Five Keys for CRM User Adoption

CRM User Adoption: Framing Your Approach

As technology plays an increasingly crucial role in the business world, office technology dealers must stay ahead of the curve by utilizing effective client resource management (CRM) systems.  

However, CRM systems, while incredibly powerful, can also be complex. When it comes to getting started with a new CRM platform, onboarding is the most important part of the process. Your team must be trained in how to best use the system, as well as be provided with all the resources and support they need to be successful.  

When selecting a CRM provider, office technology dealers must look for specific features and practices that will facilitate new user onboarding and adoption, to ensure the successful integration of the system into their organization. In this blog, we explore five best practices that office technology dealers should look for in their CRM provider’s onboarding process.  

Training, Education, and Support 

To ensure the successful adoption of the CRM system, CRM providers should offer comprehensive training and support services. This should include training programs that cover the basic functionalities of the system, as well as advanced features and use cases. The CRM provider should also offer ongoing support through multiple channels, such as email, phone, and live chat. This ensures that users have access to assistance when they need it, reducing frustration and increasing user satisfaction. 


Integrations and Customization 

Office technology dealers have unique business requirements, and the CRM system must be able to accommodate these requirements. The CRM provider should offer customization and integration capabilities that enable office technology dealers to tailor the system to their specific needs. This includes the ability to integrate the CRM system with existing software applications, such as accounting and marketing automation software, to improve workflow efficiency and data accuracy. 

One System for Dealers in Imaging and IT

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Mobile Support 

As the world becomes increasingly mobile, users expect to have access to their CRM system from their mobile devices. The CRM provider should offer a mobile application that enables users to access the system from their smartphones and tablets. This allows users to manage their tasks on the go, increasing productivity and reducing the time required to complete tasks. The mobile app should also be easy to use and offer the same functionality as the desktop version of the CRM system. 


User-Friendly Interface 

One of the most critical factors in the user adoption of a CRM system is a user-friendly interface. The system should be designed with the end-user in mind, with a focus on simplicity and ease of use. A complex and cluttered interface can be overwhelming and frustrating for users, leading to lower adoption rates and decreased productivity. The CRM provider should offer a system that is easy to navigate, with clear and concise language, and intuitive workflows that help users complete their tasks efficiently. 


Data Security  

Data security is a critical concern for office technology dealers, as they deal with sensitive customer information. The CRM provider should offer a system that adheres to industry-standard security protocols, such as SSL encryption and two-factor authentication. The CRM provider should also have a clear data backup and recovery plan in place, ensuring that data is not lost in the event of a system failure or data breach. 

Key Takeaways

Office technology dealers must effectively utilize a CRM system to compete in the industry today. With so many options available on the market, it can be hard to distinguish what might set one CRM apart from another. Remember, the effectiveness of any CRM system is determined by how well your team can use the platform.  

Effective onboarding practices from CRM providers can make or break the success of the platform within your business. By selecting a CRM provider that offers these features and practices, office technology dealers can increase the user adoption rate, improve productivity, and enhance customer satisfaction. 

Easy Onboarding with SalesChain

 SalesChain is standing by to help your business get the most out of the CRM onboarding process, with comprehensive tutorial and training resources, robust integrations and APIs, and an award-winning U.S.-based support team.  SalesChain is built for office technology dealers, by office technology dealers, and in our 21 years of experience, we’ve developed an efficient, straightforward, and accessible onboarding and user adoption process.  Onboard with confidence knowing your team will have access to a full suite of training resources, essential industry integrations and APIs, smart-phone compatibility, secure data, an intuitive user interface, and more.  

Click here to learn more about SalesChain 

Ready to Streamline Your Business?

Use the link below to schedule a discovery call for a demonstration of the SalesChain system. One of our representatives would be happy to assist you, answer your questions and see if SalesChain is the right partner to help you grow your business.

What Are the Benefits of Selling and Recycling Used Hardware?

Used Equipment: Meeting Your Customers Where They Are

Office technology dealers who sell, lease, and recycle used products can benefit from both the income generated by sales of used equipment, and the savings of not having to invest entirely in all new inventory. While some dealers may be hesitant to invest in used technology, the truth is that offering these products can provide significant benefits, including lower costs and increased efficiency. 

Selling their used technology can be a cost-effective way for businesses to acquire the equipment they need. By selling and recycling existing products, office technology dealers can provide their customers with quality hardware at a fraction of the cost of new equipment. Used products can also be quickly and easily upgraded or repaired, so businesses can keep their machine fleet functioning without having to invest in new training, tools, and systems.  

Benefits of Offering Used Equipment

Reduced Operating Costs  

Re-selling used products can help office technology dealers save money. By flipping existing equipment and even re-using the parts and components of used products, dealers can reduce their waste and avoid the expense of buying new materials. This can help them save on costs and remain competitive in the market.  

Reduce Environmental Impact 

Investing in used technology can also help businesses reduce their environmental footprint. By reusing and recycling products that would otherwise end up in landfills, businesses can help conserve energy and resources. Office technology dealers who sell and recycle used products can help their customers do their part in protecting the environment.  

Lower Risk Than Investing in All New Equipment  

For conservative business owners, used technology can be much less risky than buying new products. By selling and recycling used products, office technology dealers can help avoid the expense and uncertainty of investing in new technology.  

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Edge Out Competition  

Selling and recycling used products can also help businesses stay ahead of the competition. By offering quality used products at reasonable prices, office technology dealers can help their customers get the most out of their investments. This can give businesses an edge in the marketplace, allowing them to remain competitive.  

