Why Eiendomsfinans connects SuperOffice CRM with Business Analyze to drive business performance

Njål Norheim, Director of Insurance and Partner at Eiendomsfinans, has clear ideas about what it takes to be a top-performing finance organisation.

“Make facts and figures visible,” he says. “Afterall, you can’t expect to run a marathon without knowing how fast you are going.”

Eiendomsfinans is one of Norway’s most comprehensive providers of personal financing solutions, loans and insurance. The company has grown significantly the past 3 consecutive years and is looking to pass the 100 MNOK mark in 2019.

Six months ago, Eiendomsfinans connected  Business Analyze to SuperOffice, their CRM system. Together, these software applications are their central hub for 60 financial advisors who serve customers nation-wide.

In addition to other responsibilities, Njål works to optimize internal systems and routines. That’s no small challenge at a time when data and analytics is a competitive advantage.

We met Njål in Drammen to learn about his experience so far.

“Why is CRM data and analytics important”, we asked?  “What difference has new business analytics software made?”

This is what he said:

Two systems are better than one

Connecting Business Analyze to SuperOffce CRM has made us more effective. We have more time to get to know our customers and deliver services that make them happier.

Our old analytics tool simply didn’t work as well. We know the CRM system holds a lot of potential, and we were looking for ways to better leverage the data in it.

Now we’re more in touch with the business. We instantly see what’s changing day to day and week to week. It’s easier to spot things we should work on or prioritize in order to reach goals.

Easier track and analyze sales

We track revenues versus targets, budgets and forecasts. Business Analyze build s a picture of what’s happening from different angles – advisor to advisor, department to department and across the organisation.

Business analytics has also helped us identify which data we must capture in SuperOffice. We don’t want to too much either. For example, we started recording important activities and lead sources. Now we know where leads are coming from and where we should focus efforts.

This kind of insight will help us become an even stronger member of the Norwegian financial community.

Make facts and figures visible

As brokers for many of Norway’s largest financial institution, we are expected to reach certain targets. Business Analyze tells us whether we are on target or how much we are off. It shows where we have the biggest opportunity.

Each one of our advisors has a scoreboards. We set personal targets and measure focus activities. We review status in weekly meetings.

In our organisation, we don’t keep performance a secret. If Drammen sees they are falling behind Bergen, you can bet Drammen will work hard to close the gap.

I believe a sales organisation without scoreboards is like a runner without a watch. How does that go?

Remember to discuss all the alternatives

There are many different ways we help customers solve financial challenges. Some of the products we offer are complex. Business Analyze helps our advisors remember various options.

We track sales per product and category so we know who where a product’s is delivering value and where there are opportunities.

GDPR is next

We’ve spent more than 100 hours assessing and implementing new GDPR requirements. It’s high priority, and it’s a big change. There’s no room for error.

The next step is to secure the guidelines and processes we have in place are followed 100%. We plan to set up Business Analyze to monitor our SuperOffice database so we are certain we are following the new regulations.

Why B2B companies are using CRM + analytics for growth [Infographic]

Businesses with 5 employees and 5000, are using CRM systems and analytics to radically improve their marketing, sales and customer service efforts.

Together these two technologies are helping companies use data to plan, run and manage their businesses in ways no other tools can.

According to Gartner, CRM analytics are hot.

Speed and agility

Is it any wonder that companies are turning to analytics tools? The volumes of data stored in company databases are growing faster than any time in history. Within this data lies secrets to winning customers and improving performance.

The companies who are able to take advantage of available data, are the ones who will not only survive, but thrive in the digital economy. Those who don’t, may suddenly find themselves left out.

Danish company Danfoss Semco, for example, was aware of how important sales pipeline management was for the business, but struggled to get an accurate view of pipeline developments. Sales teams worked with CRM system in different ways. A ‘full’ pipeline could create a false feeling of safety.

Implementing a new analytics and reporting solution was one of several important steps they took to remove inconsistency and get a more unified approach to sales management.

“Analytics helps us analyze data from the CRM system, improve reporting and monitor key metrics. It allows upper management, sales, finance and production insight into future sales projects,” says Lars Sørensen, Project Leader.

10 ways to use CRM analytics (infographic)

How can analytics help on a practical level – day to day and in planning your strategy? That depends several factors. We hope this infographic will provide some answers.

Let us know what you think or get in touch with our data experts.


Related information

Read real-life stories about Nordic businesses that are improving sales and smoothing workflows by combining SuperOffice CRM with our business analytic tools.

