Sales productivity

Sales Productivity is an increasingly important issue for organizations that want to get the most from every dollar of their sales expense. But the days of thinking that sales productivity can be measured by the number of sales achieved out of a certain number of calls are well and truly gone! Achieving sales productivity is therefore a complex issue. An important part of productivity is getting organized, setting a clear direction and communicating your sales goals to people in a meaningful way.

Lead Generation
In marketing, lead generation is the generation of consumer interest or inquiry into products or services of a business. Leads can be generated for purposes such as list building, e-newsletter list acquisition or for sales leads. The methods for generating leads typically fall under the umbrella of advertising, but may also include non-paid sources such as organic search engine results or referrals from existing customers.
Businesses strive to generate 'quality' leads.Lead generation is the process of creating sales leads which might convert into sale for the company.The leads may come from various sources or activities, for example, digitally via the Internet, through calls, through advertisement and list purchase. Companies may also rely on referrals, telemarketers, and advertisements to generate leads.
 
Prospect Scoring
Sales prospects are potential customers for a given company that have gone through a process of qualification and who have expressed at least a small amount of interest in doing business with the company. The typical sales representative is very attracted to the sales prospect, in that much of the groundwork is already in place for making a sale and securing a new customer for the business. A properly qualified sales prospect has an excellent chance of earning sales for the salesperson and moving on to become a recurring customer of the company.


Opportunity Scoring

Opportunity management (OM) is a multiple stage process that has been defined as a process to identify business and community development opportunities that could be implemented to sustain or improve the local economy.Opportunity Management is an on-going commitment to come together, discuss ideas and continuously work together to drive initiatives forward. Opportunity Management is a collaborative approach to economic development and business development. It is a process that is put in place to produce tangible outcomes.

Next Best Action
Next-best-action marketing (also known as best-next action or next-best activity), as a special case of next-best-action decision-making, is a customer specific marketing paradigm that considers the different actions that can be taken for a specific customer and decides on the ‘best’ one.The Next Best Action (an offer, proposition, service, etc.) is determined by the customer’s interests and needs on the one hand, and the marketing organization’s business objectives, policies, and regulations on the other. This is in sharp contrast to traditional marketing approaches that first create a proposition for a product or service and then attempt to find interested and eligible prospects for that proposition. This practice, direct marketing, typically automated in the form of a campaign management tool, is product specific.


Order & Sales Management

The sales order, sometimes abbreviated as SO, is an order issued by a business to a customer. A sales order may be for products and/or services. Given the wide variety of businesses, this means that the orders can be fulfilled in several ways.A sales order is an internal document of the company, meaning it is generated by the company itself. A sales order should record the customer's originating purchase order which is an external document.
Rather than using the customer's purchase order document, an internal sales order form allows the internal audit control of completeness to be monitored as a sequential sales order number can be used by the company for its sales order documents. The customer's PO is the originating document which triggers the creation of the sales order. A sales order, being an internal document, can therefore contain many customer purchase orders under it.

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