Top 12 benefits of CRM for Salespersons
By Sarah Meyers
CRM Productivity Statistics:
1. 75% of sales managers say that using a CRM helps to drive and increase sales. (Hubspot)
2. CRM system adoption increases sales by up to 29%. (Salesforce)
3. The average ROI for a CRM system is $5.60 for every dollar spent. (Baseline)
4. Per sales person, a CRM can increase revenue by a whopping 41%. (Trackvia)
5. Three out of four consumers say they spent more money with a company because of a positive customer experience. (Global Customer Service Study)
6. 65% of sales reps who have adopted mobile CRM have achieved their sales quotas while only 22% of reps using non-mobile CRM have reached the same targets. (Innoppl Technologies)
CRM Benefits for Sales Reps:
1. Lead Management
Sales reps can automatically capture leads from multiple sources and segment them according to characteristics such as demographics, buying behaviour, tastes, preferences etc. By getting key insights from the marketing department, salespersons can accelerate the sales process by tailoring the response to each individual lead.
Being able to move leads through the entire sales funnel is a challenging task and lead management is a feature that can simplify this task.
2. Activity Management
The activity management feature makes the life of sales reps easier by keeping a record of all their activities including performed & scheduled ones. This functionality of CRM reduces the chance of missing an opportunity. It keeps track of all scheduled meetings, calls, tasks etc. and provides a holistic view so that nothing is left unattended. Sales professionals can also set priority against their scheduled activities and are notified each time a task such as a call or meeting is due.
3. Centralized Data
Before the start of any sales call, the sales rep will have all the relevant data about the customer at his fingertips. The sales rep will know who the customer is and what product he is interested in based on the past call history. This will shorten the duration of the call and enable the rep to serve the customer in a more personalized manner.
4. Pipeline Management
According to CSO insights, 27% of sales reps say that a long sales cycle is one of the biggest barriers to sales effectiveness. The smartest way to track leads and prospects in the sales pipeline is to use a CRM. Sales pipeline maximizes sales potential and segments entire lead database into different categories. It helps sales reps to plan effective strategies to move the leads from one sales stage to the next and notifies salesperson whenever a lead moves to the next level.
With data shown in the form of charts, sales managers can measure the sales dollars and closure rates of potential sales and determine if sales reps are meeting their daily, weekly and monthly sales quota.
5. Sales Forecasting
CRM will provide management with real-time data that can be analyzed to optimize the performance of the organization. By monitoring data sets related to call volume, case times, up-sell rates, revenue per call etc., managers can devise strategies to retain clients and augment sales.
6. Mobile CRM
Mobile CRM empowers sales reps to access customer data & customer accounts on their mobile phones/ tablets. By having access to crucial information such as product information, account history, price lists etc., sales reps can make well informed decisions quickly and respond to leads faster. Less time is wasted searching for a contact, remembering the conversation you had last time and more time can be spent on having meaningful discussions.
This will accelerate the customer buying process, leading to improved conversion rates.
7. Unity between Sales & Marketing
A customer demands nothing but excellence. To build excellent customer relationships, both the sales and marketing departments need to work in harmony.
With CRM, marketing and sales departments can now stay updated by having access to real-time data related to a customer’s profile. Marketing team can pass on the leads to the sales team without any manual effort. The sales team can then act on those leads and try to convert them into deals.
8. Document Sharing
Having a dedicated document library keeps files organized for quick reference, avoids various versions of the same document from being posted and allows files to be shared easily. This is especially true for industries like real estate. It becomes even more important if an enterprise has offices in multiple countries and sales teams spread out geographically need to collaborate to serve clients.
9. Email Tracking
Sending email campaigns to customers or clients and not knowing about the response from the other end can be demoralizing. With Email tracking feature, sales reps can have complete knowledge about who opens the emails, when they open them and whether they clicked on any links that were attached to the emails. With access to real-time information, you can act instantly when the leads are still hot.
Reports generated through CRM deliver sales reps and sales managers unified view of all key sales information including the set targets and performance assessment data. Using personalized dashboard, one can easily track his or her progress with an insight of overall achievement till date. CRM software can give salespersons an easy way to benchmark their performance and strive for improvement.
With CRM analytics, salespersons can target individual customers, know which customers lead to most profits over time etc. They will be able to better forecast consumer preferences, envision subsequent requirements and resolve other issues that influence various business decisions. CRM analytics leads to improved customer relations and customer retention.
12. Social Media Insights
With social media tools integrated with your CRM, you can get detailed insights about your customers regarding their demographics, tastes and preferences, buying behaviour etc. This will help accelerate the sales process by allowing you to identify the leads that have the highest probability of being converted into deals.
CRM is used by other departments as well but it must be made clear that it is primarily a sales tool. However, simply jumping the bandwagon and investing in CRM will not make your business grow overnight. Equally important is to take the sales staff into confidence when investing in this technology so that both the management and the staff are on the same page. Once the sales people are given the proper training, they will embrace the technology with an open heart and that will mark the beginning of a new era for your business.