Weekly Activity

• This is an in-class activity.

• Time allowed: 30 min

• Each student will present his/her work to the class.

TEQSA: PRV14311
CRICOS: 03836J
1
 Weekly Activity
SalesTeam is a mid-sized company that specializes in providing outsourced sales resources to companies within the life sciences industry that are in need of additional sales staff to
assist with major promotions or to cover gaps resulting from turnover. SalesTeam was founded three years ago and has grown quickly since then. SalesTeam’s outsourced
salespeople prospect, cultivate, and close new business for clients just as they would if they worked directly for the client. Each month, the salesperson is required to submit
documentation to SalesTeam’s director of outsourcing regarding the number of calls that they made, the number of meetings they had with potential clients, and the status of their
sales prospects.. SalesTeam then compile the information in Excel spreadsheets to pass on to the client. These reports allow SalesTeam’s management and the client to determine
how sales are progressing and ensure that the salesperson is achieving their goals.
However, some clients have complained that they cannot easily upload the information into their systems, or that the information in the spreadsheets is incomplete. As a result,
clients are missing sales opportunities. The leadership at SalesTeam has determined that they need a more sophisticated and automated way to track and report on their employees’
activities to enhance the quality of their communication with clients and to improve the results of their sales team.
Review Questions
1. How should SalesTeam determine the requirements of a CRM system for its business?
2. What additional activities will SalesTeam salespeople likely be able to perform with a CRM application that they could not perform before?
Critical Thinking Questions
1. You have been tasked with gathering the requirements for the new system to ensure that the new CRM software will help SalesTeam achieve the stated objectives. Which
stakeholders would you meet with to determine the requirements? Why would you meet with these stakeholders?
2. The cost of a CRM application can vary significantly depending upon the size of the company and the desired features. What would you include in the financial analysis of a
CRM?

TEQSA: PRV14311
CRICOS: 03836J
2