How Role-Based Access affects Sales Forecasting? (Interview with San-Part 6)

Rajesh Srinivasan, the CMO of UPilot had another interesting conversation on the topic “How Role-Based Access Affects Sales Forecasting” with San Bhaskaran, the founder of UPilot. He talks about having role-based access in the basic plan of the Sales CRM and how it affects sales forecasting.

Let’s get into the interview:

Rajesh: Hi San! Great to have you here again

San: Thanks Rajesh!

Rajesh: Having a CRM is essential for any business, big or small. By building the product from the bottom up, keeping the actual users in mind, you have ensured that everyone in the company uses the software. This way, the management will get all the reports and insights that they want. This is important because it allows them to see how well the sales team is performing and whether they need to make any changes. 

Additionally, by having a top-down approach in terms of hierarchy, you have made sure that the top management has control over who sees what information. This is a delicate balance that you have achieved and it is one of the reasons why your company is so successful right? 

San, could you tell me a little bit about how role-based access affects sales forecasting?

San: Yes, absolutely. When I say that there is a hierarchy possible, what I mean is that you can design any way you want. Let’s say you are a small company with two salespeople sitting across the table from each other. You don’t need to set up any private hierarchy at that time. You can make everything visible for everybody right then and there. 

But once the company starts growing and once some serious deals are going on, the CEO or the business owner might not want that to be visible to everybody. That’s when a private hierarchy can be useful. It allows the CEO to keep track of what is going on without having to worry about sharing too much information with the rest of the company.

In many CRMs, the pricing information for deals is set at zero by default. This is done to prevent junior employees from making assumptions about large sums of deals. While this may seem like a good way to protect staff morale, it can actually have the opposite effect. 

When employees are not given access to accurate information, they are more likely to make mistakes that can cost the company dearly. In addition, this approach does not foster an environment of trust and transparency. If you want your team to be successful, give them the tools and information they need to do their jobs properly.

In the business world, forecasting is essential for success. Companies need to be able to estimate future demand to make appropriate plans and allocate resources. However, visibility is often limited, making it difficult to generate accurate forecasts. As a result, some companies have adopted a “zero-price” strategy in which all products are priced at zero. 

This approach has several advantages. First, it allows companies to offer their products at a lower price point, making them more accessible to customers. Second, it eliminates the need for forecasting, as all products are effectively “on-sale” all the time. Finally, it simplifies inventory management, as there is no need to keep track of multiple price points. While this strategy does have some drawbacks, it can be an effective way for businesses to manage visibility issues and improve their bottom line.

To make the best decision for your business, it is important to weigh the pros and cons of each option. In the case of choosing between enterprise and small business CRM, there are a few key factors to consider. Enterprise CRM solutions are typically more expensive and feature-rich than their small business CRM counterparts. 

However, they may also be more complex and difficult to implement and customize. Small business CRM solutions, on the other hand, are often more affordable and easier to use. But they may lack some of the advanced features that businesses need as they grow. Ultimately, the best decision will depend on the specific needs of your business.

Rajesh: That sounds great. Thanks for sharing that with us, San.

San: No problem. Thank you for having me.