Managing Customer Relationship Management or CRM for Sales in SAP Business One

What is CRM for Sales in SAP Business One?

Sales CRM is an in-built module in SAP B1 that provides the necessary functionalities for organizations to retain their existing client base while adding new customers. Organizations can use SAP B1 CRM to improve customer satisfaction and loyalty toward their brand.

Among the main CRM benefits for sales in SAP Business One, sales teams now have an integrated view of their customers across the entire sales cycle. With the CRM modules, sales professionals can perform day-to-day tasks such as:

• Create sales quotes for new prospects.
• Enter customer orders in the ERP system.
• Check for the availability of products for new sales in warehouses.
• Track new sales opportunities and leads.
• Record & view the complete sales cycle from the first customer call to final product delivery.

Next, let’s look at some of the main features of the SAP Business One customer relationship management or CRM module.

Features of SAP B1 CRM Module

Here are some of the main features of CRM in SAP Business One:

1. Partner Management

With this feature, sales organizations can store and manage vital information about their business partners, including the following:

● Vital company information like office address and contact numbers

● Contact person information, such as their telephone number and email address

● Tax-related information

● Account and payment details

2. Campaign Management

With the campaign management feature, SAP B1 CRM enables organizations to launch and manage a promotional marketing campaign. Here are some of its capabilities:

● Create and maintain the target customer group for the campaign.

● Create a marketing campaign any time using the user-friendly campaign generation wizard.

● View and manage campaign-related data.

● Generates sales opportunities from the campaign data.

● Filter response emails resulting from the campaign.

3. Activity Management

Activity management refers to all the activities or interactions with business partners and customers. This includes email exchanges, managing customer meetings, and handling other sales-related tasks. Activity management tools can also be used for:

● Planning sales activities for the entire day, week, or month.

● Analyzing communications with business partners and customers.

● Identifying sales opportunities based on service calls with business partners.

4. Sales Opportunity Management

This CRM feature enables you to track and manage sales opportunities that are still pending. Due to related activities like customer negotiation and meetings in the prospective sales pipeline, sales opportunities remain pending. This CRM feature enables you to:

● Select the owner for a given sales opportunity.

● Determine the right employee’s access to sales-related information.

● Generate customized reports for detailed analysis of sales opportunities.

5. Sales Management

The sales management submodule in CRM takes care of the entire sales process in any organization. This includes creating sales quotes, invoicing, documenting, and printing. Also, SAP Business One has a collection of sales documents for each step in the sales process.

6. Service Management

This feature aims to provide support-related services to existing customers – and helps companies retain customers. Some of its capabilities include:

● Managing customer interactions with customer support executives.

● Processing customer complaints & inquiries – along with specific information about service items, customer contracts, and serial numbers.

● Generating custom reports to manage service-related activities in a particular department.

● Creating and maintaining a knowledge base of solutions for recurring issues faced by customers.

Next, let’s discuss some of the benefits of CRM for sales in SAP Business One.

Benefits of CRM for Sales in SAP Business One

The Sales CRM module in SAP B1 is accessible to any sales professional working on a desktop computer, mobile phone, or tablet. Here are some of the business benefits of using the CRM module in SAP Business One:

1. Manage Customers and Sales Leads

You can now create and store customer information through the business partner submodule. This makes it easier to manage the master data about sales leads and existing customers. Business partner data is automatically transferred to sales transactions, including quotations, deliveries, and orders. Further, sales teams are notified when credit limits are exceeded or a customer has a pending delivery or payment.

2. Simplify Sales Activities

The SAP Business One CRM module makes it easier for sales teams to manage activities such as scheduling customer meetings, assigning tasks to the right personnel, and sending customer emails. Business partners can also link all lead-related activities and drill down these activities for detailed information.

3. Track Sales Opportunities

With the SAP B1 CRM module, organizations can easily track and pursue sales opportunities. Through the sales opportunity module, they can track the entire sales process as it moves through the various stages. SAP B1 allows you to define the sales stage, business partner, and relationship for each sales opportunity.

4. Convert Quotes Into Orders

You can create a sales order without entering the customer data for a successful sales opportunity. Using its integration features, SAP B1 enables you to perform immediate checks on available products or stocks. The sales order is immediately updated to the accounting and inventory information for ordered products. By applying document templates, you can quickly generate outbound documents such as quotes and order confirmations – and email them to your customers.

5. Improve Sales Revenues

With its CRM implementation, SAP Business One enables businesses to effectively communicate with their customers and understand their needs & problems. This valuable information makes you better positioned to offer the correct product or service. The Sales and Opportunity management features also enable quicker and more profitable customer conversions. This can lead to improved sales revenues.

Conclusion

As highlighted in this blog, organizations can win new customers and maintain existing customers with the capabilities of CRM for sales in SAP Business One. As compared to standalone CRM tools, organizations now have an integrated view of customers across the entire sales cycle in SAP Business One.

As a solution provider, Praxis Info Solutions has technical expertise in both SAP Business One and the Zoho CRM tool. We can help your sales team to maximize their sales opportunities and improves your sales revenues. Read on to learn more about the SAP Business Process.

Are you looking to leverage the CRM capabilities in your SAP Business One tool? Contact us for a product demo.