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sales managers with CRM for manufacturing my name is Chad Colette and I'll be your host I lead the marketing team here at legie partners and I'm really excited to be part of this session today as your host I'm here to not only introduce our presenter but the company behind today's webinar LED you partners and when it comes to CRM that is our focus and we're pleased to represent two of the leading Solutions in the world today Salesforce and Microsoft Dynamics CRM and show you the endless possibilities they can provide for the manufacturing industry which is our core specialty here at LED you now before I introduce today's presenter I have just a couple of housekeeping items to cover quickly first today's webinar is being recorded and will be made available on demand after the live session after registered all registered attendees will receive an email this afternoon with an Access Link and in addition you'll be able to access the presentation online at partners.com even though we're scheduled for just 30 minutes today we'd love to hear from you uh during the presentation to ensure the best audio quality though for our attendees we have everyone in listen only mode if you have a question please submit those in the question paint of your go to webinar control panel we'll address as many questions as we can at the end if time does not permit we'll follow up offline that's our promise to you all right so I'm sure I've already eaten them more time than our presenter wanted me to have and I'm pleased to introduce today's speaker Kevin Brown Kevin's been helping sales managers in the manufacturing industry for years harness the power of CRM to achieve incredible results over the next 20 to 25 minutes he's going to focus on six key areas that can really become a true game Cher for you and your organization hopefully everybody can see Kevin on your screen there because it's always nice to put a face to a name so everyone joined me in giving a big welcome to Mr CRM for manufacturing himself Kevin Brown Kevin thanks for joining us today thanks Chad and I hope the picture didn't scare anybody away wasn't expecting that so thank you very much and thank you to everyone on the call today I absolutely appreciate your time this morning um what I want to really be able to do today is focus on you know CRM for manufacturing six key areas um Leu Partners has worked with uh manufacturing customers over the years and have collectively gained a high level of experience in understanding really what manufacturing companies are looking for in terms of a CRM solution and really you know most manufactures going into a CRM project you know there's things that we've learned over time that are some real basic things that many customers are looking for and if I'm a manufacturing uh leader um I'm looking for a cost effective solution one that's very robust and one that can grow with my business at the same time as well as provide information for me to help help uh Drive business decisions so from a manager perspective really these are the six areas that I want to really key in on today and be able to show and highlight um how it's going to be able to benefit you today well my demonstration today will be uh presented uh within Microsoft Dynamic CRM 2015 uh we also have the product available uh soon um hopefully by the end of this quarter early next quarter on Salesforce as well so with that in mind I really wanted to focus on these areas so um let's get out of this PowerPoint and see it in action so here's uh Dynamic CRM and I like to start out with you know goals um every company I talk to they have some sort of goal that they want to meet and in this case what I'm illustrating here is from a corporate perspective what is our goal and what we've been able to do here is by entering in the goals into CRM we've broken this down into quarterly goals rolling up to a year-to DAT total and as you can see our actual what we've met today is 828,000 and change so we're pretty close to our Q2 goal which is great from a company perspective known we have most of September or part of August and all of September to sell yet but now with one click I am able to drill down into my departments and these departments are configurable to meet what you meet your needs needs um with your organization and like at the corporate level we have that same understanding of what the goals are and where we are uh actuals are within each of those departments so that's kind of from the top down looking at the overall organization myself you know as a sales manager managing a sales team what I want to be able to do is understand what my sales team is doing so we have our dashboards here and I'm just going to switch from the corporate View to the salesperson view now as a sales manager I have the ability to now effectively understand where my sales team is at as it is pacing toward goal Chuck he's already exceeded Q2 goal and Well on his way to Q3 Sean I'm gonna have to call him out he's already meet the entire goal for the year but Kevin and Doug I'm a little bit concerned with you know we're already into Q uh going to be going into Q2 and we're not even pacing to get q1 goals so let's see where we can help Kevin out and we can see just like from that corporate level the department level and see where Kevin has done really well in but where we can potentially help him with potentially inside sales or direct sales all of this information comes to life with the entering of uh setting your goals and then the integration with your back office system to bring in your actual goals so now we can effectively understand and assist our sales staff in being able to meet those goals not only at an overall level but also at a department level and if appropriate down to a product segment level as well so that is goals what I would like to do now is change gears a little bit and let's take a look at opportunities and yet another dashboard that's available within CRM really looking at opportunities in a multiple fashion here as you can see in our top left quadrant we have our open opportunities broken down by department and displayed in revenue and you can see from a a pipeline our forecasting standpoint we can see how well we're doing within each of our respective departments next we have it broken down by owner we can see Chuck has pretty nice uh uh amount of