My 3 Favourite Features on NetSuite – From the Perspective of a Sales “Geek”
I have a bespoke KPI scorecard which helps me measure my chosen KPIs and compare them on a week by week basis. This includes information such as:
- Number of phone calls made
- Number of proposals issued
- New leads added
- Decision makers spoken to
- Opportunities won and lost this month vs same month last year
I find this really motivating… mostly because I am competitive. Even when I am only competing with myself, I want to “beat” my previous weeks’ efforts. This drives my behaviour towards a better version of “me”.
NetSuite’s opportunity management is really really good. I can track lots of valuable information such as:
- Expected close date
- Weighted pipeline
- Date of next action
- What the next action should be
- Win/loss reason
- Lead source
This really helps me understand several key things in my business like: when do we lose deals, why we lose deals, why we win deals, where do our best leads come from, how many times on average do we speak to our potential customers before they convert, what’s normal for me, what’s normal for the company, are we performing well or below average for our “standard”?
This kind of stuff is really crucial in any sales department when it is easy to slip below par without realising it. And it’s GREAT for managing sales people – and more importantly for getting them to manage themselves. I’ve set mine up so that it flags in red if I have missed a “next action” date – I’m always motivated to clear the red stuff out of there!
Microsoft Outlook Integration
Upon receiving a client email, here was the process I had to go through before I started using NetSuite:
Read email > cut body of email > exit Outlook > open CRM > search for client record > open relevant record > create new note > paste email into note > carry on with day job
Now I do this:
Read email > check the button on the side of my screen which allocates it to a NetSuite client record > carry on with my day job
Not only that, but because the integration is two way, I can send an email to a client directly from NetSuite and it will also post into Outlook. When I receive the reply it posts in both locations – back and forward ad infinitum.
Written by Emma Stewart – Sales Geek at Cofficient Ltd (who provision NetSuite CRM to forward thinking enterprise)
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