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Equipment CRM has evolved significantly since its inception to meet the needs of modern businesses. Originally designed to streamline sales and CRM processes for the equipment rental and sales industries, we have expanded the features based on user feedback, user group interactions ,integrating with other business tools and enhancing reporting capabilities. Transitioning to a cloud-based platform allowed for greater flexibility and frequent updates. Customization and scalability became key focuses, ensuring the software could grow with any business size. With robust security measures and strong customer support, Equipment CRM continues to innovate,maintaining its status as a leading sales management solution.
Equipment CRM has been used by over 50 equipment dealers around the world to manage their Agriculture, Compact Construction, Crane, Heavy Equipment, Lift Truck, Prime Power and Backup Power Systems business units.
Welcome to Equipment CRM. This user-friendly application allows you to easily perform the daily tasks of selling and renting equipment, and gives you valuable insights into sales performance and metrics across your dealership.
There are three different Equipment CRM modules, targeted to your user type:
This onboarding program focuses primarily on the sales representative, with a high level overview of sales executive functions and features showcased and applicable for a sales representative to understand on how their manager may review their performance.
For an introduction into Equipment CRM, let’s watch two informative videos. The first video will provide a detailed overview of Equipment CRM for a sales representative and the second is a fantastic overview of Equipment CRM for the perspective of a sales executive or manager.
Equipment CRM is designed to help you, the sales representative, maximize the value of Equipment CRM for your business. By focusing on key metrics such as activity tracking, pipeline management, customer engagement, financial performance, and competitive analysis, this software provides comprehensive insights that drive strategic decision-making and enhance overall sales effectiveness.
As a Equipment CRM user, leveraging these metrics will empower you to better understand customer needs, optimize sales processes, and ultimately achieve greater business success.
Daily Activities: Tracking the daily activities of sales representatives helps in understanding how engaged they are with customers and how much time they spend on various tasks.
Overdue Activities: Monitoring overdue activities ensures that important tasks are not missed and helps in maintaining a high level of customer engagement.
Activity History: Keeping a detailed log of past activities provides insights into customer interactions and helps in planning future engagements.
Opportunities by Source: Tracking the source of opportunities helps in understanding which channels are most effective in generating leads.
Opportunity Stages: Monitoring the stages of opportunities (e.g., Outstanding, Development, Proposal, Won, Lost) provides insights into the sales process and helps in identifying areas for improvement.
Lead and Opportunity Performance: Measuring the performance of leads and opportunities helps in understanding conversion rates and the effectiveness of sales strategies.
Customer Coverage: Evaluating how well customers are covered by completed activities versus their Potential Account Rating (PAR) ensures that high-potential customers receive adequate attention.
Customer Segmentation: Analyzing customer profiles based on loyalty and growth potential helps in tailoring sales strategies to different customer segments.
Last Customer Activities: Keeping track of the most recent activities for each customer helps in maintaining up-to-date customer engagement.
Sales Performance Summary: Comparing sales performance across different regions and against company averages helps in identifying high-performing areas and areas needing improvement.
Equipment Sales Budget: Monitoring revenue generated and accounts assigned helps in managing financial targets and budgeting for future sales activities.
Commissions: Tracking commissions paid and in-process provides insights into the financial incentives for sales representatives and helps in managing payroll efficiently.
Competitive Info by Region and Model: Analyzing competitive information across different regions and equipment types helps in understanding market positioning and competitive threats.
Lost Sales: Tracking lost sales by region and model helps in identifying reasons for lost opportunities and improving future sales strategies.
COMPARE Reports: Generating and analyzing COMPARE reports provides insights into how the business compares with competitors, helping in strategic planning and market positioning.
By integrating with other essential business systems and providing a cloud-based, customizable platform, Equipment CRM helps businesses optimize their sales operations and achieve better results.
Sales reps are the primary users who manage customer relationships, track sales opportunities, and input sales data.
Sales Managers use the software to oversee the sales team’s performance, analyze sales data, and develop strategies to achieve sales targets.
Business Development Managers use Equipment CRM to identify new business opportunities, track leads, and nurture prospects.
