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Many successful sales organizations rely on sales software and web applications to improve their sales success. Online sales tools allow sales representatives to access greater volumes and media-rich (multimedia) information faster than previously possible – driving increases in sales. Intranet tools vary from applications that allow the sales force to enter and access customer data, track sales leads, forecast sales and profit margins, schedule joint meetings and more.
Intranet benefits to corporate sales include:
- Better and faster responses to customer RFPs
- Better customer service leading to more sales
- Reduced time to market for promotions
- Increased collaboration amongst sales people
- Enhanced collaboration between reps and customers
- Migration of sales brochures to the web
Although some would argue that the improved sales come from very specific applications, and not the intranet itself, the intranet or portal can directly lead to increased sales revenue. And yet without the intranet, many applications get very little use. Why do stores like the Gap, Target, Nordstrom’s, etc. locate in malls? Malls exist because they attract a lot of shoppers and therefore retailers like the Gap are willing to pay a lot of rent to realize the sales and ROI that come from those shoppers. If the shopping mall doesn’t exist, a lot of retailers lose out. The stores don’t get the sales, and they don’t get the ROI.
The intranet benefits applications as the mall benefits stores. Intranets drive traffic to applications which reap the big ROI.
Cisco Systems has a sales intranet dashboard that features all the information any sales rep needs to know. The sales dashboard or home page includes:
- Sales programs
- Products & services
- Sales support
- Commerce agents
- Proposals
- Training & events
- Forms & resources
- Compensation information (commissions)
- Expense reporting
- Etc.
For Cisco sales employees, its more than just one tool or application – all the tools and requisite information are found in one place, on the intranet.
Ketchum (one of the world’s largest PR firms) deployed the Plumtree portal to help employees work faster and smarter – and to increase sales for the company.
Using an independent research firm, META Group, it was estimated that the collaboration and productivity gains from using the portal would help increase sales and grow more accounts. META estimates that the Ketchum portal – myKGN – could lead to revenue growth between 0.5% (conservative estimate) and 5% (liberal estimate). Using 2000 revenues of $168 million as a baseline and a compound annual growth rate of 10%, Ketchum can increase its sales by $18,350,640 (using moderate estimates) over three years.
SodexhoNet, the intranet home of Sodexho USA, features an innovative and successful sales lead program called SuperSleuth. SuperSleuth is an intranet web page and application that encourages employees to submit sales leads and prospective clients via the intranet. The SuperSleuth intranet page generate cash rewards of up to $1000 for the person making the submission. Sodexho says it has contributed to a 100% increase in sales leads in the past year. Let me repeat: a 100% increase in company sales leads. In fact, the SuperSleuth tool has led to US$90 million dollars in managed volume (net client sales including sales by client). Proof positive of a killer application.
Often an intranet design or deployment is a sales job in itself in most organizations. Many still view the intranet as a cost center, a necessary cost of business. However, building a sound business case that touts the many benefits of an intranet including the direct benefits to corporate sales can help any business case sing.
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