Comarch CRM Sales Management at Bank BPH
Until 2004, the rapidly growing Bank BPH did not possess a centralized customer relationship management system. Branch employees used several front- end applications during everyday customer service. They had to log into each system separately and often enter the same customer data into more than one system. Employees managed their time and contacts using personal calendars and notebooks. Taken together, this meant that the sales process was inefficient, with employees spending too much time repeating tasks they had already completed in another application. In addition, bank management was dissatisfied with sales planning, monitoring, and reporting processes. The lack of a sales process management system meant that setting sales targets for particular employees in the bank’s extensive branch network was extremely time consuming, while sales representatives wasted significant amounts of time creating sales reports manually. The bank lacked a comprehensive marketing campaign management solution.