Wednesday 7 January 2015

Analytical CRM or how CRM software with Business Analytics tools integrated can boost your business

Starting from 2008, analytical CRM begun to impose itself as suitable CRM software in companies. One of the first crises effects was the need of figures analysis, real time vision on ROI in order to better manage business ‘difficult moments and situations .

Analytic CRM monitors 2 measure criteria:
- Time management
- Balance between sales and purchasing  plus production costs

Analytic CRM study case

In order to illustrate this article we’ll use cloud based CRM, Simple CRM.

Analytic CRM: Time management 

Proper time management for managers and employees it the major challenge for any company because time is a raw material for any worker.

Analytic CRM will allow you to evaluate if one employee is under or overloaded with his workload.This evaluation serves in panning management or for project meeting of success and fail analysis.

Simple CRM example:  on Simple CRM desktop we can observe task that are open (in red), finished (in green) or ongoing (in yellow) from D-14 to D+14 (14 days before and after today).

The pie chart displays clearly that this employee has not enough workload, so is under loaded because his open task are very few. We   can therefore estimate that he can receive more task and work responsibilities.

Second chart view by Simple CRM is workload assignment based on work type.  We can see for this employee (that works with the sales department) has task that doesn’t correspond to his job.  A sales person has added value for sales or here he’s not making a good use because he has too many
administrative or delivery tasks.  With this Simple CRM char view you can reschedule you tasks in order to make a good use of all of your employees.

Analytic CRM: Balance between sales and purchasing plus production costs

To sale is very well. To sale with lost is very bad. To sale with profit is perfect.

In order to avoid lost and to privilege profit it’s essential to have a complete view on sale price in balance with purchasing caused by this sale and/or production costs for this sale.

Simple CRM example: a sales person sold a bracelet.  Sales interaction was encoded, then purchasing that bracelet also and the delivery price was added. We can easily see the real profitability of this sale.

But if you have production tasks such as installing a window (if you work in constructions field), with Simple CRM and your mobile phone you can insert arrival time at work area, press on START (Simple CRM mobile phone apps) and at the end of your activity press on STOP. Based on your hourly work cost, Simple CRM calculate the total labour cost for this activity and you can see the balance between the sale, the production /purchasing of the window and the labour cost for installing it.

This analysis mechanism is important for companies that are working on closed based project, meaning project sold based on a time estimation, with a fixed price even if it take more time than initially proposed to do it.

Starting from now a sales person can define a better price policy based on efficiency thanks to analytical CRM.