AUSTRALIA
“ We ’ re extracting everything out of the freight management database and producing the BI visuals and reports ,” McAvoy explains , “ which helps our managers perform better as it ’ s giving them live , up-to-date information , as it happens .”
In November 2016 , Hi-Trans also restructured the sales department and McAvoy says the new CRM system has given sales managers visibility to rep activity and performance .
“ It ’ s a game-changer ,” he claims . “ Because it gives our sales managers the ability to really determine if the reps are exhibiting the proper activities and getting the desired results .
“ And they can respond more favourably and unfavourably depending on those results , whereas before that visibility was often elusive .
“ With the CRM done properly , the sales reps see it as a productivity and results enhancement tool , not just a management tool . And
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