Marketing Managers integrate Equipment CRM with marketing campaigns to track the effectiveness of marketing efforts on sales performance. Marketing Managers also utilize the tool through lead generation and tracking.
Operations managers use the software to streamline sales operations and ensure alignment with overall business processes.
IT Administrators are responsible for implementing and maintaining the software within the organization, ensuring it meets technical requirements and security standards.
Executives (e.g., Chief Sales Officer, Chief Revenue Officer) utilize the software’s analytics and dashboard features to make strategic decisions and monitor overall sales performance.
Equipment CRM is a dynamic CRM platform specifically tailored to enhance the efficiency of sales processes for both sales representatives and sales executives. This tool adapts seamlessly to the distinct needs of each role, providing specialized functionalities to maximize performance and productivity.
Here’s how it specifically benefits a few unique sales groups:
Opportunity Management: Streamlines the process of tracking and nurturing opportunities with pipelines that suit various sales strategies.
Activity Tracking: Allows reps to log calls, meetings, and emails directly within the CRM, ensuring all client interactions are meticulously recorded and easily accessible.
Real-Time Alerts: Delivers timely notifications for follow-ups and crucial opportunity updates, helping reps manage their schedules effectively and stay ahead of their tasks.
Performance Monitoring: Sales managers use Equipment CRM to monitor the performance of their team through metrics like sales performance summaries, opportunity stages, and activity management. This helps them identify high-performing reps and areas needing improvement.
Strategic Planning: By analyzing data on opportunities by source, lead and opportunity performance, and customer coverage, sales managers can make informed decisions about resource allocation and sales strategies.
Issue Tracking: Customer support representatives use Equipment CRM to track outstanding customer issues, view issue details, and manage follow-up activities. This ensures timely resolution of customer problems and enhances customer satisfaction.
Customer Engagement: They can monitor overdue activities, not contacted customers, and customer suggestions to ensure that all customer concerns are addressed promptly.
High-Level Insights: Executives use Equipment CRM to gain insights into overall sales performance, financial metrics, and competitive positioning. This helps them make strategic decisions and steer the company towards achieving its business goals.
Performance Benchmarking: By comparing performance across different regions and against company averages, executives can identify trends, set benchmarks, and drive company-wide improvements.
Equipment CRM is a comprehensive sales management software tailored for equipment dealers, designed to streamline and optimize their sales processes. As you learn more about this product you will discover some unique words, phrases and terms in our menu drop-downs, feature options etc.
To best understand their meaning, lets review a few key terms and words you will encounter when using Equipment CRM.
A series of stages that a sales opportunity goes through from initial contact to closing the sale. It helps track the progress and status of potential sales.
The number of times a customer needs to be contacted within a year (i.e. if a customer has a PAR 52 they should be contacted once a week). This is set based on the customer’s business level and how often they seek to transact.
Compare Reports can be used to capture details about lost parts or service opportunities, helping focus on competitive issues such as price and/or availability.
The process of entering and managing leads you have received from contact forms, marketing campaigns, and other lead generation.
Financial incentives paid to sales representatives based on their sales performance. Commissions are typically a percentage of the sales value and motivate reps to achieve higher sales targets.
Measurements that track actions and engagements with customers, such as the number of calls made, emails sent, meetings scheduled, and tasks completed.
The various phases that a sales opportunity goes through, such as Qualification, Development, Proposal, and Closure (Won, Lost, or No Deal). Each stage represents a different level of progress in the sales process.
An assessment of how well sales representatives are engaging with their assigned customers, ensuring that high-potential customers receive adequate attention and support.
The process of gathering and analyzing information about competitors, market trends, and industry conditions to make informed strategic decisions and maintain a competitive edge.
Equipment CRM (Customer Relationship Management) systems are specialized tools designed to manage interactions and relationships with customers, particularly for businesses dealing with equipment sales, rentals, and services.
The main uses of an Equipment CRM include tracking and managing customer interactions, streamlining sales processes, and enhancing customer support.
Centralizes all customer information for easy access.
One central repository of all the customers’ assets.
Tracks the sales pipeline, forecasts revenue, and manages leads and opportunities.
Tracks all interactions with all of the organization’s customer base
As a new customer, it is important to understand what is provided as a standard Equipment CRM package, to best understand what capabilities and options your business can optimize and maximize ROI with.
