Incorporating Real-Time Channel Sales Data into Native Salesforce Applications
As an organization expands its business channels, it becomes increasingly important that its customer relationship management data is in a unified and easily accessible place. With organized channel sales data, sales reps don’t have to waste their time locating contact information and account reporting from different sources.
It is because of this need that CRM products, like what Salesforce.com offers, are becoming more and more prevalent in serving as the industry standard for strategic partner management.
Importance of Channel Sales Data and POS Information
As powerful as Salesforce.com is in providing tools to easily create automated workflows, custom account records, views, and reporting, its default setup lacks one of the most significant data sets required to truly analyze an organization’s bottom line—channel sales data or point of sale data.
Channel sales data is vital to channel sales professionals because, in order to be effective in future sales and marketing efforts, they need to know the key elements of their customer base: who they are, what they’re buying and how much of it. In order to provide a complete picture of channel sales activity, the sell-through data should be available in the same system as customer data.
Computer Market Research understands the importance of a cohesive PRM effort. The company has created an interface that incorporates all aspects of viewing revenue data by account, territory, and product line, as well as built-in tools for better managing opportunity reconciliation. This interface — the CMR SalesSource™ app — is available on the
Salesforce App Exchange.
The app enhances Salesforce with sales summary data that has been analyzed by a team of channel experts. This integration allows users to see both their customer data and POS data without having to switch back and forth between systems.
Useful and Easily Operated SalesSource Dashboard
When employees log in to Salesforce with the installed CMR SalesSource™ app, their initial view includes a customizable dashboard with concise information based on sales data, reseller performances, and recurring product trends.
Today, Salesforce.com is rapidly becoming the preferred tool for managing customer relationships. However, it neglects to include what all channel sales organizations require to truly evaluate partner performance metrics — the sales activity. CMR’s SalesSource™ application closes the gap by addressing this very shortcoming. It offers full channel visibility and control to the key players that require it, giving them a competitive edge in true customer relationship management.