Ask any salesperson, and they’ll say that the biggest challenges they face are how to qualify/follow-up on leads and how to prioritize sales activities.
Our universal economy buys, sells, and communicates in numerous ways. The competition is everywhere, many with easy market entry, thereby intensely increasing competition. Satisfied clients spread the word; so do disgruntled ones. Companies and careers reach the top and also tumble through social media. So how do salespeople stay ahead of the game? By working with a CRM system.
What is a CRM (Customer Relationship Management)? Simply put, it’s a data warehouse where every customer touchpoint is kept and key insights of potential clients are preserved. It centralizes, simplifies, and secures your customer engagement profiles.
CRM helps salespeople optimize their schedules and prioritize daily tasks to ensure that customers are not ignored and key prospects are contacted on time. The system also allows salespeople to spend more time with customers, which leads to more deals closed and development of a stronger customer base.
Activity reports? No problem! CRM easily compiles reports for management through an automated and transparent process with just a few clicks!
Need to stay up-to-date on what’s going on? Problem solved! CRM offers shared calendars, templates for documents, email integration, thereby consistently having the sales team all on the same page and with all shared information.
By tracking all customer communication, CRM helps salespeople know exactly when to contact customers. For example, if you need to replace a product or renew a contract, the CRM system will alert you since order processing and preparing quotes is automated. Of course, this will increase sales revenue.
Since all customer data is stored in CRM, it can help salespeople analyze their clients’ needs and potentially anticipate any challenges – all at the right time. This process helps increase customer satisfaction and confidence, which will create loyalty and higher profit margins.
Tired of paperwork and repetitive actions? CRM stores product and price details, generates reminders for activities, and takes salespeople through the sales pipeline step-by-step.
CRM systems pay for themselves! With a sales staff, it reduces errors in orders and quotes, which sometimes may exceed the cost of the actual product!
In a nutshell, a CRM is directly related to the success of salespeople. If used correctly, CRM is capable of boosting any sales team’s performance and will help them excel in four critical areas:
- Better search, sort and qualification of leads
- Follow-up on sales opportunities methodically and on time
- Prioritize follow-up activities
- Increase target reach rates faster
So basically, the more detailed information that’s put into a CRM system, the more efficiently it will serve a sales team. Updating is important, as well. Best practices equal maximum output, which can definitely lead to increased sales volume! And another incredible feature … CRM enhances salespeople’s mobility, as the database and all work-related information can be accessed on multiple devices from different locations! Now go out and slay the 2018 sales dragon!
If you would like to know more, please contact us.
- On January 2, 2018