Depending on your subscription contract, most standard versions of Equipment CRM include:
Equipment CRM is a comprehensive CRM solution designed to streamline customer relationship management processes. It provides tools to manage client interactions, track sales opportunities, and analyze performance data, all in one platform.
Equipment CRM Flex is the mobile version of the Equipment CRM platform, offering Sales Reps an office while on the road. It ensures reps are as effective and efficient as possible; whether they’re in the office or out talking to their customers.
To see this great mobile feature in action, once again, let’s watch this short video:
Customer Issue Management is a central repository that helps businesses track, manage, and resolve customer issues efficiently. It includes integration with customer surveys, automatic assignment, and escalation processes to ensure all customer issues are dealt with promptly and efficiently
Interface surveys from various survey providers into Survey Hub and summarize the latest result in the customer header overview to ensure all employees have access to the latest customer sentiments.
Customer Hierarchy is a tool that allows for the flexible structuring and visualization of various customer relationships.
Let’s now review some of the top features of Equipment CRM that are used most often by the majority of Texada Equipment users, with key benefits described for each. Each section will include a brief introductory video.
Attributes: Comprehensive account profiles, contact management, equipment information, and account history tracking.
Benefits to the Business: Improves the accuracy of customer data, facilitates better customer segmentation and targeting, and enhances customer retention strategies.
Benefits to the User: Offers a streamlined view of all customer information, making it easier to access and update customer details, improving efficiency and personalization in customer interactions.
Attributes: Detailed tracking of sales opportunities, stages, and potential revenue; integration with forecasting tools.
Benefits to the Business: Enhances sales pipeline visibility, improves forecast accuracy, and boosts conversion rates through better resource allocation and prioritization.
Benefits to the User: Helps sales reps manage their pipeline more effectively, prioritize high-value deals, and achieve their sales targets, which can lead to higher commissions and job satisfaction.
Attributes: Task scheduling and activity logging.
Benefits to the Business: Ensures all customer interactions are tracked and analyzed for effectiveness, leading to more streamlined sales processes and better compliance with sales protocols.
Benefits to the User: Simplifies the organization of daily activities, reduces the chances of missing important tasks or meetings, and helps maintain consistent communication with customers.
Attributes: Tracking of customers’ assets, full integration with dealer ERP systems.
Benefits to the Business: Provides accurate asset information in one central location accessible by everyone with the business. Ability to update asset information leading to improved data quality and improved operational efficiency.
Benefits to the User: Makes it easier to locate and manage assets, ensuring that asset information is readily available when needed and reducing the time spent on asset-related inquiries and management tasks.
Attributes: Visual representation of sales stages, performance metrics, and conversion rates.
Benefits to the Business: Offers executives a live overview of the sales funnel, enabling strategic decision-making and timely adjustments to sales tactics or resources to meet sales goals.
Benefits to the User: Provides sales executives with the tools to monitor team performance, identify bottlenecks in the sales process, and foster a data-driven culture that supports continuous improvement and success in sales efforts.
Equipment CRM’s main screen is thoughtfully designed to provide users with seamless access to its core functionalities, ensuring efficient navigation and enhanced productivity.
Each menu option is strategically placed to help users manage their sales opportunities with ease. We will now look at some visual examples for each main area of the Equipment CRM menu, which includes an explanation of its main use/function.
Main Calendar View: Displays your activities for the current week. Hover over an activity to view more details.
Smaller Calendar: Located to the left, allowing you to navigate and change the week displayed.
Suggested Activities Banner: Positioned above the weekly calendar, showing suggested activities for the day. Click on any activity to view its details.
Activities: As a user you are able to add an activity, review overdue activities, review activity history, review activities by purpose, review customer coverage
Useful Links Section: Quick links to key areas such as Activities, Customers, Leads and Opportunities, and outstanding Issues.
Activity Management: Easily add new activities using the [Add New] button at the bottom right corner of each day in the calendar.
Just under the main screen title bar, is an area called Today’s Suggestions, which includes a variety of uses:
The top menu bar of SalesLink within Equipment CRM contains the following elements for easy navigation and access to key features:
Access pages related to daily Activities, Leads and Opportunities, Territory, and Issues.