Expand Audience and Reach 

Selling and recycling used products can also be an effective way for office technology dealers to reach a wider audience. By offering a variety of used products, dealers can attract customers who may not be in the market for all new equipment. This can help dealers expand their customer base and increase their profits.  

Stand Out from the Crowd 

Finally, selling and recycling used products can help office technology dealers differentiate themselves from their competitors. Dealers who offer a variety of new and used products demonstrate a willingness and dedication to meeting customers’ varied needs. This can help dealers stand out from the competition and gain a reputation as reliable, trustworthy suppliers. 

What’s The Bottom Line?

For office technology dealerships, investing in used technology can be a smart way to get the most out of their investments. By selling and recycling used products, office technology dealers can help their customers save money, reduce their environmental footprint, and stay ahead of their competitors. 

Nobody Does Office Technology Business Automation Like SalesChain

SalesChain is the industry’s only CRM/CPQ platform built specifically for office technology dealers. Featuring a powerful used equipment selling desk, IT product selling and leasing support, comprehensive industry inventory catalogs, and integrations with leading leasing companies such as e-Automate, GreatAmerica, GLL, and more, our team at SalesChain is standing by to help your business reach its potential.  

Click here to learn more about SalesChain 

Ready to Streamline Your Business?

Use the link below to schedule a discovery call for a demonstration of the SalesChain system. One of our representatives would be happy to assist you, answer your questions and see if SalesChain is the right partner to help you grow your business.

Should My Business Diversify or Concentrate Its Offerings?

The Two Approaches To Meeting Customers’ Needs

As an office technology dealership, you have the unique opportunity to help businesses and organizations meet their needs and improve their operations. When it comes to offering products and services, you have the choice of offering a diverse range of solutions or focusing on a specific area.  

Both approaches have their own benefits, and it’s important to understand what each can offer to determine the best approach for your dealership. In this blog post, we’ll explore the benefits of diverse offerings versus concentrated offerings and provide insights and tips on how to make the best decision for your dealership.  

Whether you’re looking to expand your customer base, improve your margins, or build your expertise, understanding the benefits of both approaches is essential to making the right choice. 

Benefits of Diverse Offerings:

Increased customer satisfaction 

Offering a wide range of office technology products and services allows dealers to better meet the needs of their customers. When customers can find everything they need in one place, they are more likely to be satisfied with their experience and return for future purchases. This can also lead to increased customer loyalty as they are more likely to recommend the dealer to others. 

Improved competitiveness  

A diverse offering can help dealers differentiate themselves from the competition and position themselves as a one-stop-shop for all office technology needs. This can be particularly important in highly competitive markets, as customers are more likely to choose a dealer that offers a comprehensive solution to their needs, rather than having to source products and services from multiple providers. 

Diversification of revenue streams  

By offering multiple products and services, dealers can reduce the impact of fluctuations in demand for any one product or service. This can help to maintain a steady revenue stream, which can be particularly important during economic downturns or when demand for certain products or services is impacted by external factors. 

Enhanced expertise 

Dealing with a variety of office technology products and services can help dealers build their expertise and credibility in the market. This can attract new customers who are looking for a provider with a high level of expertise and knowledge, as well as partnerships with other businesses and organizations. 

Increased market share 

By offering a diverse range of office technology products and services, dealers can expand their customer base and capture a larger share of the market. This can be particularly important for dealers looking to grow their business, as a larger market share can help them to achieve economies of scale and improve their overall competitiveness. Additionally, a diverse offering can also help to reduce the impact of market disruptions and shifts in demand, as dealers are better positioned to adapt to changing market conditions. 

Benefits of Specific/Concentrated Offerings:

Increased expertise 

 By specializing in a specific product or service, dealerships can develop a deep understanding and expertise in that area, which can be particularly valuable to customers who are looking for specialized solutions. This increased expertise can also help to attract new customers who are looking for a provider with a high level of knowledge and experience in a specific area. By focusing on a specific product or service, dealerships can become known as a trusted provider in that area, which can help to build customer loyalty and increase repeat business. 

Stand out from the crowd 

Specializing in a defined area of office technology can help dealerships differentiate themselves from the competition and position themselves as a go-to provider for that product or service. This can be particularly important in markets where there is a high level of competition and customers are looking for specialized solutions. By focusing on a specific product or service, dealerships can also become more efficient and effective in their operations, which can help to improve their competitiveness and profitability. 

Higher margins 

By specializing in a specific product or service, dealerships can often negotiate better pricing and terms from suppliers, which can result in higher margins. Additionally, by focusing on a specific product or service, dealerships can streamline their operations and reduce their costs, which can also help to improve their margins. 

Targeted marketing 

By specializing in a specific product or service, dealerships can focus their marketing efforts on a target audience and more effectively reach potential customers. This can help to reduce the costs of marketing and increase the return on investment, as dealerships are able to reach their target audience with more precision and accuracy. 

Niche market opportunities 

By specializing in a specific area of office technology, dealerships can identify and capitalize on new niche market opportunities that may not have been accessible to more generalist dealerships. This can help dealerships to grow their business and expand their customer base, as they are better positioned to meet the needs of a specific target market. Additionally, by focusing on a specific product or service, dealerships can develop a deeper understanding of their customers’ needs and preferences, which can help them to provide more customized and tailored solutions and improve customer satisfaction. 

