ERP for Sales – How to Increase Operational Efficiency?

Implementing ERP (Enterprise Resource Planning) software can revolutionize your business. And this doesn’t just apply to the front-office, but also to other areas of your company, such as sales. These advanced systems can become a massive source of valuable data that will allow you to sell more effectively. Read this article to learn:

• why it is worth introducing ERP to sales;
• what a proper implementation should look like;
• what to pay special attention to;
• how to use data to increase sales;
• what features an ERP should have to deliver the best results in sales.

We invite you to read on!

Why is it worth introducing ERP to the sales department?

Let’s start by answering the fundamental question: why should you invest your time and money in implementing ERP in the sales department at all? Below, we have gathered five key benefits that this solution can bring:

1. Better forecasting and more accurate sales management

Thanks to the integrated workflow offered by ERP systems, sales departments can fully automate a range of sales-related tasks and ensure easy integration of sales data with business, marketing, and other company departments. For example, in the case of manufacturing enterprises, retailers, or eCommerce companies, implementing ERP in sales allows for more accurate lead time planning and demand forecasting, which reduces the risk of delivery delays or product waste (e.g., food, cosmetics, or medicine).

2. Time savings

Process automation also translates into time savings. This is no different in sales, as the company Technogaja discovered. The enterprise offers a wide range of highly configurable products, with parameters defined for each item (about 30 parameters per article). Initially, this task fell to sales representatives who were in direct contact with the client. As you might guess, this process was very time-consuming, which caused significant delays in orders. Thanks to the implementation of the ERP system we created and the automation of this task, its execution time was reduced by 25%. As a result, this solution brought many benefits, such as faster delivery of detailed quotes, as well as increased satisfaction for both customers and sales staff.

3. Error reduction

One of the main advantages of automation is the ability to perform repetitive tasks faster and more accurately. In the case of sales, these can be tasks such as order processing or invoice management, which are prone to mistakes, human error, or delays when done manually. Moreover, these tasks are very time-consuming and monotonous; relieving employees of this work will allow them to focus on other, more demanding activities.

4. Easier access to data and the ability to monitor it continuously

One of the key goals of implementing ERP systems in companies is the ability to store all company information in one place and facilitate easy data exchange between different departments. The same applies to sales data. Sales teams using an ERP system will be able to find all data regarding customers, sales progress, and other information important to them.

5. Improving customer experience

ERP can even help in building customer relationships and ensuring the best possible experience. Thanks to a single, centralized location gathering all sales and customer data, salespeople will be able to create a professional communication path with customers, taking into account their preferences, needs, and history of previous interactions with the company. However, remember that ERP is not CRM, so its capabilities are much broader and help with things like inventory or supply chain management. This also contributes to improving customer experience, because thanks to accurate predictions, your customers will always find what they need with you.

What features should an ERP have to support the sales department?

For an ERP system to bring real benefits to sales, it should have several key features. Below, we have listed the most important ones.

• Customer database – a list of company or individual profiles that you can classify as current or potential customers. It should contain all the most important information about customers, including their purchase history and communication with your company. This feature should have an option to classify individual contacts in a way you choose, so they can be easily managed and appropriate actions can be taken.
• Multi-level orders – when a new order appears, it contains a range of information, such as product descriptions and the purchase amount. It may also include data on delivery dates for individual goods and when the customer would like to receive a given product. ERP should have a function allowing you to manage all this information to plan appropriate delivery dates for individual orders and monitor them.
• Sales forecasting – since an ERP system has a huge database, it should be configured to provide as many valuable business insights as possible. For the sales department, sales forecasting is key here, as it allows you to predict future sales based on historical data, previous customer purchasing patterns, and other important factors such as seasonality.
• Credit limit – if your company offers the option to order products with cash-on-delivery, the ERP system should help you set a credit limit for each customer. When the limit is exceeded, the system will send an appropriate notification to hold shipment until payment is received for orders that have already been sent but are still unpaid.
• Automatic invoicing – your ERP system can also be programmed to automatically generate, send, and store invoices for your customers. This will save your team a lot of time and provide access to all invoices in one integrated place.

   

What to pay attention to when implementing ERP in the sales department?

When you decide to implement an ERP system in your company, it is worth integrating the system from the very beginning so that it processes data for the entire company, including that generated by the sales department. During ERP implementation in a company, it is worth focusing on more than just the popularity of a given solution. To maximize the profits that this solution brings, it is worth considering issues such as:

• experience and opinions about the system provider,
• possibility of customization to your own company’s needs,
• integration with other tools,
• technologies used and the currency of the implemented ERP system,
• possibility of quick and seamless updates.

   

How to use ERP data to increase sales?

Thanks to the ability to gather all company data in one place, your sales department is able to better manage its work and customers. ERP allows for the generation of valuable reports in real-time, so employees can constantly monitor their performance and make informed, data-driven decisions. Accurate forecasts and insightful analysis of tips from reports generated by ERP will allow the sales department to easily increase efficiency and improve results. Moreover, thanks to access to customer data and information about their preferences, salespeople will be able to influence customer satisfaction, which can also result in increased sales.

Implementing ERP for sales – how to do it right?

Remember that implementing an ERP system is a very complex and time-consuming process. Its potential replacement will certainly not be easy either, so it is worth thinking through your decision carefully. If you need support in this area, we invite you to contact our experts. We have many years of experience in implementing ERP systems and will be happy to share our knowledge with you.