CN105404959A - Information management and control method based on CRM system - Google Patents
Information management and control method based on CRM system Download PDFInfo
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- CN105404959A CN105404959A CN201510724569.7A CN201510724569A CN105404959A CN 105404959 A CN105404959 A CN 105404959A CN 201510724569 A CN201510724569 A CN 201510724569A CN 105404959 A CN105404959 A CN 105404959A
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- G—PHYSICS
- G06—COMPUTING; CALCULATING OR COUNTING
- G06Q—INFORMATION AND COMMUNICATION TECHNOLOGY [ICT] SPECIALLY ADAPTED FOR ADMINISTRATIVE, COMMERCIAL, FINANCIAL, MANAGERIAL OR SUPERVISORY PURPOSES; SYSTEMS OR METHODS SPECIALLY ADAPTED FOR ADMINISTRATIVE, COMMERCIAL, FINANCIAL, MANAGERIAL OR SUPERVISORY PURPOSES, NOT OTHERWISE PROVIDED FOR
- G06Q10/00—Administration; Management
- G06Q10/06—Resources, workflows, human or project management; Enterprise or organisation planning; Enterprise or organisation modelling
- G06Q10/067—Enterprise or organisation modelling
Abstract
The invention relates to an information management and control method based on a CRM system. The method comprises: a step 1) establishing an information management and control system based on the CRM system, wherein the information management and control system comprises a sale information module, a feedback excitation module and a statistics analysis, screening and search module; a step 2) inputting sale information into the CRM system, after processing of the CRM system, outputting feedback excitation, and outputting statistic analysis, screening and search information. Through the information management and control method, provided in the invention, based on the CRM system, a sale process can be frequently supervised and checked, and a sale management period is greatly shortened; and a lot of sale clues can be efficiently obtained in low cost, the high profit is achieved, and needs of practical applications can be satisfied well.
Description
Technical field
The invention belongs to ecommerce crm system technical field, be specifically related to a kind of message tube control method based on crm system.
Background technology
CRM (CustomerRelationshipManagement, i.e. customer relation management) be that enterprise utilizes corresponding infotech and Internet technology to coordinate between enterprise and client selling, mutual in marketing and service, thus promote its way to manage, the customer interaction of the personalization of innovation formula and the process of service are provided to client.Its final goal is the new client of attraction, retains old client and transfer existing client to loyal client.At present, CRM widespread use in enterprise, becomes the requisite ingredient of enterprise information system.CRM can be divided into manipulation type and analytic type, in manipulation type CRM, needs sales force's typing bulk information, comprise: client, business opportunity and action message etc., but but do not get help, cause the conflict of sales force, utilization rate reduces, and finally causes the failure of CRM.Investigate according to U.S. GartnerGroup, only about half of crm system is all fully used after implementing.
In prior art, CRM comprises input and output two main modular: load module comprises: customer data, customer contact, marketing activity information, commercial opportunity, user of service's schedule, CRM user management and hand over, the statistical analysis module exported comprises: customer profiling analysis (client's level, risk, hobby, custom etc.), customer loyalty analyzes (creditworthiness, persistence, change conditions etc.), profits of customers analyze (edge profit, gross profit volume, net profit etc.), (product is by kind for client's performance evaluation, channel, the sales volume that the indexs such as selling spot divide), client's futures analysis (quantity, the future developing trend of the situations such as classification, strive for the means etc. of client), (design that consumer product is analyzed, relevance, supply chain etc.), (the advertisement of client's promotion analysis, the management of the advertising campaigns such as publicity).
The defect existed in existing CRM technology has: 1, sales force spends the plenty of time, typing customer data, marketing activity and business opportunity information, can only obtain the classification of information, gather and record, helps not quite to them; 2, enterprise feeds back result, lacks the means of sales process being carried out to management and supervision, causes the gap that enterprise cannot judge between present situation and target, promotion of also cannot taking measures; 3, because sales cycle is often longer, from finding that sales lead to need the time of some months to signing a contract, plan, perform, check, feedback cycle often with monthly, season, even year carried out, and affected the running speed of enterprise marketing.
Summary of the invention
For above-mentioned problems of the prior art, the object of the present invention is to provide a kind of message tube control method based on crm system avoiding occurring above-mentioned technological deficiency.