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Which Is Best For My Business?

The best approach for your dealership will depend on a variety of factors, including your goals, your market, and your customers. If you’re looking to expand your customer base and meet the needs of a wide range of customers, diverse offerings may be the best choice. On the other hand, if you’re looking to build your expertise and focus on a specific target audience, a concentrated offering may be the way to go. 

Ultimately, the key to success is understanding the benefits of both approaches and making the best decision for your dealership. Whether you choose to offer a diverse range of products and services or concentrate your offerings in a specific area, it’s important to remain flexible and open to change. As the market evolves and customer needs change, you may need to modify your approach in order to stay ahead of the competition and continue to grow your business. 

SalesChain Provides the Flexibility You Need

No matter if your business offers a diverse or concentrated range of products and services, SalesChain is the complete business automation solution for your office technology dealership.  

The SalesChain platform provides automation for each step of your process, from quote and order pricing and document generation to delivery workflow tools. SalesChain puts your team in a position to communicate and collaborate efficiently, removes the need to hassle with redundant data sets, and empowers your people to close more deals. 

Click here to learn more about SalesChain 

Ready to Streamline Your Business?

Use the link below to schedule a discovery call for a demonstration of the SalesChain system. One of our representatives would be happy to assist you, answer your questions and see if SalesChain is the right partner to help you grow your business.

Sync the Team or Sink the Team

Row the Boat

In order to be successful, business teams need to row the same boat in sync. Members of the team need to move in the same direction with the same destination in mind. How do they get there? By working together! In the modern business world, well-synced teams take advantage of digital tools to achieve their objectives. 

Interdependency is the Key

A team is defined as a group of people who perform interdependent tasks to work toward accomplishing a common mission or specific objective. In the corporate world, many hours and dollars are spent to create highly functioning, revenue-generating, synchronized teams of employees.  

The key word here is “interdependent”. Each individual employee’s effort is needed to generate a successful result. Employee contributions are synergistic rather than additive. In other words, optimizing every part of the work results in a sum equal to more than the individual parts. If each individual or team is siloed with no connection between efforts, then optimization isn’t possible. The ideal hierarchy is one where employees are synchronized. No matter where they are on the corporate ladder, they should be familiar with the ongoing group efforts and how their contributions integrate into the whole.  Businesses need to sync their teams! 

What does it mean to be Synchronized in a Business/Sales Team Environment?

“A high-performance team is a cross-functional group of people with complementary skills. Effective work practices are crucial to building high-performing teams.” – Leadership Garden 

In any team, communication is key.  Information must be in a format that is easily accessible and can be easily shared by employees.  Managers need to know what actions their sales representatives have taken on a daily basis to secure an account.  Sales representatives must be able to access information regarding the delivery personnel and the fulfillment process in order to keep their clients informed and happy. Upper management wants to keep tabs on KPIs to inform ongoing business decisions.   

All these components are, by nature, interconnected. When information is communicated effectively, responsibilities can be clearly outlined, and performance can be measured and trackable. The same should be true for any software platform your team uses to stay synchronized. To be their most successful, many teams utilize a central platform for critical processes such as storing and sharing data and information, activity tracking and planning, lead and deal creation and management, and more. If your team uses multiple platforms, it is critical that they can integrate with one another to cut down on redundant data entries, miscommunications, and mistakes.  

Synchronizing your team often facilitates a uniform process for: 

  • Creating sales leads   
  • Booking meetings and sharing information  
  • Assigning and tracking tasks and performance  
  • Consolidating and concentrating important data 
  • Creating and closing deals   
  • Billing/documenting orders  
  • Distributing delivery/back-end documentation  
  • Creating commissions packages  

One System for Dealers in Imaging and IT

Watch this brief video to learn a bit about where our offering is heading in 2023!

Benefits of ‘Syncing the Team’

When processes are put in place to facilitate syncing your team, team interactions can be optimized. Syncing your team with intelligent software and automation can lead to: 

  • Higher efficiency. When each working part is operating at its best, the whole system works most effectively.  
  • Less time wasted. Every communication task that is automated and standardized frees up employee time to invest in brainstorming, creating, and accomplishing tasks. 
  • A lower margin for error. Systematizing protocols makes it easier to spot and correct issues quickly.   
  • Team members are more easily rewarded for achieving specific goals. Employees are incentivized by being able to document and present accomplishments to their managers.  

And of course: The Bottom Line! 

  • More Sales: More efficient use of time ultimately creates more sales leads, more deals closed, and more commissions!   

Syncing the Team Without Sinking the Team

Syncing your team requires a commitment to developing effective improvement strategies. While some may think it is not worthwhile to invest the time and money, failing to consider synchronization strategies may lead to: 

  • Lower efficiency 
  • Wasted Time  
  • Miscommunication  
  • And Missed Opportunities  

When you fail to have a synchronized process, you may increase the margin for error within your team. Simply put, you sync the team, or you sink the team. It’s important to remember that all kinds of businesses are employing digital strategies in order to improve their team’s synchronization. If your competitors are doing this, you risk falling behind. Consider the digital platforms your team use: are they integrated, efficient, accessible, and comprehensive? Do your software platforms sync your team, or sink your team? 

How have Teams/Companies Tried to Synchronize in the Past?

From interoffice memos to old-fashioned Rolodexes and paper filing systems, business teams have utilized multiple tools designed to optimize efficiency and communication. With the advent of the digital age, multiple software tools have become available to organize office functions. Many in the office technology industry have taken advantage of these products, introducing more than one digital tool in an effort to streamline operations.  

