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ZOHO Sales Force Management

Sales Force Management is included in Zoho CRM.  It empowers the sales force, executives, and management with sophisticated sales force automation functions such as, lead generation & qualification, sales pipeline analysis, sales stage & probability analysis, competitor analysis, real-time sales forecasting, sales quota management, sales reports & dashboards and other useful metrics. These functions give a business an opportunity to completely focus on customer life-cycle (lead generation - acquisition - conversion - retention - loyalty) rather than sales process, thus increasing sales revenue.

Zoho CRM has sales force automation modules such as, leads, potentials, accounts, contacts, and sales-forecasting. You can accurately track all business opportunities and close more deals in less time. Additionally, you can identify bottlenecks in the sales process in advance, thereby effectively utilize existing customer data for future cross-selling and up-selling opportunities.

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Sales Force Automation Features
  • Lead Management
  • Opportunity Management
  • Account Management
  • Contact Management
  • Sales Activity Management
  • Sales Forecasting
  • Sales Quotes

Lead Management

  •  Manage leads end-to-end (from creating leads to converting them into opportunities)
  • Capture leads directly from your Web site using Web-to-lead form.
  • Import leads from external sources, such as Web downloads, trade shows, seminars, direct mail, and other types of campaigns
  • Set up lead assignment rules to automatically assign leads to the sales force in your sales organization
  • Qualify leads to next stage based on the information captured in lead details. Once leads are qualified for prospecting stage, convert them into sales opportunities, accounts, and contacts with a single-click
  • Customize lead management per the organization sales process
  • Support for Skype within leads and contacts data. Telephone numbers or Skype user names stored in leads and contacts can be automatically dialed with a single click
  • Standard reports and dashboards bundled for a fast learning curve. You can also create fully customizable lead reports and dashboards.
  • Export leads data to spreadsheet software for further data analysis

Opportunity Management

  • Track all sales opportunities end-to-end in a sales cycle
  • Import Potentials from other Business/CRM solutions and services
  • Associate opportunities with accounts, contacts, activities, and other modules to have a better visibility on the opportunities (360 degree view)
  • Track competition on each business opportunity
  • Analyze the sales stage and probability of winning deals
  • Intuitive Sales Funnel chart to analyze the pipeline and eliminate any bottlenecks in the sales cycle
  • Alert the intended audience in your organization when a big deal closes (big deal alert) or is nearing completion
  • Set up sales escalation process through Workflow rules to reduce the bottlenecks in the sales cycle
  • Generate quotes, sales orders, and invoices from the potentials
  • Export opportunities to spreadsheet software to analyze the sales pipeline and quickly identify the bottlenecks if any

Account Management

  • Track all accounts and related contacts, opportunities, cases, and other details from a common repository
  • Specify parent-child relationships between accounts and their subsidiaries or other divisions
  • Generate quotes, sales orders, and invoices for the accounts
  • Track purchase history of the customers and analyze opportunities for up-selling and cross-selling in future
  • Identify referrals from accounts and contacts for promoting new products and services
  • Store account and contact-related notes and documents in the account history
  • Export accounts to spreadsheet software to analyze the buying patterns of a customers and set up loyalty programs

Contact Management

  • Track all contacts and related opportunities, cases, activities, and other details
  • Manage hierarchy of contacts within your customer company to have a better coordination while dealing with customers
  • Import contacts from external sources CRM and other business applications
  • Set up contact assignment rules to automatically assign contacts to the sales force in your organization
  • Export contacts to spreadsheet software for further data analysis
  • Synchronize contacts between Zoho CRM and Microsoft® Outlook® using the Zoho CRM Outlook Plug-in

Sales Activity Management

  • Log all important customer-related emails into your CRM account for a quick reference in future
  • Store all the details of customer meetings and calls in an intuitive calendar
  • Manage daily tasks of the users to have a streamlined sales process
  • Invite CRM users, leads and contacts for public events
  • Set up recurring events with daily, weekly, monthly and yearly frequencies

Sales Forecasting

  • Estimate how much revenue you can generate in each fiscal year
  • Identify the sales persons who met their targets for fiscal quarter/year
  • Predict the revenue generation for the forthcoming quarters
  • Create fully customizable forecast reports and dashboards

Sales Quotes

  • Track outstanding sales quotes from your prospect Accounts
  • Add line items to the quotes and update subtotal, taxes, adjustments, and grand total amounts
  • Select different prices for the same product as per your customer segmentation
  • Create printer-friendly sales quotes and send to the prospects through Zoho CRM inbuilt email service
  • Avoid duplicate work by dynamically displaying the billing and shipping addresses of the prospect
  • Customize sales quotes as per your organization's requirements
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