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How to be more effective in business


There is so much ‘stuff’ that goes on in your average day, answering emails, taking phone calls, travelling or whatever. It can be very easy to get distracted by the ‘stuff’ rather than keeping on track.

Whether you are in sales, operations or the management areas of business these two tools will help you to increase your business effectiveness and achieve better results.

Sales Process

Firstly, whether you are involved in sales as a sales team of just one or twenty one it helps if you can remain focused on your goals, the overriding goal being to increase your sales and by inference your profitability or commission.

What is the sales process that you have found most effective? Then add this into your CRM. Use custom fields or tags so its easy to categorise your contacts and also your sales opportunities and quotes.

Example of a sales process*

  1. Get into rapport

  2. Find out what is important by asking questions

  3. Find out what they really want and need

  4. Explain how you gave other people that exact thing

  5. Ask “Would this be of interest to you?”

This is where using a CRM really makes all of the difference. By being able to identify where each of your contacts are in your sales process and what stage you are at for your quotes and opportunities you will find it so much simpler to know where to work.

The more effective you are in managing your sales process the happier your customers will be… and combining happy customers and a CRM to manage your relationship with them, you can be certain that the next time your customer is ready to order they will only think of you.


Secondly, this great little reference tool will help you, if you ever wonder whether you are working on the “right things”.

Time Management Matrix*


Not Urgent


  • Crises

  • Pressing problems

  • Deadline-driven projects, meetings, preparations

  • Preparations

  • Prevention

  • Values clarification

  • Planning

  • Relationship building

  • True re-creation

  • Empowerment

Not important

  • Interruptions, some phone calls

  • Some mail, some reports

  • Some meetings

  • Many proximate pressing matters

  • Many popular activities

  • Trivia, busywork

  • Junk mail

  • Some phone calls

  • Time wasters

  • “Escape” activities

If you are working in the green coloured area, the important items, you know everything will work out just fine. If you find yourself working in the red coloured area, the items which are not important, then you will not be nearly as effective in what you are doing.

The best place to be working is in the important and not urgent work. Because if you don’t attend to these item they are eventually going to move into the urgent category… and if you are working in the urgent zone all of the time you will increase your stress levels and run the risk of not getting everything done on time.

Set up your CRM so that you can set tasks as important or not important and then set as urgent or not urgent. By using these categories you will be reminded exactly where you need to be working and help you not only to be more effective but also to remove unnecessary stress…

CRM is a great tool to Improve productivity & efficiencies in business.

Read more about building a timeline for your customers to develop relationships with your customers

*Thanks to:

Time Management Matrix: The late great Stephen R. Covey

Example Sales Process: John Kettley – The Sales Masters Guild
Written by Bryce Anderson, read more about the author on Google+

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This is the cornerstone of your CRM – your connections, your contacts, your customers, your suppliers. It all revolves around the people you know and are connected with.

As you build and grow your relationships with your contacts you are able to develop a loyalty between you and your brand. This will directly translate into increased and improved business performance.

List all of your contacts and companies you do business with and link them together. Add log entries to record all your interactions.Wherever you are, you are always connected with your contacts, you can make any updates, record notes and access information or files.


Create and allocate tasks. These automatically sync with your calendars on any media device and set automatic reminders.You can assign a team member and a contact or a group of contacts to a task.

A collection of tasks, referred to as a case, is an ideal way to manage a project or a series of events that are required in your business. By sharing the case everyone associated with the project can monitor it’s progress. They will be able to see when the project is started, whether it’s ‘on track’, ‘overdue’ or ‘completed’.


Groups are like a saved of your contacts.

This is a really essential tool, by being able to categorise your contacts into different groups means that you are able to identify the contacts that you want to work with at any time.This might be because you want to visit all of your contacts in a specific postcode or town or you want to email a special offer to different types of contacts.


Having your documents in one place together with your CRM makes perfect sense. Our documents feature allows you to store and share files relating to a specific contact together the contact details.

Your sales team will always access the most up to date sales support material. There is no need to backup your documents any more as we take care of this automatically for you. You have reassurance and peace of mind when using our document feature because we use the same advanced security level when storing your documents as every else in Light Degree CRM.


At the heart of every business is the customer and it is imperative that they feel valued. They appreciate being kept up-to-date with the latest news, promotions, events, reminders or simply to stay in touch.

We can tailor make e-mail campaigns to suit your business. Reports and full campaign analytics are generated automatically. Preview messages, see who is opening them and what interests them so that you can send them further information. All templates are optimised for mobile devices for quality viewing.The campaign size can grow as your organisation does,with a strong emphasis on expanding your brand, it will give your business an amplified appearance of online presence.


Even when remote from the office you can have a complete overview of all event details. An accurate count enables you to manage marketing strategies and facilities. New events created will automatically appear on your website, enabling customers to register immediately. All registrations will instantaneously be added to your event and contact book.

Make sure your attendees and exhibitors have all the information they need. It’s simple to send message reminders of event details or any last minute changes. If you need to share documents, these can be uploaded ready for your event managers to download.


Each user can adjust their own settings, including setting up a social login (using Google or Linkedin) so they can just click and login with details they are already familiar with.
Admin users can manage other users, change the way the contact information is displayed and create custom fields or tags to categorise contacts.


Reporting gives you an overview of everything that is going on in your business. It helps you to focus on what is important rather than just getting lost in all of the detailed information you have in your CRM.

We offer an extensive range of reports to be sure that you can get the best information to manage and operate your business. We specialise in reporting on sales activity for individuals and teams.We even add another report every time you add tag (or custom field) to categorise your contacts. So you will always have the information that you need to build and increase your sales.


A great way to be remember to follow up on all of those quotes that you have prepared and given to customers and potential customers, is to enter these as opportunities into your CRM.

By adding them as opportunities you can check on the progress, right from the time you prepare the quote, through to when you receive an order or send an invoice to a customer. Once entered into the application you will be reminded as the date approaches, when you anticipate the order to arrive. This means that you can follow up with the customer if necessary to assist the process.You can add other potential quotes or opportunities to your list as you identify these so they will tracked and followed up as well.


A great way to work with other people or for using as a simple check list of things that need to be done. Track all tasks to be completed and see the overall progress of the project. A collection of tasks where you are collaborating with other team members like this is referred to as a ‘case’.
It can happen like this…
– You need to prepare a quote and need someone to prepare a drawing and someone else to get pricing from several suppliers first
– You are working on an event where several people have to complete different tasks to make it happen
– You need to advise a customer and have to call in expert advice first
– You are working on a project and everyone in the team needs to know where the others are up to and the progress overall