However, there is an inherent problem with this approach.  Cobbling together multiple pieces of software to handle different organizational needs can result in employee confusion, data overlap or loss, software incompatibility issues, and cumbersome maintenance and upgrade schedules.  

How are Teams Syncing Now?

Effective teamwork practices include good software platforms! High-performing teams are nimble and focused — which requires clear, timely, and streamlined communication.” – Leadership Garden 

No doubt, syncing your team can be a complex and multifaceted challenge. Business teams today use a wide variety of digital platforms to synchronize their processes and boost their efficiency. Software platforms like Slack, Salesforce, Monday, Jira, ConnectWise, e-Automate, and more provide business teams with an unprecedented range of options and solutions to their needs. But not all platforms are built the same. With so many options available, how do office technology and IT product dealers know what is right for them? 

SalesChain is the only solution in the office technology and IT product industry to offer a comprehensive solution to the problem of successful synchronization. Our platform serves as a complete business automation software, connecting the front and back-office staff and boosting your team’s efficiency.  

Project success engenders team trust, cooperation, and the motivation for continued collaboration – sharing skills, ideas, and data to produce the best result. SalesChain is the project management software platform needed to do this. Remember – a TEAM means “Together Everyone Achieves More”. Sync your team today with SalesChain! 


Ready to Streamline Your Business?

Use the link below to schedule a discovery call for a demonstration of the SalesChain system. One of our representatives would be happy to assist you, answer your questions and see if SalesChain is the right partner to help you grow your business.

How Are Copier Dealerships Managing Sales Territories?

Defining The Challenges

Many factors are contributing to increased challenges for copier dealerships as they try to align their sales territories, but let’s focus on two of the most egregious: Turnover in the sales force and the changing landscape for print sales in 2022 and 2023. These challenges mean that managers must exploit new strategies to create functional and successful territories for their sales representatives. The goal is to define territories that optimize sales rep performance and drive revenue growth while also giving them a practical number of existing accounts to manage.  

So, what are imaging industry sales managers doing to rise to these challenges and provide their teams with the best subset of accounts possible? 

What is a Sales Territory?

A sales territory is simply a geographical area assigned to a sales rep. It is their job to identify and approach potential customers within that region. To be profitable, companies keep track of current clients and continuously search for new business. Leads (opportunities for new sales) can come from many sources, but a critical component of recruiting new business is targeting sales territories.   

Sales territory mapping is the process of building a visual action plan for outside sales. With a focus on getting ahead of competitors, reps are assigned target prospects without overlapping with each other.” ZoomInfo 

The lines which create and define the boundaries of sales territories have been traditionally set using only one factor: geography. Maps were consulted and sales reps were assigned non-overlapping regions of an area (sometimes by zip code or home base for the rep), often without consideration of what existed within those boundaries. These territory maps are certainly important.  Sales managers utilize them to configure their sales reps’ traveling routes and evaluate their sales performance.  

What are the Challenges of Drawing Territories for Dealerships?

The goal of drawing effective sales territories is to optimize revenue while making efficient use of reps as the most important sales resource.  Challenges that dealers face include: 

  • Upgrading technology infrastructure to take advantage of electronic mapping and database demographics. 
  • Creating balanced workloads for sales representatives with territories. 
  • Matching sales representatives to clients who speak to their strengths and experience. 
  • Putting in place an effective business management system to correctly track progress and evaluate the effectiveness of territory boundaries.  

Additionally, the post-pandemic landscape for the office technology channel reflects a major change in print sales. With the expansion of work-from-home situations for many dealerships’ clients, residential solutions have become more profitable, and client offices are not all doing the same print volume they once were. Dealerships are having to re-draw a lot of territories because of this to balance the playing field for their sales reps.   

One System for Dealers in Imaging and IT

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What are Copier Dealerships Doing Today?

Copier dealerships today can take advantage of sophisticated sales territory mapping technology. Available software tools go far beyond simple geographic mapping for distribution. Sales managers may segment territories using many other criteria, such as: 

  • Industry type – Using SIC codes, DNB numbers or more generic industry segments, businesses can sort companies by their industry and identify higher volume opportunities like school districts, law firms and hospitals.  
  • Customer type – How many customers are in each area? How many Prospect accounts? Having a good balance can serve to give salespeople a balanced workload between easy repeat sales and profitable net-new sales.  
  • Business size – a territory with fewer large companies may indeed be more profitable than one with many small companies, or vice versa. A balance of business sizes within territories, or a balance of geographic sizes based on the scale of businesses within them is certainly critical. 
  • Deal potential – Does a certain geographical region have more known opportunities than others? If so, a re-balance may be in order.  

Many businesses today are employing the use of digital sales territory management tools. Like other automated tools, they bring multiple advantages including: 

  • Eliminating the need for error-prone manual data entry using spreadsheets. 
  • Freeing up sales managers’ time to make them more efficient. 
  • Producing an effective workflow for sales reps, saving time and travel expenditures.
  • Helping managers to capitalize on their sales teams’ strengths. 
  • Focusing on targeted regions. 
  • Setting goals, tracking progress, and analyzing sales strategies. 
  • Ensuring equitable and balanced sales territories between reps. 
  • Ensuring that all potential customers are covered by sales reps. 

