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Ian Stephens and Gill Walker

Good, accessible CRM generates more sales

Recently I sat down with Ian Stephens of Enrich Training and Development - the guru of sales development training - to talk about whether an organisation should embark on the CRM journey.

You can listen to our converation below.

There are five ways to increase profit – be that at sales, person, team or organisation level:

  1. more leads,
  2. more conversions (leads becoming customers)
  3. more sales per time period per customer,
  4. bigger sales when a customer buys, and
  5. more profit from each sale.

CRM can help with all of these - and you benefit from the compounding effect.  This compounding means that if you improve each of these by 10%, your overall improvement is not 50% but is actually 61%.

Successful CRM will also help with the effort behind sales success and creates the ability to draw out good information so you can make good decisions for your organisation.

Achieving successful CRM requires good quality education throughout the project and this ensures that people get over the 'hump' of changing to a new way of working.  For your end users, it is essential that the training is specific to each user and shows them how to do their job using the new CRM solution.



Opsis is an expert Microsoft Dynamics 365 consulting company. Our focus is your Microsoft Dynamics 365 success - not licence sales or billable hours. As Principal Consultant, Gill oversees all business operations and strategic planning and execution, yet she still believes in offering personal attention to each and every client, so as to understand their needs and offer tailored solutions.  We are based in Sydney, with clients in Sydney, Canberra, Melbourne, Brisbane and across Australia.  We offer Microsoft Dynamics 365 strategy, Microsoft Dynamics 365 scoping, Microsoft Dynamics 365 implementation, Microsoft Dynamics 365 technical support, Microsoft Dynamics 365 advice and guidance, Microsoft Dynamics 365 training and mentoring.