I make regular contribution to the CRM groups on popular social networking sites such as LinkedIn. In one of these recent places, I came across a post that discussed a topic that CRM is not being properly utilized by the sales team. The discussion threw light on the fact that CRM do not find much usage among the sales personnel.
As far as my personal opinion goes, a sales team must use a CRM on a routine basis and it should be part of their daily job description. I guarantee that it can make the regular activities easy but it needs to be introduced in an organization with certain rules. Since, then only it will be possible to attain the desired results.
Since this is a relevant subject, hence I feel it is essential to point out the relevant benefits of using a CRM for the sales team.
- It helps keep a close track of the people from your firm who has contacted the customers or even the prospects before any contact is being made.
- Maintaining all necessary details all in one place with the aim to enhance the customer knowledge so that everyone in the team is prepared to answer quickly to any customer questions.
- Making use of the current relationships to cross sell products so that the hot opportunities can be located more easily.
- Sharing of leads and also maintaining the record of their status as it helps in keeping track of the ongoing progress.
- Keeping a record of the lead sources as it helps in enhancing the marketing initiatives in the right direction.
- Considerable decline in time spent, boosting the accuracy levels and also the completeness of creating routine sales reports.
One of the most important aspects of selling is believed to be collecting details about the customers and also the potential clients. When a prospective business opportunity is found, it is essential to find if the firm is really interested in the product or service and most importantly judging their expectedness of purchasing a product or opting for your service.
For instance, let us assume that there are 10 of these essential ‘data nuggets’. If sales feeds the answers to these into the CRM opportunity record in a structured format, then the possibility to report on and analyze rises significantly. Also, the management won’t have to regularly ask questions such as ‘what is happening with this lead’ as all needed details will be available. It will also give the sales team to spend more time on selling and finding the different ways to move in the right direction.
Hence, there are plenty of benefits of using a CRM such as lowering the length of sales cycle, opting for quicker decisions about the available opportunity and also lowering of time on the unqualified leads apart from measuring the performance.
All organizations must realize the relevance of a CRM and start using it at the earliest as it can revolutionize any business irrespective of its domain and size.
As far as my personal opinion goes, a sales team must use a CRM on a routine basis and it should be part of their daily job description. I guarantee that it can make the regular activities easy but it needs to be introduced in an organization with certain rules. Since, then only it will be possible to attain the desired results.
Since this is a relevant subject, hence I feel it is essential to point out the relevant benefits of using a CRM for the sales team.
- It helps keep a close track of the people from your firm who has contacted the customers or even the prospects before any contact is being made.
- Maintaining all necessary details all in one place with the aim to enhance the customer knowledge so that everyone in the team is prepared to answer quickly to any customer questions.
- Making use of the current relationships to cross sell products so that the hot opportunities can be located more easily.
- Sharing of leads and also maintaining the record of their status as it helps in keeping track of the ongoing progress.
- Keeping a record of the lead sources as it helps in enhancing the marketing initiatives in the right direction.
- Considerable decline in time spent, boosting the accuracy levels and also the completeness of creating routine sales reports.
One of the most important aspects of selling is believed to be collecting details about the customers and also the potential clients. When a prospective business opportunity is found, it is essential to find if the firm is really interested in the product or service and most importantly judging their expectedness of purchasing a product or opting for your service.
For instance, let us assume that there are 10 of these essential ‘data nuggets’. If sales feeds the answers to these into the CRM opportunity record in a structured format, then the possibility to report on and analyze rises significantly. Also, the management won’t have to regularly ask questions such as ‘what is happening with this lead’ as all needed details will be available. It will also give the sales team to spend more time on selling and finding the different ways to move in the right direction.
Hence, there are plenty of benefits of using a CRM such as lowering the length of sales cycle, opting for quicker decisions about the available opportunity and also lowering of time on the unqualified leads apart from measuring the performance.
All organizations must realize the relevance of a CRM and start using it at the earliest as it can revolutionize any business irrespective of its domain and size.