Dealerships Using SalesChain Have Just Received A New Territory Analytics Tool

SalesChain’s software goes beyond just partitioning territories by zip code rules. It can help dealers fine-tune their sales opportunities and balance sales reps’ customer base in an area by providing population averages, business density, customer density, and the number of leases with corresponding information. Sales managers and leadership teams may run scenarios to help make calculated decisions to effectively distribute territory customer bases and accounts. Lease data gives them important information on the “size of opportunity” in a given territory. Revenue analytics allow for a spot-in-time analysis of sales data and help managers keep balanced territories in a dynamic sales environment.  

Ready to assess your prospect and account quality more accurately and improve your sales plan? SalesChain can help! 

Ready to Streamline Your Business?

Use the link below to schedule a discovery call for a demonstration of the SalesChain system. One of our representatives would be happy to assist you, answer your questions and see if SalesChain is the right partner to help you grow your business.

How are Copier Dealerships Forecasting Sales?

What is Sales Forecasting?

Let’s address the reality right away: any sales forecast is only a prediction. This is certainly true with office technology dealers. Even those who put time and effort into predicting sales patterns are going to have situations where the forecast proves true and where it proves to be false. So, if a sales forecast is inherently unreliable, is forecasting even worth it? If so, what is the best way to go about it?  

In the office technology channel, these predictions, or sales forecasts as they are referred to, are deemed necessary, and are, in fact, highly valuable if done well. describes sales forecasting as “the process of predicting how much revenue a company, team, or person will generate within a specific time frame.” In other words, using sales data that is currently available, teams can forecast future profits, which can lead to valuable insights and result in better management and ultimately higher revenue. 

The Benefits of Forecasting

Looking only a few days or weeks down the road is short sighted in business. Management should prioritize a mindset of future growth and take advantage of any tools available to project sales trajectories. The ability to accurately forecast upcoming sales and revenue is the basis for a sound business plan. “Sales forecasts help set benchmarks for future trends and allow leaders to course correct early” – Aviso  

If you know the direction your business is going, you can allocate available resources the most effectively. Optimizing cash flow is easier when a sales forecast accurately provides margins. Decisions to spend, hire, invest in inventory, or conserve funds are informed by sound data. 

Sales forecasting also provides managers with a way to evaluate the performance of their sales teams. This can provide the foundation for substantive evaluations and encourage employees to set realistic and achievable goals that align with sales metrics.  

But what steps are copier dealerships taking to forecast completely and accurately in a timely manner?  

One System for Dealers in Imaging and IT.

Watch this brief video to learn a bit about where our offering is headed in 2022!

More Information = Better Forecasting

This fact shouldn’t come as much of a surprise: the more information that is available to inform a sales forecast, the more accurate and useful the forecast will be. Dealerships should strive to exploit all possible sources of data to inform their forecasts and develop a pipeline management strategy. 

Gone are the days when a simple spreadsheet was an adequate tool to keep track of sales data. Many parameters can and should be measured, but they must be formatted in a way that supports analysis. Numbers do not mean anything until they are interpreted through the lens of optimizing your business! 

What are some of the metrics that can and should be collected? A good place to start is to outline the steps of your sales process. As a sale moves through the pipeline, here are a few things to consider: 

  • Source of leads – Where did this opportunity come from? Customer referral? A service technician? Something else? This data can help sales and marketing find and press your most effective sources for more sales. 
  • The ongoing status of each lead – What actions have been taken? Is this lead being worked on, is it a closed sale? A simple set of Lead Statuses can help clarify how far along opportunities are, and completed statuses like Lost, Sale and Discarded can help bin these completed opportunities for data analysis. 
  • Expected deal closure dates – Just as the name suggests, when does the sales rep think this opportunity will result in a closed deal?  
  • Competitive equipment information – What sort of equipment are we, as a company, trying to displace? Knowing the competition can help the sales team recommend the best replacement solution.  
  • Potential revenue and gross profit value – How much does the company and sales rep stand to make if this lead results in a closed deal?  
  • Probability of success for each individual sale – Quantifying a probability that each lead will result in a closed deal is an extremely useful metric for understanding your forecast vs your pipeline as well as helping to bring the most likely to close opportunities into focus.  

The SalesChain platform is designed specifically for the office technology industry and provides simple, intuitive ways to record and track all the above details and more! 

More Information = Better Reports

Having a central system of data as well as the tools to process that data supports the ability to generate quality forecasting reports in a timely manner. SalesChain provides high quality forecasting tools which can generate accurate and complete reports of what sales representatives are pricing in the system. Monetary values of leads, proposals and orders are automatically aggregated into a comprehensive forecasting report, based on the expected close date. These reports are searchable by a large number of categories, to help filter large data sets down to manageable sizes for analysis by all users.  

Better Reports = Targeted Action

Using tools that gather data on every deal in a central location is essential for forecasting and financial reporting. Here at SalesChain we often say that quality data is actionable data! SalesChain’s forecasting and business intelligence tools aim not only to display useful financial and pipeline information but also to let users act on it. 

  • Easily insert notes and tasks in bulk into accounts associated with deals. 
  • Assign those tasks to the proper sales representative.  
  • Perform a search for deals lost in the last 30 days and assign a follow up task.  
  • Set calendar and email reminders for competitive equipment lease expirations. 
  • Create custom dashboards, to lay out forecast data in a readily accessible format. 
  • Easily cross reference and compare sales representative’s activity, leasing activity, and service activity. 
  • Generate detailed audit reports to inform team meetings and management decisions. 

