The process of locating the right CRM tool, regardless of the size of an enterprise, comprises of complete understanding of the variety of options available and also selecting the one which is best suited to the business requirements.
To get hold of the decisions process for a contact management solution in the right manner, it is not just helpful but also essential to know what the capabilities of the CRM tool are and what all it can achieve.
At the basic level, a contact management solution is a database which acts as an electronic storehouse of client and prospect information. When we take up a more dynamic approach, a CRM tool can play the role of salesforce automation (SFA) as well.
It is believed that SFA programs enjoy the capability to make the sales enterprises more productive in nature by making use of the key producers and providing management with actionable information. The below mentioned points are the possible ingredients of an SFA program –
- Planning and maintaining appointments.
- Reviewing the cross-selling opportunities
- Monitoring the phases of the sales cycle
- Facilitating the definition and also tracking the territory activities
- Ability to track individual and team sales targets effectively.
Choosing options for a CRM tool is partially dependent on the extent of a company’s SFA targets and party partly on the nature of the organization itself. Here are some of the CRM characteristics that all firms should consider –
- Remote access
It helps maintaining operations in varied locations and also frees the sales personnel from being tied down to just one place such as their desk.
- Internet hosting
It is a known fact that Internet-based solutions helps in remote access and the hosted solutions lower the IT burden on SMEs who have usually budget constraints.
When confidential details are being taken, this assumes relevance for the Internet-based solutions.
- Easy to use
It is believed that a SFA program can extend its outreach as far as the users take it. When a system help people start with a slow learning curve, it acts as a bonus.
The power and flexibility of the system's reporting capability are considered as valuable when turning a CRM tool from being a user reference to a management tool.
Developing a decision matric is considered as a good way for finding the right kind of contact management solution. The process can be initiated by first listing out the CRM vendors and then the characteristics your firm considers as a priority on the top. The ability to mark of which vendors have those essential characters can prove helpful for deciding about the potential solution to opt for.