In order to realize foregoing invention object, the technical solution used in the present invention is as follows:
Based on a message tube control method for crm system, comprising:
Step 1) set up a kind of message tube Ore-controlling Role based on crm system, described message tube Ore-controlling Role comprises marketing information module, feedback excitation module, statistical study and screening and search module;
Step 2) in marketing information input crm system, after crm system process, output feedack encourages and exports statistical study and screening and search information.
Further, described marketing information module comprises sales stage setting module and marketing information typing module;
Described statistical study and screening and search module comprise described funnel model analysis and sale funnel index calculate module;
Described feedback excitation module comprises task excitation system, business opportunity excitation system, customer data excitation system, business opportunity activity excitation system and fission excitation system;
Wherein: described sales stage setting module and described marketing information typing module information data is sent to described funnel model analysis and sale funnel index calculate module processes, the information data after process is sent to described task excitation system, business opportunity excitation system, customer data excitation system, business opportunity activity excitation system and fission excitation system respectively.
Further, described funnel model analysis and sale funnel index calculate module process information data according to sale funnel model, described sale funnel model comprise determine stage name, estimate win rate, set up deadtime, formulate feedback and incentive program, input customer data, create business opportunity, marketing activity is registered, business opportunity flows and strikes a bargain.
Further, the described specific operation process of deadtime of setting up is: enterprise is according to the feature of self sales mode, and be each sales stage setting normal time period, the business opportunity exceeded is regarded as stagnation by system, and produce corresponding index, comprise quantity and the amount of money of stagnation.
Further, the described computing formula formulating the step institute foundation of feedback and incentive program is:
In newly-increased=this sales cycle, the summation of sales force's sales lead amount of money that typing is new in systems in which;
In flowing=this sales cycle, from a stage flow to the summation of the sales lead in next stage;
In conclusion of the business=this sales cycle, flow to the summation of the sales lead in conclusion of the business stage;
In stagnation=this sales cycle, there is the summation of the sales lead of the deadtime of flowing;
Register=in this sales cycle, sales force registers the summation of number of times.
Further, the mode of the feedback that the described step formulating feedback and incentive program adopts and excitation comprises two kinds, respectively:
First kind of way: according to seniority among brothers and sisters situation with whether reach desired value, determines feedback and excitation value;
The second way: setting sales process target, closing time and excitation value, person up to standard can get excitation value in the cut-off date.
Further, the concrete steps of described feedback and incentive program are:
1) the crucial business opportunity information of sales force's typing, comprising: title, the amount of money, sales stage, contract time;
2) sales force uses positioning function, is described marketing activity, comprising: Activity Type and object;
3) gathering, add up, screen and sorting to business opportunity and marketing activity;
4) supervisor provides for the establishment of business opportunity, flowing and conclusion of the business and rewards, and enters into reward module;
5) arrange the information be concerned about most of enterprise, comprise newly-increased, dirty, stagnate, strike a bargain, provide the business opportunity of rewarding, formed and gather and statistical graph, being pushed to relevant supervisor.
Further, described feedback and incentive program are that fission is rewarded: broken by certain proportion in the feedback of sales force's acquisition and excitation numerical value, be shared with selling group member, encourage team collaboration.
Further, described step 2) be specially:
1) dividing sales process stage and setting deadtime, for judging the establishment of business opportunity, flowing, stagnation and conclusion of the business, and is these stages establishment excitation value;
2) for enterprise creates organizational structure, and the authority of each role is specified;
3) set sales process target, formulate the task of main sales process: the newly-increased business opportunity amount of money, the amount of money of business opportunity flowing, the amount of money of conclusion of the business, stagnates the business opportunity amount of money that business opportunity transfers flowing to, sells the quantity of registering;
4) typing marketing information;
5) according to the marketing information of sales force's typing and the seniority among brothers and sisters of phased goal, calculate excitation value according to sale Index Formula and provide bonus;
6) breaking according to ratio, producing more small amount excitation value, for encouraging Team Member;
7) marketing information is classified, statistics and analysis, and produce graphical form;
8) statistics and analysis is carried out to excitation value, to granting and the reception generation statistics and analysis of red packet, and produce graphical form.
Message tube control method based on crm system provided by the invention, can exercise supervision to sales process and checks in high-frequency ground, greatly shortening the sales management cycle; More sales lead can be obtained with lower cost-effective rate, obtain higher profit, the needs of practical application can be met well.
Accompanying drawing explanation
Fig. 1 is the structured flowchart of the message tube Ore-controlling Role based on crm system of the present invention;
Fig. 2 is module frame chart of the present invention;
Fig. 3 is sales stage schematic flow sheet;
Fig. 4 is the schematic flow sheet of concrete steps of the present invention.
