Executing this is not as easy as it sounds. Let's assume that every customer interaction -- regardless of whether a transaction results -- goes through a lifecycle: engage (capture mindshare) --> transact (make deal) --> fulfill (deliver product or service) --> service (post-sale service and support). The participants in this lifecycle must all capture customer information, not only for the sales rep to have a panoramic view of all...
customer interactions, but also for every lifecycle stage to represent an opportunity to re-engage.
Although it is very common for a business to operate on more than one channel, invariably the businesses that will maintain the best long-term customer relationships are those that create a "pervasive" customer relationship – meaning those whose customer interactions are coordinated among channels and are meaningful to the customer (according to the customer's point of view). A pervasive relationship is an "always on" conversation, or a "dialog," which transcends individual transactions and interactions across all channels. The dialog is informed by the panoramic customer view and a customer's strategic value, and is considered by the customer to be useful, unobtrusive, personal, and respectful. Organizations with misaligned, poorly coordinated, or competitive channels can be perceived as "bombarding" clients and prospects with disjointed interactions.
Ultimately, this is why sales reps (and the rest of the organization) must use the CRM system once a prospect becomes a customer.
Related Q&A from Liz Roche
One reader asks, "Can you offer some suggestions on effective sales incentive programs for call center agents?" Read Liz Roche's advice on providing ...continue reading
Before you evaluate sales force automation (SFA) software, be sure to have good business requirements in place, Liz Roche cautions in this expert tip.continue reading
Get started with a sales methodology in this expert tip from Liz Roche, salesforce automation expert.continue reading
Have a question for an expert?
Please add a title for your question
Get answers from a TechTarget expert on whatever's puzzling you.