CRMs is in today’s market are designed for general usage and for a broad range of customers. While this is beneficial for the CRM vendor, this often leaves the customer with a solution that only partially meets their needs. This is especially true for the semiconductor industry, which has several unique complexities associated with its [...]
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So far John McCarthy has created 40 blog entries.
Improving forecast accuracy is a key requirement for any forecasting system, and is one of the most frustrating issues operations and executive teams face when running a business. NEHANET Global Forecasting addresses three key areas that are required to create an accurate forecast. These areas are: Accessibility Data entry environment Availability and the ease-of-use [...]
You are spending a lot of money in R&D creating new products. You should be able to see if your team is making progress turning that investment into new business. Creating real-time visibility relating to new product introductions and/or new strategic initiatives was number five on the VP of Sales list of critical destinations and [...]
This topic, from the list of Top 10 areas of improvement from the VP of Sales study for the semiconductor and component industries, is an aggregation of a number of like responses and included identifying new opportunities within current markets and identifying new markets where current success can be duplicated. I combined them together as [...]
Improving customer relationships is a secondary benefit of implementing a CRM and not the main goal. The main goal should be business process management. Not having this as a goal leads to a majority of CRM implementation failures. Let’s take a closer look at the BPM aspect now. Consider the number of people and the number of [...]
It probably goes without saying, if you follow my blog, that I am a big proponent of tracking this type of information in a CRM system. Loss data makes it much easier to aggregate and develop useful actions to improve the sales results. It is also important to accounts, opportunities, success in market segments, and particular customer [...]
The third destination on the list of my VP of Sales survey is creating a better model at predicting revenue from the current opportunity pipeline. Based on my discussions nearly all companies I spoke with are using some type of weighted forecasts to predict the value of future revenue that will be generated from their [...]
Improving forecast accuracy was the number one issue identified in my VP of sales survey. While there are many other aspects of forecasting that are equally as critical, we will focus simply on the accuracy aspect here. Done right, there is no reason that forecast accuracy can’t be improved by at least 30%. Let me show you [...]
If you have an opportunity tracking system, one of the things you need to do is to get salespeople to input opportunities so you can track what is going and build some kind of outlook about what to expect in the future as a result of all the sales activity taking place. [...]
The semiconductor and electronic components industries have unique pricing requirements, driven by volume pricing, quoting through multiple sales channels, supporting multiple locations and buying organizations (customer, contract manufacturer, partner, etc.). To implement a global pricing and quoting program requires a tremendous amount of coordination, historical tracking, currency conversion, real-time price book management, and flexibility. In [...]