Dealers Are Doing All of the Above When They Forecast with SalesChain

Businesses need to manage revenue by managing sales data. Forecasting is the tool that makes this possible and SalesChain has an outstanding tool designed by experts specifically for the office technology industry. It offers eight different forecasting screens that users can choose from, to fine tune their view of the order pipeline and generate precise financial predictions based on quality data. “The ability to forecast sales (accurately) is pivotal in enabling a company’s leadership to future-proof its strategic vision and run its day-to-day operations effectively.” Aviso 

Ready to Streamline Your Business?

Use the link below to schedule a discovery call for a demonstration of the SalesChain system. One of our representatives would be happy to assist you, answer your questions and see if SalesChain is the right partner to help you grow your business.

What Makes a Copier Quoting Tool So Unique?

When evaluating which software product to adopt for your office technology business, consider the value of an industry-specific platform.  There are numerous advantages to devising and running your sales workflow with a quoting tool that is designed exclusively for the capital equipment machines and services industry. What is it that makes this type of quoting tool so unique? Here are four reasons to consider.

Office Equipment is Often Financed – But Not Always

Major capital equipment expenditures are pricey, especially for small businesses. Financing options that fit a company’s needs are available. Dealers must be in a position to offer these choices and incorporate them into their quoting documents. They should be prepared to point out the following advantages of financing equipment to their clients:

  • Leasing is financially more viable for many small businesses. Copier leases are written up with monthly payment agreements that are lower than the cost of an outright purchase of the equipment. SalesChain offers integrations to major finance companies to streamline the workflow for these deals.
  • A lease agreement typically lasts for three or four years, during which time the copier manufacturers are busy designing and releasing models with upgraded features. At the end of a lease term, a business has the opportunity to choose a newer model, allowing their business to exploit the latest in technological improvements, rather than owning an older machine outright.
  • A lease agreement can be coupled with a service agreement. This provides businesses with the advantage of a trained staff from a factory-authorized dealer to handle ongoing maintenance and repair, if necessary.

With this in mind, a pricing tool designed for Copier dealers needs to have robust capabilities in the realm of financing, both in terms of offering pricing options as well as in offing transparency into the customer’s history.

Copier Sales are Cyclical

The cyclical nature of copier sales means that competitive equipment/opportunity tracking is critical, along with maintaining your own lease portfolio. Automating your tracking with software ensures that sales representatives will never overlook a chance to check in with current and potential customers in their territory, lessening the chances of their competitors reaching out to them first. For example, SalesChain’s software lets you choose the workflow timing, so you don’t miss a client’s lease expiration date. Having the ability to track these competitive opportunities with lease expiration dates and as much data as possible can help break your competitor’s cycle and give you the opportunity.

Focusing on these opportunities for repeat business can be of tremendous benefit to your company. Since you already have an established professional relationship with them, they are going to be easier to sell to.  This reduces the larger cost outlays associated with acquiring new customers, as well as the cost of marketing. Repeat customers are more likely to spend more money with you, especially if you offer the opportunity to use lease financing tools. SalesChain’s lease desk gives comprehensive views of each lease, including meter reads and usage data to help close that deal again. Satisfied customers are loyal and will promote your business. Customer retention will increase your company’s profitability. You can even track the health of your customer base using SalesChain’s data and analytics dashboarding tool.

One System for Dealers in Imaging and IT.

Watch this brief video to learn a bit about where our offering is headed in 2022!

Other Services are Likely (Nay, Guaranteed) to Go Along with Copier Sales

Today’s office environments leverage many different tools and services to maximize business efficiency. For office technology companies, these include many different choices beyond mainframe copiers and printers, such as IT products, IT services, print products, print services, document management and scanning services, and maintenance and supply services. Dealers are looking to be a one-stop-shop for these services for their clients, both to help them streamline their operations and to encourage a continued partnership with repeat business for the dealer. This is especially true for their smaller customers, who don’t have the infrastructure, employees, or time to manage these other services.

Having the capacity to offer bundled solutions to their clients gives a competitive edge in this increasingly complex market. SalesChain software allows dealers to sell different types of products individually or as a bundle, using bi-directional integrations to tools such as ConnectWise, e-Automate, and Etilize. As dealerships expand into these diverse offerings, sales teams need more product and service-specific details.  SalesChain’s order breakdown CPQ tool allows different sales teams within dealerships to tailor-make blended solutions packages for their clients and allows managers to better track progress and trends.

Catalogs are Vast and Dynamic

With so many products to choose from, it’s hard for small dealerships to keep up. A quality software tool is vital for collating the enormous manufacturer catalog databases. The SalesChain software platform includes a cohesive, comprehensive, and readily searchable database of catalog entries for use by  sales representatives. Our catalog marketing and maintenance team is committed to continuous updates which include the latest models, as well as machines that are still available for sale as refurbished units or off-lease options. With integrations to Ingram Micro, Supplies Network and TD Synnex, SalesChain also imports major IT product distributor catalogs into SalesChain’s proposal and order pricing tool daily.

Ready to Streamline Your Business?

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What Makes a Copier-Centric CRM So Unique?

Industry-specific software has been gaining popularity in recent years. Why is that?

While the ubiquity of widely adopted software from big companies means that it can be implemented across many industries and fit into wide standards, it also means that custom work may have to be done to make it fit the mold of your business. Smaller businesses don’t always have the resources to manage this level of customization, as it often takes a full-time resource.

