Introducing a CRM implementation is known to have significant benefits for all aspects of your organization. With a CRM’s capabilities of unifying all of your customer service, marketing, and sales needs on a single platform, it goes without saying that it is an immensely useful tool for your business. But, how exactly can this tool be leveraged to maximize the benefits that can be reaped from it? There are a myriad of different ways a CRM can be used to benefit each aspect of your business and sales is just one of them. Read on to learn exactly how a CRM benefits salespersons!
Sales reps can automatically capture leads from multiple sources and segment them according to characteristics such as demographics, buying behavior, tastes, and preferences; this can be done through the Leads Module in CRM. By getting key insights from the marketing department, salespersons can enhance the sales process by tailoring their 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.
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.
Before any sales call even begins, sales reps will have all the relevant data about the customer at their fingertips. The sales reps will know who the customer is and what product they are 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.
According to CSO insights, 27% of salespersons 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 the entire lead database into different categories. It helps salespersons plan effective strategies to move leads from one sales stage to the next and notifies them whenever a lead moves to the next level.
With data displayed 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 targets.
A CRM will provide management mechanisms 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.
Mobile CRM empowers sales reps to access customer data & customer accounts on their mobile phones/tablets on te go. 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 and trying to recall the conversation you had last time and more time can be spent on having productive and meaningful discussions.
The result of this will be an accelerated customer buying process, leading to improved conversion rates.
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 automation features in CRM allow the 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.
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.
Sending email campaigns to customers and not knowing how they were received on the other end can be demoralizing. With an email tracking feature, sales reps can have complete knowledge about who opens their 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 while your 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 a personalized dashboard, salespeople can easily track their progress with insights on overall achievement to 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.
Leveraging CRM integration with social media tools lets you gain detailed insights into your customers with regards to their demographics, tastes and preferences, buying behavior, 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 on 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 salespeople 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.
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