Quickly and accurately predicting when you can deliver your product is critical to customer supply chains, and there is little room for stocking errors. But you can’t gather the necessary customer and inventory information from your CRM alone. This blog post will review why your CRM needs information from your ERP to help your sales team answer key customer and product questions.
- Estimating when you can supply critical products
How confidently can your salespeople respond “I can get you x units today and the rest in y days”? Your salespeople can sell more efficiently and effectively if they can give prospects and customers immediate and concrete information on current and future availability. This is why they need access to key ERP information, such as: quantity on hand, quantity allocated and quantity on backorder, and more.
- Quickly turning around price quotes and RFQs
To turn around quotes, your sales team needs an up-to-date list of product types, units of measure available, and prices. By integrating your CRM and your ERP, you can put all this product and pricing information directly in the hands of your sales team.
- Proactively notifying your customers in the event of a supply chain disruption
Your CRM should be able to gather and display the latest information about product orders. By integrating your CRM and ERP, you give your sales team an important window into the manufacturing process to better inform customers about their order status.
- Determining how to prioritize or score the customer
When you can identify your best customers, you can allocate scarce inventory and attention to those most deserving and profitable for you. You might even ask whether you should be focusing on this particular customer or prospect at all. Are they in good standing? Are they an “A” customer or a “C” customer? What items do they normally buy? How quickly do they pay?
Effective sales involves looking for customers that have bought a particular product before, that have a high sales volume with your company, that have a good payment history, and more—all details you can find in your ERP.
CRM Customization is Key
To gather and display very specific information regarding your products, your CRM must be highly configurable so that it can store and display whatever information is relevant to your products AND it must have the capability of integrating with your ERP and/or Supply Chain Management system to retrieve the most accurate and timely data.
Learn More About Integrating Your CRM and ERP
At Dominic Systems, we help companies integrate their CRM with the ERP and Supply Chain management systems they have in place. Since many manufacturers use the SYSPRO ERP system, we have developed a proprietary tool that includes a suite of integration points between SYSPRO and CRM called the Dynamics 365 Connector for SYSPRO. We can also provide custom integration solutions.