Embodiment
In order to make object of the present invention, technical scheme and advantage clearly understand, below in conjunction with the drawings and specific embodiments, the present invention will be further described.Should be appreciated that specific embodiment described herein only in order to explain the present invention, be not intended to limit the present invention.
As depicted in figs. 1 and 2, a kind of message tube control method based on crm system, comprising:
Step 1) set up a kind of message tube Ore-controlling Role based on crm system, described message tube Ore-controlling Role comprises crm system (i.e. CRM Customer Relationship Management Services), marketing information module, feedback excitation module, statistical study and screening and search module;
Step 2) in marketing information input crm system, after crm system process, output feedack encourages and exports statistical study and screening and search information.
Described marketing information module comprises sales stage setting module and marketing information typing module;
Described statistical study and screening and search module comprise described funnel model analysis and sale funnel index calculate module;
Described feedback excitation module comprises task excitation system, business opportunity excitation system, customer data excitation system, business opportunity activity excitation system and fission excitation system;
Wherein: described sales stage setting module and described marketing information typing module information data is sent to described funnel model analysis and sale funnel index calculate module processes, the information data after process is sent to described task excitation system, business opportunity excitation system, customer data excitation system, business opportunity activity excitation system and fission excitation system respectively.
Described funnel model analysis and sale funnel index calculate module process information data according to sale funnel model, described sale funnel model comprise determine stage name, estimate win rate, set up deadtime, formulate feedback and incentive program, input customer data, create business opportunity, marketing activity is registered, business opportunity flows and strikes a bargain; It possesses following functions:
Gather the information of enterprise user, comprising: name, authority, ID, password, the business opportunity amount of money and quantity, feedback and excitation numerical value;
Setting enterprise organization structure: relationship between superior and subordinate, labor turnover;
Sales stage divides: the win rate corresponding to each stage, deadtime and applicable department.
The described specific operation process of deadtime of setting up is: enterprise is according to the feature of self sales mode, and be each sales stage setting normal time period, the business opportunity exceeded is regarded as stagnation by system, and produces corresponding index, comprises quantity and the amount of money of stagnation.
The described computing formula formulating the step institute foundation of feedback and incentive program is:
In newly-increased=this sales cycle, the summation of sales force's sales lead amount of money that typing is new in systems in which;
In flowing=this sales cycle, from a stage flow to the summation of the sales lead in next stage;
In conclusion of the business=this sales cycle, flow to the summation of the sales lead in conclusion of the business stage;
In stagnation=this sales cycle, there is the summation of the sales lead of the deadtime of flowing;
Register=in this sales cycle, sales force registers the summation of number of times.
The mode of the feedback that the described step formulating feedback and incentive program adopts and excitation comprises two kinds, respectively:
First kind of way: according to seniority among brothers and sisters situation with whether reach desired value, determines feedback and excitation value (excitation value and bonus, with the granting of red packet form);
The second way: setting sales process target, closing time and excitation value, person up to standard can get excitation value in the cut-off date.
The concrete steps of described feedback and incentive program are:
1) the crucial business opportunity information of sales force's typing, comprising: title, the amount of money, sales stage, contract time;
2) sales force uses positioning function, is described marketing activity, comprising: Activity Type and object;
3) gathering, add up, screen and sorting to business opportunity and marketing activity;
4) supervisor provides for the establishment of business opportunity, flowing and conclusion of the business and rewards, and enters into reward module;
5) arrange the information be concerned about most of enterprise, comprise newly-increased, dirty, stagnate, strike a bargain, provide the business opportunity of rewarding, formed and gather and statistical graph, being pushed to relevant supervisor.
Described feedback and incentive program are that fission is rewarded: broken by certain proportion in the feedback of sales force's acquisition and excitation numerical value, be shared with selling group member, encourage team collaboration.
The present invention comprises necessary Data Enter, displaying and statistics, and the personal information of user: name, phone, remaining sum, enterprise code (as other enterprises part-time, then changeable).
Fig. 3 is sales stage schematic flow sheet.