Business Analyze launches sales coaching toolkit for SuperOffice CRM

Easier to coach sales teams to success

We are pleased to announce a new sales coaching toolkit as part of Business Analyze for SuperOffice. With this toolkit, leaders, coaches and representatives can take advantage of sales data and analytics to build stronger sales teams.

Watch video

Gain insight based on sales data

Business Analyze pulls data from SuperOffice CRM and other databases and presents key facts about goals, outcomes, and behaviors on ‘Coaching’ dashboards. When coaches and coachees are equipped with these facts, it is easier to have focused 1:1 discussions with high impact on performance.

–  Coaching is probably one of the single most important ways to influence performance, but it isn’t easy to guide discussions. Without insight about what customers want the sales process, it’s difficult to know where to start discussions or what to focus on next, says Einar Gynnild, CEO at Business Analyze.

–  The new sales coaching toolkit overcomes these problems by making insights about goals, performance and best-practices (benchmarking) readily available on team and personal levels. From dashboards, it’s easier for reps to know what goals they are likely to achieve, and what they can do if they are falling short.

Reach full potential

– We received positive feedback from our recent webinar ‘How to sell more with data-driven sales coaching.’  There are many organisations that recognize the importance of a coaching culture, but they use a lot of effort to gather information about what is working or where there are issues.

– Until now, there hasn’t been an coaching tool that works smoothly with their existing CRM data. With this new release, that’s changed.

The sales coaching toolkit includes:

  • goal-setting module
  • dashboards with key performance metrics
  • simulation tools for predicting revenues based on changes in sales velocity variables
  • mobile app for statistics  and reports on-the-go, commenting and motivation

This new toolkit further strengthens Business Analyze’s sales analytics and reporting offering. The coaching toolkit can be combined with other Business Analyze tools including:  management reporting, sales scoreboards, SaaS metric dashboards and more.

The new sales toolkit is available for Business Analyze customers. Customers with Business Analyze cloud-solution received the toolkit as part of the latest software update.

To activate the toolkit, kindly contact Ann Kristin Søraa, Customer Success Manager, customersuccess@businessanalyze.com.

To become a customer or learn more, contact us at sales@businessanalyze.com or visit www.businessanalyze.com for more information.



Christmas Countdown Sales Dashboard

With sales scoreboards you can help sales teams turn the last month of the year into the best month of the year.

Remember to put the fun in Christmas selling

It isn’t only children that are counting down the days to Christmas. Sales organisation are also counting days until the year ends and books close.

It’s the last chance to deliver final offers, get them signed and close the ‘hot’ opportunities. Now’s the time to pull out all the stops and finish off with a heavy new deal and a solid quarter.

If you’re wondering what you can do to keep up the spirit of the season, we recommend this sales dashboard for your team. Who wouldn’t get a little extra boost by seeing what’s within reach? The potential value just might come as a surprise. Maybe the first person to hit budget gets a bonus or gift?

This scoreboard turns ‘work’ into a game and each sale into an event.

Aim high in December and have fun along the way!

10 signs your organisation needs a data-driven sales approach

A data-driven approach to sales has many benefits. Amongst other results, sales leaders report better control of their pipeline and forecasting accuracy to within 98%.

This systematic method of managing and motivating sales team based on data is helping companies reach higher levels of performance. Many companies believe data is so essential for sales growth that it is no longer an option to ignore its value.

At the same time, however, it isn’t easy to get to grips with specific questions data can answer. What can I do with data? How can it help me and my team?

There are different answers to questions like these depending on your organisation, but if you can relate to any of the following situations, then you can look to data for help.

10 situations that call for a data-driven sales method:

  1. You can’t trust the sales forecast
  2. You are continuously under pressure to increase sales
  3. You are struggling to keep up team energy-levels and motivation
  4. You aren’t sure which activities reps should focus on
  5. You have regular 1:1 meetings with reps but feel this isn’t giving the desired results
  6. You have difficulty documenting that what your team has been doing, is working
  7. You are concerned with the time it takes to get new hires up to speed
  8. You struggle to get sales teams to report weekly numbers
  9. Salespeople don’t reliably update the CRM system
  10. You spend too much tine updating spreadsheets

While a data-driven sales approach can’t cure everything, it is helpful in any of these 10 situations.

Read how Puzzel, a Gartner recognized provider of contact centre software, is using data to power sales: Puzzel ramps up CRM and sales analytics to speed growth