbook.com/nxtbooks/crmmedia/crm0108 http://www.nxtbook.com/nxtbooks/crmmedia/crm1207 http://www.nxtbook.com/nxtbooks/crmmedia/crm1107 http://www.nxtbook.com/nxtbooks/crmmedia/crm1007 http://www.nxtbook.com/nxtbooks/crmmedia/crm0907 http://www.nxtbook.com/nxtbooks/crmmedia/crm0807 http://www.nxtbook.com/nxtbooks/crmmedia/crm0707 http://www.nxtbook.com/nxtbooks/crmmedia/crm0607 http://www.nxtbook.com/nxtbooks/crmmedia/crm0407 http://www.nxtbook.com/nxtbooks/crmmedia/crm0307 http://www.nxtbook.com/nxtbooks/crmmedia/crm0207 http://www.nxtbook.com/nxtbooks/crmmedia/crm0107 http://www.nxtbook.com/nxtbooks/crmmedia/crm1206 http://www.nxtbook.com/nxtbooks/crmmedia/crm1106 http://www.nxtbook.com/nxtbooks/crmmedia/crm1006 http://www.nxtbook.com/nxtbooks/crmmedia/crm0906 http://www.nxtbook.com/nxtbooks/crmmedia/crm0806 http://www.nxtbook.com/nxtbooks/crmmedia/crm0706 http://www.nxtbook.com/nxtbooks/crmmedia/crm0406 http://www.nxtbook.com/nxtbooks/crmmedia/crm0306 http://www.nxtbook.com/nxtbooks/crmmedia/crm0206 http://www.nxtbook.com/nxtbooks/crmmedia/crm0106 http://www.nxtbookMEDIA.com
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