April/May 2002 |
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Message from the PresidentIncentive Plans Work - So Be Careful FeaturesMicrosoft Great Plains Introduces Microsoft CRM New Configuration Engine Supports Microsoft Commerce Server 2002 |
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Incentive Plans Work - So Be CarefulOne of the beauties of good sales people is that they do exactly what their compensation plans give them incentive to do. If your sales team is not exhibiting the behaviors you sought, maybe it is time to review your commission and bonus structure. You may actually be rewarding the wrong things. Here are some of examples of where plans can unintentionally go astray:
The good news? Most sales managers were successful sales people earlier in their careers, so incentive compensation is very familiar to them. The bad news? With pressures to perform and analytical tendencies from top management, it is easy to get away from the basics that worked for you - and still work today. Among your Spring tune-up tasks, include a review of your compensation plans. You will be sure to get what you asked for, so be sure to ask for what you want. - Mark E. Engelberg Salesforce.com Creates Offline Edition
Available in Q2 2002, Offline Edition is designed to work just like you do. When you need to go on the road, you can readily take your key account, contact, and opportunity information with you, so you can continue to work on critical customer and deal information - all via the same easy-to-use, browser-based interface that you're used to with salesforce.com. And when you're back in the office, or connected to the Internet in your hotel room, Offline Edition automatically updates your records with unprecedented ease and convenience so that the latest information is always on hand. Best of all, salesforce.com lets you throw away your paper and Excel-based crutches for good. Unlike Excel-based solutions, Offline Edition loses nothing in translation and allows you to maintain all the multi-dimensional custom relationships that you get with our full-featured CRM solution. And because Offline Edition uses the same salesforce.com user interface, there are no steep learning curves or training gaps, and your sales team can be up-to-speed immediately. Just imagine. Your sales team has never been this prepared or productive on the road. Call your salesforce.com sales representative today to learn more. For more information on salesforce.com Offline Edition, please
send
us a note. Third Party Add-on ProductsDid you know that we have many third-party products available for SalesLogix and our other CRM products? They perform many valuable functions that go far beyond the abilities of the standard "out-of-the box" products. We have HTML email systems (like the one we use to email this newsletter from SalesLogix), telephony integration systems, de-duplication utilities, report creation, data import, and many more. To see our full listing, click here. |
Introducing Microsoft Customer Relationship Management
Designed specifically for small and medium-sized businesses, Microsoft CRM will handle the full range of Sales and Customer Service functions, and will allow you to access key customer and sales information from Microsoft Outlook® and the Web, so you can get up-to-date information from wherever you are, whenever you need it. More information is available on our web site. As more details are released, we will keep you informed. Please contact us if you would like specific information or would like to attend an upcoming Compulan seminar on Microsoft CRM. New Configuration Engine for Microsoft Commerce Server 2002
The SalesLogix Configuration Engine integrated with Microsoft Commerce Server is aimed at companies that need to apply complex configuration and business rules to any business-to business (B2B) or business-to-consumer (B2C) website. Imagine having a "Virtual Concierge," or product expert on your storefront to allow customers to select and purchase complex products or services error-free. It's a great way to present the customer with custom cross-sell and up-sell options, too. For more information about Configuration Engine, visit read the full press release on www.compulan.com, or send us an email requesting the particulars. Tips & Trickssalesforce.com users To add color to custom field labels, add HTML strings into the field name. Let's say you have a custom field on Leads tab called "Product Type." It appears on the system now as "Product Type." Change the name to be "<font color=red>ProductType." Once you save the edit, the field name will show up as "Product Type." Use this to highlight important fields or to organize dense field layouts. One caution - the HTML takes up space in the limited-length field name, so choose short field descriptors and short color names or you'll run out of room. Deep colors work best, and you can make them bold by adding a <b> in front of the string. Contact us for more help, including where to locate an HTML color table. SalesLogix users Associate Inbound and Outbound Emails to Opportunities (in SLX 5.2 SP2a). When you're receiving or sending an Outlook e-mail to a prospect or customer, how do you associate that e-mail to an Opportunity? How can you easily schedule a follow-up phone call? How do you assign that e-mail to a different contact than who you sent the e-mail to? In 5.2.2, go to Tools > Options > E-mail tab and change the "Record to History" option from "Do not Prompt" to "Prompt", send an e-mail with the Send SLX button (or use the SLX Logo Ball) and you'll see a "Complete E-mail History" dialog pop-up with the contact and account pre-populated. From this view, you can associate the e-mail to an Opportunity, select a Follow-up, and/or assign the e-mail to a different contact entirely. Training BulletinDid you know that training is one of the highest pay-back investments your company can make? End users and administrators alike can increase productivity and make corporate data more valuable by learning the best ways to use your CRM system. Compulan offers a variety of training sessions. In addition to standard classes, we can put together a special curriculum unique to your organization. Our in-house facility accommodates classes of up to 15 students with an individual workstation for each student. Visit our Web site to view the latest courses and register for a class. |
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Because
mobile users need to work offline, salesforce.com has developed
Offline Edition. Whether you are on a plane or in your most important
customer's lobby, salesforce.com Offline Edition makes it easy for
you to stay ahead of your game - totally unplugged.
By
the fourth quarter of 2002, Microsoft will make an epic addition
to its already robust Customer Relationship Management offering
(eEnterprise Field Service, and Great Plains Siebel Front Office)
by introducing Microsoft® Customer Relationship Management to its
CRM line-up. Microsoft CRM will help you increase sales and
provide top-quality customer service—resulting in profitable customer
relationships.
SalesLogix
recently announced the availability of SalesLogix Configuration
Engine v.4.0, now available for Microsoft Commerce Server 2002.
SalesLogix Configuration Engine offers out-of-the-box integration
with Commerce Server and can be administered directly from the Commerce
Server Business Desk. Configuration and/or business rules, along
with a "guided selling" user interface, can easily be
applied to the Commerce Server catalog through the direct integration. |
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