Manage the sales team's target customer, activity, opportunity, offer, contract, and order processes in a collaborative work environment.
Direct Sales Management (DSM) links the daily activities of the sales team to the company's business goals and operational capacity. It makes it clear what stage each target customer is in, who is managing them, and what the next appropriate action should be.
The process extends from target customer acquisition to order delivery; visits, opportunity value, offer terms, contractual obligations, and order status are all monitored within the same sales context.
Sales forecasting, quotas, and performance analysis.
Balance standard processes with business flexibility.
Sales stages, required information, and approval rules create common standards. Alternative workflows can be defined for variations in customer, product, industry, and sales type.
Traceability from activity to outcome.
It should be possible to track which opportunity a visit is based on, which customer need a proposal addresses, and which contract an order is based on.
Make exceptions visible.
Long-stalled opportunities
Offers that are about to expire
Prices and discounts awaiting approval.
Unsigned contracts
Orders that are blocked on credit or risk.
Deliveries delayed due to stock or capacity issues.
Support your direct sales team not just as users who record activity, but as a responsible organization that manages business promises made to customers within company processes.