Presently, CRM’s are primarily used for tracking activities, but lack a comprehensive planning component. Our system has been used for 20 years in a pens and paper/workshop format, which we are converting into a software application.

Our goals for this project are very specific and focused on understanding sales team and sales managers perspectives on the following:

• Level of management confidence that their salespeople are calling on qualified and quantified clients.
• Level of management confidence that their salespeople are spending an appropriate amount of time with clients.
• Estimates of how much available selling time is spent:

- Traveling (driving or taking transit).

- Meeting and/or selling to new clients.

- Servicing and/or selling to existing clients.

- Researching or gathering information on a client.

- Territory planning for effective time utilization.

- Following-up on new clients or new business opportunities.

- Completing paperwork or computer time.

• Quality of planning current CRM’s provide?
• What is their current CRM choice?
• What percentage of their CRM is regularly being utilized?
• General interest in having a planning tool.
• What additional features would they like to see?
• What price would they pay?
• Does the freemium with pay-for features make sense.

We believe that our best potential resource will be to interview a variety of salespersons, sales managers/directors/c-suite to obtain the necessary information.We would like to gain perspective view from a Sales Manager/Director/C-Suite and that of a Salesperson.

Finally, we would like to gain an opinion from the project team regarding the validity of our questions, any additional research suggestions and an overall opinion from the student team.

Many thanks for your consideration.