Our clients in the Yellow Page Industry are unique in that sales reps make a large number of calls every day - usually 10 to 30. A typical CRM system is not viable for this many reports per day. Also, each sales rep has a vast number of customers to call on within a limited time period. Many sales are closed with a single visit. Typically Yellow Page sales reps are company employees compensated by a 100% commission program. These reps need a reporting system that places as little time demands on them as possible - something that is easy to use and most importantly fast. A reporting system that includes productivity tools to assist in the sales process would engage the rep. Due to the short selling period, tracking sales calls in real time is critical. Yellow Page companies face fierce competition from others in the same market as well as the internet making the strength of the sales force the key differentiator to the success of their company.
Let's look at a sales report submitted via a sales rep's blackberry device immediately after a sales call. This report took less than 30 seconds to complete via the FrontRow Sales App:
Mary's sales manager receives this information within a few seconds of it being sent. Her manager immediately sent out a congratulatory note using the FrontRow message center.
FrontRowprovides to the Yellow Page sales rep a reporting system that suits their needs. It is foremost fast and easy to use and includes productivity tools. It provides insights into all customers including contact information and commission opportunity.
Because Yellow Page companies have a set number of weeks to canvas an area, sales reports are critical to provide needed data to measure success at any given time and to be able to compare sales to their final goal and/or to the same time period in the previous year. This information can only come via a sales report. These businesses need to track time, to have an accountable and productive sales force, to identify the number of times a customer has been contacted, to identify accounts who have not been called on, to track sales amounts, day to day forcasting and key sales metrics. The FrontRow system provides all this information and more in real time. We provide to the Yellow Page company two distinct data bases - one centered around the customer providing contact information, revenues lost or gained, forecasts, etc. and a second centered on the sales rep with a focus on providing information to improve the productivity of the rep., insight into rep strengths and weaknesses for training needs, accountability, close ratios, etc.