open opportunities that he's looking to close and these are stacked ranked with Kevin and Julian Doug so we can see how everyone's doing with than uh their overall opportunity level from an opportunity Pipeline and where we are in our sales process we now have our pipeline available by sales stage and when we hover over each of these we can see what our estimated revenue is per sales stage and we'll come back to the pipeline here in a little bit uh later in our demonstration um to show and illustrate the drill down capabilities and then finally here we have some of our top opportunities by opportunity um actual one opportunities uh what our actual Revenue was uh by department and then um actual Revenue month over month so many ways to display the information from an opportunity as to what's in progress and what has been won currently now if I'm a sales manager and I wanted to work with Kevin and Kevin's going out on some sales calls I've heard from numerous customers that it'd be great if I knew my salesperson was going out to visit a client to be able to see what other clients he would be able to visit on that trip trip and make the most out of that uh day trip to that that uh particular customer well with ledge View's uh CRM for manufacturing we've included our territory management solution and this gives us the ability to be able to understand exactly who we can visit within a particular radius and I'm just going to select Appleton Wisconsin our home uh office here is in Appleton and I'm just going to do a 200 mile radius and I'm show that on a map now very quickly here I see who I can be visiting if I'm traveling to Appleton you'll notice here over in the legend we have the green pen for our accounts those are our customers R our perspective customers so who we're trying to close a deal with um other types of accounts could be hotels restaurants and then blue those are my open leads when we zoom in here we have the ability as I called out Appleton to be able to plan my day so if I'm going to be coming from Green Bay traveling down to appon I know I could stop at litm more restaurants and I could actually schedule an appointment from here the nice thing is is it gives me the ability visually to understand where I am where I'm going to and who I'm have the ability to visit on my way to my customer visit or on my way back but this doesn't only apply to a radius of a location we can select that particular account that we're going to visit if we create a view within CRM and a view is just a list of information maybe I want to take a look at all my accounts within a radius that haven't ordered from me in the last 60 days so long as those views are available and create you're going to be able to put that on uh have that plotted on the territory management solution so in all my years of working with uh sales managers and uh customers while dashboards are great we all seem to gravitate back to reports I want a paper report I want to be able to put my hands on it those sorts of things so with CRM you have the ability to have uh reports and we've created many reports reports that we found to be very useful for manufacturing companies the first report I would like to open is the opportunity close rate report 301 and all I need to do is simply click on run report now the ni thing is there's limited information that I have to enter into to view this report and I'm just going to run this report from the first of the year through today's date and I really want to take a look at all of my sales stages and I want to group these by owner and all I need to do is click on view report and here hopefully very quickly um we'll see this information I've been having oh wonderful I was having issues earlier uh with the report so here we go so this is my opportunity close rate Group by owner and what are wins for each owner headb as well as those that were closed and it's broken down by ratio now I want to illustrate also that we can further drill down right within this report and let's just take a look at this by owner and department and simply by selecting Department as my second group and clicking on view report we're going to have this same report grouped by owner and see what their win count as well as what their close count was base on department and that's going to be broken down by uh revenue and volume as well and in the world of technology we've run into a little delay here my apologies well the nice thing is we were able to at least look at it by owner let's take a look at another report here and hopefully uh we have a a better experience I'm going to utilize sales calls report 900 and let's run that report this is going to give me the ability really again you'll see a common theme here being able to run based on a period and I'm going to have the main group and I'm just going to set this up again by owner and let's take a look at this report the key here is what I want everyone to understand is there are many ways to slice and dice your data within CRM and many of the those capabilities have been um set up within the manufacturing product developed by ledge View and here we have our sales calls and now I can see was out on sales call with blue fine dining I can see what the call objective was what the business update was as well as any action items and that's just giving me a complete view of what he has been doing based on the date ranges that I provided out here now one other key area that customers always ask me about is is how do I know if my my uh users are even using CRM so we've included a CRM usage report that lets me know whether my users are even using CRM you invest money in a a software solution boy are they using it well we've resolved that for you so we can go ahead and pick our date range and um see our our users actually using the solution that we've purchased and put in place for them and it'll be just one more moment and we'll see all of our users who are uh set up as licens users to access CRM not only are they accessing it but what areas of CRM are they accessing leads accounts opportunities contact records cases all of those sorts of things and we can see the frequency of what they're using and once again I have to apologize in a world of technology my report simply is not running here so I hope even with those uh challenges you were able to understand that we have many ways to display your information whether it be on a