As shown in Figure 4, described step 2) be specially:
1) dividing sales process stage and setting deadtime, for judging the establishment of business opportunity, flowing, stagnation and conclusion of the business, and is these stages establishment excitation value (amount of money that namely excitation value encourages);
2) for enterprise creates organizational structure, and the authority of each role is specified;
3) set sales process target, formulate the task of main sales process: the newly-increased business opportunity amount of money, the amount of money of business opportunity flowing, the amount of money of conclusion of the business, stagnates the business opportunity amount of money that business opportunity transfers flowing to, sells the quantity of registering;
4) typing marketing information;
5) according to the marketing information of sales force's typing and the seniority among brothers and sisters of phased goal, calculate excitation value according to sale Index Formula and provide bonus;
6) breaking according to ratio, producing more small amount excitation value, for encouraging Team Member;
7) marketing information is classified, statistics and analysis, and produce graphical form;
8) statistics and analysis is carried out to excitation value, to granting and the reception generation statistics and analysis of red packet (red packet and bonus), and produce graphical form.
Message tube control method based on crm system provided by the invention, can exercise supervision to sales process and checks in high-frequency ground, greatly shortening the sales management cycle; More sales lead can be obtained with lower cost-effective rate, obtain higher profit, the needs of practical application can be met well.
The above embodiment only have expressed embodiments of the present invention, and it describes comparatively concrete and detailed, but therefore can not be interpreted as the restriction to the scope of the claims of the present invention.It should be pointed out that for the person of ordinary skill of the art, without departing from the inventive concept of the premise, can also make some distortion and improvement, these all belong to protection scope of the present invention.Therefore, the protection domain of patent of the present invention should be as the criterion with claims.
Claims (9)
1., based on a message tube control method for crm system, it is characterized in that, comprising:
Step 1) set up a kind of message tube Ore-controlling Role based on crm system, described message tube Ore-controlling Role comprises marketing information module, feedback excitation module, statistical study and screening and search module.
Step 2) in marketing information input crm system, after crm system process, output feedack encourages and exports statistical study and screening and search information.
2., based on a message tube control method for crm system, it is characterized in that,
Described marketing information module comprises sales stage setting module and marketing information typing module.
Described statistical study and screening and search module comprise described funnel model analysis and sale funnel index calculate module.
Described feedback excitation module comprises task excitation system, business opportunity excitation system, customer data excitation system, business opportunity activity excitation system and fission excitation system.
Wherein: described sales stage setting module and described marketing information typing module information data is sent to described funnel model analysis and sale funnel index calculate module processes, the information data after process is sent to described task excitation system, business opportunity excitation system, customer data excitation system, business opportunity activity excitation system and fission excitation system respectively.
3. the message tube control method based on CRM according to claim 2, it is characterized in that, described funnel model analysis and sale funnel index calculate module process information data according to sale funnel model, described sale funnel model comprise determine stage name, estimate win rate, set up deadtime, formulate feedback and incentive program, input customer data, create business opportunity, marketing activity is registered, business opportunity flows and strikes a bargain.
4. the message tube control method based on CRM according to claim 2, it is characterized in that, the described specific operation process of deadtime of setting up is: enterprise is according to the feature of self sales mode, for each sales stage setting normal time period, the business opportunity exceeded is regarded as stagnation by system, and produce corresponding index, comprise quantity and the amount of money of stagnation.
5. the message tube control method based on CRM according to claim 2, is characterized in that, the described computing formula formulating the step institute foundation of feedback and incentive program is:
In newly-increased=this sales cycle, the summation of sales force's sales lead amount of money that typing is new in systems in which;
In flowing=this sales cycle, from a stage flow to the summation of the sales lead in next stage;
In conclusion of the business=this sales cycle, flow to the summation of the sales lead in conclusion of the business stage;
In stagnation=this sales cycle, there is the summation of the sales lead of the deadtime of flowing;
Register=in this sales cycle, sales force registers the summation of number of times.
6. the message tube control method based on CRM according to claim 2, is characterized in that, the mode of the feedback that the described step formulating feedback and incentive program adopts and excitation comprises two kinds, respectively:
First kind of way: according to seniority among brothers and sisters situation with whether reach desired value, determines feedback and excitation value.
The second way: setting sales process target, closing time and excitation value, person up to standard can get excitation value in the cut-off date.
7. the message tube control method based on CRM according to claim 2, is characterized in that, the concrete steps of described feedback and incentive program are:
1) the crucial business opportunity information of sales force's typing, comprising: title, the amount of money, sales stage, contract time.
2) sales force uses positioning function, is described marketing activity, comprising: Activity Type and object.
3) gathering, add up, screen and sorting to business opportunity and marketing activity.
4) supervisor provides for the establishment of business opportunity, flowing and conclusion of the business and rewards, and enters into reward module.
