Salespersons have a lot of data to manage. And today more than ever, when the experience we give our customers is our differentiator, it’s hugely important not to reduce one’s customers and prospects down to just raw data.

CRM or Customer Relationship Management software is perhaps best described as the entire lifecycle of your relationship with your customers. It is the hub where all of that client data comes to life and can be made meaningful. Data taking you from that all-important ‘lead stage’ (where you’d place your bets of where to dedicate marketing or sales team resource), through to the ‘deal stage’ (where you’ve sold something and now need to deliver), and finally onto the service calls and customer service ‘post-sale’ follow-up. A single view of how you are engaging with your customers.

And for sales teams, it is the epicentre of all the activities, processes and technologies used to manage their current and potential customers.

A company’s CRM becomes the framework on which it builds its processes and systems. Not only allowing a team to monitor and prioritize tasks more efficiently but to also ensure a consistent and predictable customer experience. As you know, you can have an outstanding product, but without an outstanding customer experience to match, your customers will go elsewhere.

With that being said, tools are only as good as the person(s) using them, or indeed, as good as the reasons and methods for using them. Whilst business owners and sales managers may be quick to see the benefits of implementing a CRM platform, salespeople are often less enthusiastic, instead seeing it as yet another tool to manage, or as just another way for their bosses to keep track of their activity. You could end up with a fantastic tool, that no one uses. Or worse, a fantastic tool with poor or incomplete data.

It’s essential for a company to be clear about its needs and expectations before implementing, or even choosing a CRM provider. So first and foremost, it’s vital to establish a clear business case, defining specific and measurable goals. These may include areas like streamlining sales and marketing (e.g. cutting down the number of interactions needed to close a deal) or automating tasks and workflows to increase productivity (e.g. highlight upcoming contract renewals to your sales team two months in advance).

There are dozens of reasons and a countless number of articles detailing why a CRM is so important for your business and how it can impact each area of business. In this article, we explore four key areas where a CRM platform can have a significant and measurable impact.

Dostęp możliwy dla zalogowanych użytkowników serwisu. Jeśli posiadasz aktywną prenumeratę przejdź do LOGOWANIA. Jeśli nie jesteś jeszcze naszym Czytelnikiem wybierz najkorzystniejszy WARIANT PRENUMERATY.

Zaloguj Zamów prenumeratę

Zobacz również

7 ways to ensure your sales team are fans of your CRM

SELL_9_55.jpg

As a sales leader, you likely understand the numerous ways a customer relationship management, or CRM solution can add value to your business and help transform your sales processes. Studies have shown that companies who incorporate CRM systems communicate more effectively with their customers and deliver a better overall customer experience, in turn helping to boost customer retention. So how then, do company owners, sales managers and business leaders alike, ensure that the CRM platform they choose is successfully adopted by their team? How do they ensure that their team not only want to use the system but that they are advocates of it?

Czytaj więcej
Tylko on-line nr 9/2019

How to make a video on a limited budget

You don’t necessarily need a huge budge to create a video for your business. Of course, it helps, but it isn’t necessary for creating attractive materials for your customers. In the article, we present some tips on how to create movies with limited financial means.

Czytaj więcej

Market analysis - step by step

SELL_6_47.jpg
Reliable market analysis is often the foundation of shrewd managerial decisions. It offers a long list of benefits - it helps to define directions for development, select, strategies, and plan better, and it helps improve the efficiency of current operations. The ability to conduct market analysis is also useful when working on the sales front line. So how do you conduct professional market analysis?
Czytaj więcej

Numer bieżący

Przejdź do

Partnerzy

Reklama