dashboard or whether it be through a reporting mechanism that is in CRM the next area I wanted to focus on that I called out was on accounts and having that 360 degree view of our accounts so all I do is uh take a list of my accounts here they are these are all my active accounts in CRM and one thing I want to point out that is new within CRM 2015 is this little icon it gives me the ability to view the hierarchy of any of these that have that icon so I'm going to select a better Food Corporation and what this will do for me is it will illustrate those accounts that are related to one another here as we can see this is my account that I selected they are an affiliate or subsidiary of Kroger company but so is Fred Meyer and rs and coincidentally a better Food Corporation has a subsidiary blue fine dining we have a little arrow here and there's another relationship here as well lit more restaurants to fine dining so you certainly have the ability and having that visual looking feel with that hierarchy much the same as you would on a dashboard and see your information uh Illustrated uh graphically so I mentioned a better Food Corporation so let's take a look at uh this particular account they happen to be a customer of ours there is a plethora of information that is on the account screen and with our experience with working with similar customers what we've been able to configure is um many of the key areas in a quick view at the beginning of uh this entity we have all of our account information you know the name what type of account they are their account number number as well as their CRM ID if you're managing by territories if you're assigning accounts to a territory that's handled here as well here's that uh uh parent company Kroger contact information with website phone numbers but then we have this concept of sold to build to and ship to and that's captured here as well when we scroll back up an overall activity summary for this particular account on a better Food Corporation we know what's happening how many open opportunities are estimated Revenue cases at a quick glance but since a better Food Corporation is an affiliate location we see the hierarchy or the account roll up as well right here and gives us the ability to see what the overall uh opportunity uh health of the the organizations are we talked earlier about that sales call report right here are sales calls and with one click we can actually take a look at this pending sales call for Chuck and see uh actually the date of the call was July 1st so this is completed who our account is again and what our objective update you know if there's a business update and what our next to-do our action items are nice thing too is within the sales activity your sales agents right here can capture any expenses that they incurred whether it's air travel mileage hotels restaurants those sorts of things so that's been developed and and is available to have within CRM as well to get back to a better Food Corporation simply click the hyperlink and we're right back to where we had been as we scroll down here there's many more areas that I want to give you at least insight to here's our activities all of our activities whether they're phone calls appointments um you know we leave voicemails uh all of those are listed here collectively here are our contacts as well as the related accounts so when we're looking at that hierarchy earlier not only do we understand a better Food Corporation was a subsidiary of Kroger but we identify that blue fine dining is a subsidiary of a better uh Food Corporation as we scroll down here we have our uh opportunities and cases and this gives us a snapshot as to what is happening within the organization from our openin one opportunity as well as cases that need to be resolved or been processed as we continue to scroll down I mentioned earlier briefly uh integration with your back office accounting system crms can be integrated with um your back office and there's many methodologies in which that integration can happen with the product that we develop for manufacturers um we've uh developed a way to be able to integrate with your back office without the need of a third- party uh integration tool in doing that integration it brings all of that information from your Erp solution from order history your invoice information all right here so your users have a full 360 degree view of what is happening so they're not only looking at what's happening moving forward but also historically what has taken place with the with the company and in many times if an invoice for example was pass du we may want to have a different conversation with our customer as we scroll down here I did want to show speaking about uh invoice history we've also created some very nice dashboards um associated with that so you'll known as first we can segment you know sold to buil to Shi to again what I had referred to earlier and when we see have this information here and we hover over and again this is a demo environment so we only have the current but if we had historical information we could see how they were tracking this year versus last year and again we have that nice little window to show us where we're uh tracking currently on each of these uh um bar charts this happens to be volume and then we can take a look by brand as well uh with what they're buying from us so great information and again this comes to life with that integration with your back office software solution now one other thing I wanted to point out so long as we're talking at the account level is be able to Target certain accounts I personally as a salesperson I always find it easier to sell into a current customer than buying a new one here we can understand the brands that we have sold and the opportunity of other brands that we have available or other products that we have available to be able to sell into that customer and again we have that same built to ship to sold to breakdown and we have that ability to talk to our customers and say you know you're already buying Lisa's Reserve 8 maybe we want to offer you know Lisa Reserve 01 to be able to sell in more product into an existing uh customer additionally we have any equipment that our customers may have um any certifications um or this is important as if any products that were Manufacturing um you know if there's ISO certifications or updated um things that we've done