Access pages related to customer Territory, Activities, Plans, and Competitors
Access pages related to the current pipeline Insights, Leads and Opportunities, Sales, and Commissions (only when Commissions module implemented).
Equipment CRM contains a wealth of information that can also be shared by non-sales staff of your business via the customer search option. The “Customer Search” option in SalesLink, a product of Texada Software, is a feature designed to help users quickly and efficiently locate customer information within the system, information such as:
We hope you enjoy reading, and understanding the many features, functions and capabilities of Equipment CRM in this onboarding program.
This powerful platform offers a variety of reports and summaries designed to help you manage your equipment, clients, and sales activities efficiently. These reports provide key insights into areas such as equipment performance, client interactions, sales opportunities, and overall business metrics. Throughout this onboarding program, we’ll go more in-depth into these key reports in later modules, but we wished to introduce them to you now, as they are available from the Equipment CRM main menu.
We will now present a variety of queries, reports and various summaries available to you via Equipment CRM, each in a high level overview, as several key reports will be explained later in this onboarding program in-depth.
A comprehensive log of all activities, organized by year and month. Export the table for detailed analysis.
Reports on completed activities versus the customer’s Planned Annual Rate (PAR), ensuring adequate customer coverage.
Monitor the progress of deals through various stages (Outstanding, Development, Proposal, Won, Lost, No Deal).
A comprehensive log of all activities, organized by year and month. Export the table for detailed analysis.
Track performance metrics compared to company averages, identifying high-performing areas and opportunities for improvement.
Analyze competitive info by region and model to understand market positioning and reasons for lost sales.
As you can see, we have reviewed a wealth of options, functions and features in Equipment CRM, available from its main menu, targeted at the Sales representative or the Sales Executive/Manager. At this point, it is important that we watch two videos previously showcased, as a summary of key features for these two sales roles.
As a new user of Equipment CRM, there are key tasks that you will consistently manage within Equipment CRM, shown below. We will then review each more in depth, within this onboarding module.
An indicator of how sales reps are engaging with customers and of how much time they’re spending with them.
Daily activities are automatically displayed on the Home page after logging in, and can also be accessed by clicking the Calendar link under ON THE GO in the top navigation bar. For more information see the Home section.
As as user you are able to:
Lead: A lead is the very first stage of a sales funnel and is often described as an unqualified opportunity. Leads start from marketing campaigns or unsolicited customer enquiries.
Opportunity: An opportunity is a qualified lead considered for a potential sale. Depending on the sales stage, it can include specifics like model, potential revenue and expected close date. Opportunities are managed through the various stages of the sales pipeline to drive towards closure.
A territory refers to a specific geographic area or market sector assigned to a sales team or individual sales representative. Territories are defined to organize the sales process, allocate resources efficiently, and ensure coverage without overlaps. Territories can be based on various factors including:
A) Geographic boundaries: States, regions, or cities.
B) Customer types: Different industries or sizes of businesses.
C) Product lines: Specific products or services.
As a user working with Territory, you will have the ability to:
“Issues” generally refer to any problems, concerns, or challenges that customers encounter with products or services. These can include software bugs, service disruptions, user errors, or feature requests.
Here’s how issues are typically managed:
A) Identification: Issues are first identified by customers or through internal checks.
B) Logging: Each issue is recorded in a tracking system, often with details about its nature, severity, and the affected services or products.
C) Assessment: The impact and urgency of the issue are evaluated to prioritize resolution efforts.
D) Resolution: Steps are taken to address the issue, which may involve debugging, deploying fixes, or providing workarounds.
E) Feedback: Customers are informed about the resolution, and feedback is gathered to improve future response and prevention strategies.
As a user working with Issues, you will have the ability to:
As a user working with recording Competitors, you will have the ability to:
“Plans” typically refer to detailed strategies for achieving sales objectives. These plans are critical for structuring sales efforts, optimizing customer interactions, and driving revenue growth.
As a user working with plans, you will have the ability to:
As a user working with Sales, you will have the ability to:
As a user working with sales commissions, you will have the ability to:
As a user working with general sales insights commissions, you will have the ability to:
