Enterprise resource planning (ERP) systems help companies manage back-office functions extending from supply chain to human resources and finance. ERPs are used to enhance the day to day operations of manufacturers and distributors and optimize workflow. Additionally, all the data collected can be turned into useful insights to improve marketing and sales processes.
Identify Customer Communication Preferences
ERP software monitors the touchpoints you have with a specific customer. By using that insightful data, you are able to help determine their primary method of communication and how effective they are. This allows your sales and marketing team to allocate resources where it is most effective.
Overview of Customers
ERP systems collect various types of valuable information that will be useful to your sales and marketing departments. As data accumulates over time, your ERP will be able to predict when orders will be placed, type of orders, and what customers will be placing an order. Because ERP systems provide business insights into data on purchasing patterns, typical items purchased, and methods for ordering items, you will be able to automate communication-based on these patterns.
- Operations Team: Using this data allows your operations team to automate warehouse supplies.
- Sales Team: Using this data allows your sales team to automate reminder emails to build a stronger bond with the customers and increase sales.
- Production Team: Using this data allows your production team to predict expected productivity.
- Finance Team: Using this data allows for finance teams to gauge profit and expenses.
Segment Customers
One of the most useful advantages of an ERP system for a sales team is the ability to place customers into different lists or “segments” based on characteristics like products purchased, payment history, and reasons customers prefer specific products. Utilizing segments makes it easier to prioritize certain customers over others based on activity. Additionally, it allows you to match up qualified sales teams with the right segment to personalize interactions and increase sales.
Examples of Segments
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Existing Customers
- Convenience Driven Customers
- Budget Conscious Customers
- Industry Segmented Customers (Retail, Manufacturing, and Construction)
Personalize Content
Using useful data collected by ERP systems, your sales and marketing teams are able to deliver personalized service. There are many ways to increase personalization using data. One example would be to create automated follow-up and reminder emails for order placement. This trend is fairly common between retailers and customers, but the process can be just as seamless for marketers and distributors.
ERP systems also allow you to set up sales teams based on segmentation, such as location or type of industry work. This way your strongest salespeople focus on one type of customer, allowing them to remain personal and perfect their sales tactics. By using personalization, customers feel valued and are more likely to make a recurring purchase.
Create More Informed Reports
Your sales teams will find integrated ERP and CRM software useful tools for creating data-driven reports that provide insight into a variety of business functions, including current order management, shipping, and inventory. Additionally, this information is useful to help track sales progress and ensure your company is meeting customer demands.
Assess Profitability
For financial teams, the most useful function of an ERP system is having insight into a variety of day to day financial reports. ERPs allow your finance teams to seamlessly analyze the following:
- Which products are making the most money?
- Which customers are buying products based on product type and location?
- Why do customers prefer this specific product over an alternative?
- Which product has the highest profit margin?
- What is our expected profit margin?
- Where are we delegating the most assets and funds to?
Customer Benefits
Increased Accurate Orders
Accurately fulfilling orders demands cross-functional collaboration between sales, billing, production, inventory, packaging, and shipping. Using an ERP, data is shared among various departments. In turn, increasing insights and keeping everyone informed about an order’s status. ERP systems can also be set up to schedule alerts and automatically trigger orders based on inventory. When orders are accurately fulfilled, customer satisfaction increases and expenses associated with errors are minimized.
Improved Customer Service
Having access to detailed client information, such as billing, order history, shipping, and previous problems allows sales teams to meet customer demands quickly and efficiently. An ERP system can be programmed so that a user sees the most relevant information on his or her customized dashboard first, making it easy to access the information they need. Additionally, by integrating CRMs into your sales tools, you are able to leverage a big picture view of your client relationships.
Sales Can Give Answers On Demand
An ERP system allows users to access information on their mobile devices from anywhere. Sales teams will find cloud-based ERPs useful in getting immediate answers to questions about inventory, production schedules or order shipments. Additionally, they are able to create quotes faster and move customers along the pipeline with ease. Remaining responsive nurtures existing client relationships and makes a positive impression on prospective ones.
One of the most significant advancements in the ERP space is how customizable they have become. The rise of integrations and customizations has allowed SMBs the ability to tailor their systems to the unique needs of their business. Manufacturers are able to customize their ERP to create production focused reporting. Leveraging various technologies, such as an ERP can help grow your business’ outreach.
Working closely with an agency helps your business support appropriate technologies and stay goal-oriented in your growth. ManoByte’s dedicated team is prepared to answer any questions you may have about ERPs and help you create a growth-driven sales plan.