As an industry-specific software provider, we at SalesChain have done a lot of thinking about what makes sticking with just one vertical so valuable. Over and over, we’ve concluded that it is the nuances that come with the industry that make our product great.

So, what exactly makes a copier-centric CRM so unique?

A Big Emphasis on Leasing

Twenty years ago, SalesChain was founded as a lease portfolio management business. That emphasis is reflected in every tool we have made since then. Our lease portfolio management utility is integrated into our entire platform, giving users quick access to data required to efficiently service accounts.

This is especially important in capital equipment sales due to the cyclical nature of lease renewals or upgrades. Since roughly 90% of deals made in capital equipment sales involve a large enough contract to require financing, sales representatives have a unique opportunity to manage repeat business, just by keeping track of the recurring revenue possible from lease renewals and used equipment resales.

This competitive advantage is part of what SalesChain is designed to manage, by storing important metrics and creating automatic workflows to help sales representatives keep track of the sales cycles for their clients. To use an old cliché: it’s always easier to keep a repeat customer than to go and find new business.

Intentional Workflow Automation for Fulfillment Processes

Workflow can mean many things for different industries. It’s important that the workflow tool your business implements aligns with the goals that you have and meets or exceeds your business’ needs.

SalesChain has developed a software platform uniquely aligned with the office technology industry. We are familiar with the industry, including the latest technological innovations and expansions into related products.

Your business needs a workflow that automates all the steps in the sales cycle, including fulfillment, in an intuitive and easy-to-learn format. We work directly with our client companies to clearly define their specific needs. The result is an automated workflow system within the SalesChain platform that supports all aspects of your business sales cycle: from prospecting for leads and new opportunities to pricing, documenting, and delivery of products and services. SalesChain allows you to define customized workflows that best represent the working steps needed to fulfill each type of product or service that your business offers.

SalesChain’s delivery workflow automation system is not only a comprehensive set of tools to organize and automate your sales cycle. It also had embedded tools to measure the efficiency of your fulfillment processes. Advanced business intelligence tools provide easy-to-read metrics for sales and management to evaluate effectiveness and promote growth.

The SalesChain platform also has tools to integrate with other core systems like leasing companies, e-Automate, or ConnectWise Manage. Throughout the sales cycle, each step of assignment and completion is time-stamped so that the timeliness of your process may also be evaluated. Your whole team will be better informed and able to perform tasks more efficiently.

One System for Dealers in Imaging and IT.

Watch this brief video to learn a bit about where our offering is headed in 2022!

Relevant Integrations to Industry Standard Software

Integrations to industry standard platforms are essential in modern software, more so now than ever before. With the overall goal of complete digital transformation becoming more prevalent, some companies prioritize having the largest number of integrations while failing to have the very precise integrations that a specific industry might need.

Pre-packaged software products are built to communicate well with “outside” software to fill the gaps in their own functionality, however, these are still ultimately disconnected products. Your company needs integrations that interface with the day-to-day functions of your organization and address your user base.

The SalesChain platform is built with your industry in mind, including integrations to common marketing and ERP tools. For example, SalesChain’s integration to ECI e-Automate allows sales representatives to create sales orders in e-Auto with the push of a button rather than requiring that a staff member allocate time to manual data entry.

Focused Support

Any software tool, including industry-targeted products, is only of value if it can be used consistently and effectively by your employees. Purchasing software should not be the end of the relationship between your business and the vendor. Ongoing support services for training, troubleshooting, implementation, and improvements should be readily available and approachable.

You need an industry-specific product that comes with a focused support staff. When your organization partners with an industry-specific software solution, such as SalesChain, you’re presented with a set of tools that are specific to the functions of your business, as well as support personnel who are trained and operate in the same industry that the software serves. This naturally engenders a much higher level of competency and service.

SalesChain prides itself on its service. Our help desk staff is trained on our system, from its most basic functions to its most advanced utilities. They can help employees at our client companies with any issues they are facing. Our professional help desk staff is US-based, English-speaking, and trained in the intricacies of the office technology industry.

Ready to Streamline Your Business?

Use the link below to schedule a discovery call for a demonstration of the SalesChain system. One of our representatives would be happy to assist you, answer your questions and see if SalesChain is the right partner to help you grow your business.

What is Document Generation and Why Is It Important?

What exactly is document generation?

The sales cycle in the office technology industry is inherently document rich. In other words, from the moment a sales representative turns a lead into a sales opportunity, there is data that needs to be recorded, collated, stored, shared, and even signed electronically. Deal generation, pricing, processing, delivery and follow up all require documents containing customer and deal-specific information.

Although parts of this process are common to any type of sale, many documents contain customer-specific information, that requires the customization of standard industry sales templates. Populating these templates with information that is stored in a database rather than manually filling out paperwork for each deal is known as document generation, or docgen.

It is important to note that any tool which can help to automate the process of generating sales documents is both efficient and economically important for your business. The automatic creation of nearly identical, but ultimately customer-specific documents are the goal of docgen tools, which can be programmed within a CPQ (Configure Price Quote) system or generated via an independent software application.

In the most efficient processes, document generation is often a built-in and ongoing part of business workflow, allowing users to create and update document templates at any time.

One System for Dealers in Imaging and IT.

Watch this brief video to learn a bit about where our offering is headed in 2022!