with our product to update um for ISO certification standards those sorts of things those may be important items for us to if uh proactively communicate to our customer that if there's a change within a product how there might be an impact to any of their certifications and then we also have the ability to capture uh the uh competitors uh that may be there within the organization as well so that really gives us the ability to understand what is happening uh within an account and some of the the opportunities that are available there and speaking of opportunities I do want to talk about opportunities because I mentioned earlier about the drill down capabilities of the sales funnel pipeline so with opportunities what's really nice is when we have these views within uh Your solution you have the ability to look at a myriad of different charts and I'm just going to pick the sales Pipeline and this pipeline is representative of these opportunities that that are here so as a sales manager or sales executive maybe I want to understand what's in that final stage of the pipeline I just clicked there now I'm looking at my two opportunities they're in the final stage of nego in the negotiation stage when the estimated Clos date and estimated revenue is okay great let's move up a level and in another click we've just moved back up to that the um the uh proposal stage and now we're looking at those that are in The Proposal stage so very quick to be able to click through these different charts to be able to understand what is happening within each stage of the pipeline now to look at a pip an opportunity all we need to do is open up a particular opportunity and now we're going to be looking at actually what is being sold and in the customer that it's related to you will first notice uh within the opportunity we have our business process flow and we know we're in stage two so we've completed the qualif qualification stage and we're in that develop stage and we have the ability to take a look at what is happening within that opportunity who our customer is along with the potential items that we're selling we can even see that we've sent sample requests to our customer as well as a trial request you're able to manage that within CRM also we en capture our competitive information as I mentioned earlier and then finally here are the products that we're quoting and what's really nice with the solution that we've developed is when we close this as a one opportunity you have the ability to be able to have uh instead of closing out each quote that's open within the opportunity as you'll notice we have three separate quotes here when we close is one not only do we have the ability to pick the winning quote but then CRM will automatically close the open quotes for us so that we don't have to manually go into each quote uh and close them before we can actually close these as a one uh opportunity so I wanted to touch upon cases but I see our time is running short um Chad I wanted to give a moment to see if there were any questions on anything that had come up uh throughout uh the demonstration that can answer quickly on the demonstration before closing things out um nope nope you're you're good Kevin so we got a few minutes left if you want to touch on things okay perfect uh cases uh what's really nice with cases and I won't take very much time here is with any cases those are trouble tickets when a customer gets a product that's damaged or they have an issue or maybe a warranty or repair issue with CRM you're going to be able to open up a case and track that case to resolution um again in a world of technology here we go so here's a list of our act Active cases and really out of the box cases are pretty basic but what we've been able to do for our customers is be able to not only utilize the outof thebox um case entity but now what we've been able to do is when there is a problem for example in this case there was bad paper lab labeling on several bottles within this shipment we have the ability to associate this shipment and specifically this line item or this particular product back to the order and the the particular product on the order as well as the invoice line so we have that ability to capture that information within uh the case and do better analytics and be able to understand was it a a bad product run are there other customers that are going to be negatively impacted because because of this those sorts of things and be proactive with other customers to understand this was a problem on this particular order off of this product line let's see else we got this product line and be able to effectively and proactively work with those customers to resolve those issues so from my end um that's what I want to be able to demonstrate I certainly hope that I was able to give you a very good understanding of you know some of the basics um this is a very high level um overview of s six key areas that we think are very important for sales managers and Executives to have available in a CRM solution I would love to hear from you if you want to schedule a deep dive demonstration with me here is my contact information um again thank you to everyone who joined the call today Chad I'll turn things back over to you thanks a lot Kevin really appreciate it and I hope everybody enjoyed uh kind of seeing those tips live in action versus in theory you know in a PowerPoint so um again for anyone that want to see more of what s from manufacturing can really do the very best way is to connect with Kevin for a personal demonstration you know in less than 30 minutes you really only scratch the surface of all the benefits that sales managers and many others can realize with the serum developed specifically for the manufacturing industry uh I want to thank everybody for attending today and remember to watch your inbox this afternoon for our follow-up email that'll contain the link to access the presentation on demand we encourage you to share this with others in your organization and in your network and before we sign off I want to let you know about our serum uh for manufacturing series will continue next month with a focus on the day-to-day sales user and we'll also be offering special live sessions um focused on manufacturers at our 2015 CRM Conference October 22nd in Milwaukee Wisconsin we'd love to see you there so thank you very much for attending and and have a great day