How to use Zoho CRM for sales forecasting

 

Use Zoho CRM to jump at business opportunity

 

One key challenge we see our Zoho CRM customers have is in using their sales forecasting module correctly. It is especially important in some industries as it can be a critical tool in managing accounts and sales.

The sales forecasting module of Zoho CRM allows you to see your business’s effectiveness more clearly as well as where you are missing out on opportunities.

An example of an industry that the Zoho CRM sales forecasting module is especially useful for is the spare parts sector of the automotive industry. Using this tool, a spare parts distributor can easily work out the maximum revenue each mechanic can generate in a workshop. By deploying the Zoho Business Intelligence engine we can calculate the maximum revenue each mechanic shop can yield by dividing the revenue by the number of mechanics. This result can then be displayed automatically in Zoho CRM.

Zoho’s dynamic data integration can extend to your accounting system, ERP, distribution system, and inventory system. Once this information is in Zoho CRM, account managers and sales people can see if they are missing out on sales.

What’s more, Zoho CRM can easily display the revenue by account and even by category. You can drill-in even more deeply by displaying the budget per account and per product category. Zoho CRM allows you to go one step further by displaying the category break down by number of orders. You can even see each category by revenue, order number, period of time, and compare the buying pattern to another time period.

Zoho CRM’s flexible interface also allows information to be displayed chronologically. You can display information by month and by year. This allows you to see and compare figures between years and/or months, thus giving you insights into the seasonality of your market.

Details like this provide the sales person the specific knowledge of where each issue is in each account and or when new issue is coming up.

For management, full visibility of trends and patterns can be derived. This helps managers steer the business and increase the effectiveness of their account management. Ultimately, Zoho CRM helps you strike when an opportunity comes up, rather than letting these sources of business be snatched up my competition.

Ilan Gross

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