5) arrange the information be concerned about most of enterprise, comprise newly-increased, dirty, stagnate, strike a bargain, provide the business opportunity of rewarding, formed and gather and statistical graph, being pushed to relevant supervisor.
8. the message tube control method based on CRM according to claim 2, it is characterized in that, described feedback and incentive program are that fission is rewarded: broken by certain proportion in the feedback of sales force's acquisition and excitation numerical value, be shared with selling group member, encourage team collaboration.
9. the message tube control method based on CRM according to claim 1, is characterized in that, described step 2) be specially:
1) dividing sales process stage and setting deadtime, for judging the establishment of business opportunity, flowing, stagnation and conclusion of the business, and is these stages establishment excitation value.
2) for enterprise creates organizational structure, and the authority of each role is specified.
3) set sales process target, formulate the task of main sales process: the newly-increased business opportunity amount of money, the amount of money of business opportunity flowing, the amount of money of conclusion of the business, stagnates the business opportunity amount of money that business opportunity transfers flowing to, sells the quantity of registering.
4) typing marketing information.
5) according to the marketing information of sales force's typing and the seniority among brothers and sisters of phased goal, calculate excitation value according to sale Index Formula and provide bonus.
6) breaking according to ratio, producing more small amount excitation value, for encouraging Team Member.
7) marketing information is classified, statistics and analysis, and produce graphical form.
8) statistics and analysis is carried out to excitation value, to granting and the reception generation statistics and analysis of red packet, and produce graphical form.
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| CN201510724569.7A CN105404959A (en) | 2015-10-29 | 2015-10-29 | Information management and control method based on CRM system |
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Cited By (7)
| Publication number | Priority date | Publication date | Assignee | Title |
|---|---|---|---|---|
| CN107578186A (en) * | 2017-09-19 | 2018-01-12 | 广州信天然医药科技有限公司 | Information interacting method, apparatus and system for pharmacy's operation |
| CN108416622A (en) * | 2018-02-13 | 2018-08-17 | 销冠网络科技有限公司 | Data processing method and device for selling operation |
| CN109711855A (en) * | 2017-10-26 | 2019-05-03 | 深圳市六度人和科技有限公司 | A kind of sale funnel display system, device and terminal device |
| CN109993553A (en) * | 2017-12-30 | 2019-07-09 | 中国移动通信集团山西有限公司 | Data analysing method, device, equipment and medium based on reverse funnel |
| CN111768102A (en) * | 2020-06-30 | 2020-10-13 | 浙江百应科技有限公司 | Sales performance intelligent assessment method based on CRM system |
| CN112508601A (en) * | 2020-11-23 | 2021-03-16 | 陈占斌 | SFA (Small form factor analysis) management method and system for sales funnel |
| CN113516483A (en) * | 2020-09-04 | 2021-10-19 | 北京安锐卓越信息技术股份有限公司 | Marketing management method and device and storage medium |
-
2015
- 2015-10-29 CN CN201510724569.7A patent/CN105404959A/en active Pending
Cited By (8)
| Publication number | Priority date | Publication date | Assignee | Title |
|---|---|---|---|---|
| CN107578186A (en) * | 2017-09-19 | 2018-01-12 | 广州信天然医药科技有限公司 | Information interacting method, apparatus and system for pharmacy's operation |
| CN109711855A (en) * | 2017-10-26 | 2019-05-03 | 深圳市六度人和科技有限公司 | A kind of sale funnel display system, device and terminal device |
| CN109993553A (en) * | 2017-12-30 | 2019-07-09 | 中国移动通信集团山西有限公司 | Data analysing method, device, equipment and medium based on reverse funnel |
| CN109993553B (en) * | 2017-12-30 | 2021-09-03 | 中国移动通信集团山西有限公司 | Data analysis method, device, equipment and medium based on reverse funnel |
| CN108416622A (en) * | 2018-02-13 | 2018-08-17 | 销冠网络科技有限公司 | Data processing method and device for selling operation |
| CN111768102A (en) * | 2020-06-30 | 2020-10-13 | 浙江百应科技有限公司 | Sales performance intelligent assessment method based on CRM system |
| CN113516483A (en) * | 2020-09-04 | 2021-10-19 | 北京安锐卓越信息技术股份有限公司 | Marketing management method and device and storage medium |
| CN112508601A (en) * | 2020-11-23 | 2021-03-16 | 陈占斌 | SFA (Small form factor analysis) management method and system for sales funnel |
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