Getting optimal sales for your business in the competitive landscape today is a challenge. There is a need to go an extra mile to convince people to buy your product or service. The ability to do so greatly depends on the competence and resourcefulness of your sales team. While having skilled and experienced reps does matter, it is equally important to empower them with the right training and tools.
Investing in a Customer Relationship Management (CRM) software solution is the smartest move that any business can make as it enables automation of sales function and fetches a range of other benefits as well.
Let us list some reasons that every business should have a CRM application of its own.
#1 Streamlining the sales process
The primary function of a CRM application is to streamline the sales process, right from lead acquisition to customer conversion and lead closure. CRM goes beyond sales as it focuses on building long-term relationships with the customers as well. It enables team coordination and organization by facilitating communication between the application users.
Every sales rep is given a well-defined goal and clear objectives, while no opportunity is ever ignored once the team starts using a CRM solution.
#2 Centralized customer data
A CRM solution acts as a centralized location that stores and maintains customer information securely in individual files. Since the application is completely automated, it refreshes these files with the relevant data as and when there are changes in it.
The entire sales team can access the data any time they need it and from anywhere (even if they are in the field rather than the office). This saves their time and efforts as they can easily fetch data in real time. Another benefit is that the system performs automated data backups so that it can be recovered easily in the event of a disaster.
#3 Increases conversions for the business
Zac Kerr from Sales Rabbit explains that having the right organizational systems in place can increase door to door sales conversions considerably. A CRM solution gives a robust structure to the sales operation of the organizational system as it ensures that the sales team gets access to data-driven leads and pursues only the qualified ones.
The adoption of such a software application diminishes the tedious manual lead collection tasks and enables the reps to bring a boost in conversions by rendering personalized services to the target prospects.
#4 Fosters inter-department coordination
Another reason that a CRM application is regarded as a smart business investment is that it fosters inter-department coordination within the organization and strengthens the core of its structure. Coordinating the sales function with others such as marketing, support and product development is a massive challenge which this technology can resolve to a considerable extent. This enables the business to utilize its resources optimally as well as enhance the quality of products and services it delivers.
#5 Enables tracking of all customer interactions
Being a technology solution that focuses solely on the customers, a CRM allows the business to keep track of all the customer interactions, irrespective of the touch point they are initiated at. Whether a customer has been served by rep
A or rep B, everyone in the team will know about the interaction and also will be able to pick from where they left. Being aware of these interactions makes them capable of capitalizing on the work done by their team members and improves the odds of lead capture.
Now that enough has been said about the significance of embracing a CRM solution, a business should also know how to choose the right one. Here are some checkpoints that they can use while investing in a technology solution for improving their sales and customer relationship management operations.
- Ensure that it has the right set of features to meet the key challenges, needs and objectives of the business.
- Pick a solution that can easily sync with the existing systems and applications being used by the organization.
- Verify that the cost of the solution is within their budget and does not outweigh its benefits to the organization.
- Consider the ease of use because one that is too complex will require the business to expand on employee training.
- Pay attention to the fact that it delivers relevant and actionable insights that serve true value to the business.
A CRM solution can be a valuable tool for your business provided that you choose the right one and use it in the right way. However, you need to ensure that each member of the sales team is educated and trained to leverage it to your advantage.