Why You Need Great Document Generation

It Saves Your Team Time

A bottleneck anywhere in the sales cycle slows down your entire team. If employees are waiting for necessary documents to be generated, a deal cannot move forward. For example, errors may occur at the stage of document design. Often, businesses employ their development team to create document templates. They must use their time to coordinate with the sales representatives using the documents to handle revisions, updates, and corrections. Automation of docgen within a software platform can help to alleviate this slowdown. A quality automated document generation system speeds up multiple processes, including designing, editing, generating, and importing documents. This frees up valuable human resources and reduces the need for co-opting the development team to generate and troubleshoot the process. – Windward Studios

It Reduces Errors and Omissions

Any opportunity to automate processes that require multiple manual data entry steps inherently reduces human error. The same is true for sales document generation. When an intuitive system is available within the sales platform to create quality documents easily, employees learn faster and can produce documents of consistently higher quality.

It Creates Consistency in Your Branding

Part of successful company branding is creating and using a consistent look and feel in all business communications. This is true not only for marketing materials but for all your company’s electronic and hard-copy documentation as well. Using a quality document generation system allows employees to create output that is highly customizable to a particular client while maintaining a consistent corporate look.

It Leads to Happier Customers

Investing in any infrastructure improvement that speeds up the sales process is well worth considering. Opportunities to streamline document generation certainly would be included in this category. “Your customers deserve documentation that is easy-to-read and well-organized.”  – Windward Studios

Generate Documents with SalesChain

SalesChain’s document generation system is built right into our system. That means no populating information across disparate systems or manual data entry. Using the information your team populates into our software, we intelligently generate precise documents for every step along the way.

Users can generate legally binding paperwork with ease and close orders with confidence! Learn More Here.

Ready to Streamline Your Business?

Use the link below to schedule a discovery call for a demonstration of the SalesChain system. One of our representatives would be happy to assist you, answer your questions and see if SalesChain is the right partner to help you grow your business.

Why Are Integrations So Important in Modern Software?

What is System Integration?

Companies routinely run their business operations using a variety of sophisticated, industry-specific software programs, designed to streamline workflow and avoid costly manual data entry errors. It is common to rely on more than one such program, which often creates compatibility issues between products. The solution to this challenge is system integration.

System integration is designed to facilitate communication between different software systems by creating electronic connections between applications that are required to sync together to pool and analyze data. The goal is to create one unified platform. All the sub-systems (or integrations) are associated and function together, and may include IT systems, services, and software. Integrations are built on APIs (application programming interfaces) facilitating the flow of information between cloud-based or on-premises business applications.

Why Are Integrations Important?

System failures are time-consuming, costly, and may even result in loss of client business. Companies need their operating systems to work automatically, reliably, and synchronously. This automation can be achieved with system integration, thereby increasing productivity, decreasing both material and human resource consumption, and reducing operational costs. System integration also generates a higher quality of business analytics, providing administrative personnel with critical information to make decisions more quickly. “Systems integration promotes consistency, agility, and innovation.” – XpandIt

Integrations expand business operation functionality by using connections to important third-party applications. This can free up employee work time by automating such tasks as syncing customer data between different platforms. This automation is the key to enhanced productivity. Gone are the days when employees spend hours manually entering data into cumbersome spreadsheets.

Integrations can also include features not available in the original company systems, thereby automating a much wider range of tasks. This creates a linked workflow. Departments are no longer siloed and can more easily collaborate. “Integrations are a way of streamlining your systems and centralizing the data your business needs to make informed calculated decisions.”  -BabelQuest

Most importantly, system integrations create a culture that is customer-centric. Enhanced customer interactions are possible when employees can focus on clients rather than manual data maintenance. All stakeholders, from help desk professionals to upper management, can quickly access a comprehensive view of customer interactions throughout the sales timeline to optimize customer experience and success.

Disadvantages of Not Integrating

System integrations are not mandatory but choosing not to implement them in today’s modern business environment certainly comes with significant disadvantages. As stated above, tedious manual data entry and database maintenance reduces employee productivity and wastes time which could otherwise be spent on servicing customers directly.

There are inherent issues with syncing data in real time when multiple software systems are used. Incomplete or multiple records corrupt business intelligence dashboards and prevent managers from obtaining accurate and timely views of business performance metrics.

Separate software systems require separate maintenance and upgrade schedules. Aside from being costly, these schedules may result in unnecessary operations shutdowns and monopolize the IT department resources. Upgrades can also result in new compatibility issues between systems.

SalesChain Integrations

Here at SalesChain, we are proud to offer numerous integrations that matter for the office technology industry. Our platform includes integrations to key industry software products that streamline your workflow. Categories include sales and marketing integrations (Microsoft Outlook, Hubspot, Google Mapping, and RingCentral), operations integrations (e-Automate, CEO Juice, Connectwise, Microsoft, ECI, Printfleet, Forza), data Integrations (Zoominfo, Infogroup, EDA, DNB, and GFK), leasing integrations (DLL, Great America, CIT, LEAF, Wells Fargo, US Bank, Canon, Marlin, and GFC), and catalog integrations and partners (TD Synnex, Ingram Micro, DM Supplies Network, Canon, HP, Xerox, Brother, Ricoh, Savin, Sharp, Kyocera, Konica Minolta, Lexmark, Toshiba, Epson, Lanier, Fujitsu, and KIP). Contact us today to see if SalesChain is the right partner to help you grow your business.

Ready to Streamline Your Business?

Use the link below to schedule a discovery call for a demonstration of the SalesChain system. One of our representatives would be happy to assist you, answer your questions and see if SalesChain is the right partner to help you grow your business.