For many businesses, customer relationship management (CRM) software is just another necessary data collection tool. You buy it, use it, but don’t really consider how it is that you’re actually benefitting. While you do need a place to store customer information, your CRM software can do much more than that. Instead of using CRM for its face value, start supplementing your sales efforts by integrating the two processes.
Measure Conversions
Along with the basic tools of your CRM program are metrics about conversions, purchases, dropped customers, and so on. This is a valuable place to see how various products and techniques are faring throughout the month or quarter. However, to take advantage of these valuable insights, you have to seek out the information. So, instead of spending hours searching through records, you can simply generate reports. Integrate:
- Set auto reporting: Choose the metrics that will be the most telling of your sales strategy and set up a report. Set it to auto generate once a week or once a month, whatever will be most beneficial to you. This will allow you to tweak your overall strategy if need be. You can also set this up so your reps are getting the information on their performance, allowing them to make modifications in their tactics to improve results.
Stay In The Know On the Go
Instead of keeping all that important information in the office, use it to make sales reps more valuable outside of the office. When armed with an arsenal of information, your sales reps can provide customers with a variety of information they may not know off the top of their heads. Not only does this make your reps appear more impressive, but it also allows your sales team to be more competent and knowledgeable out on the job. Integrate:
- Cloud software: To do this, you’re going to need to invest in web-based, or cloud, software. At times this will also come with an app, making it easy for sales reps to access all the information they need.
Evaluate the Sales Team
Sales are an integral part of your business, and therefore, evaluations are necessary to make assessments on a regular basis. As your customers evolve, your sales reps and strategies should to. So, when using the proper tools you can ensure that employees are working on their strengths and weaknesses, and implement training and coaching where it’s necessary. Integrate:
- CRM based evaluations: There are a variety of ways you can use CRM to perform evaluations – you can look at individual conversion rates, compare employees, and assess on any number of levels. From raw numbers to interaction notes and details, you have all the most important information at your fingertips.
Your CRM software should not be confused with a basic program.
While the main use of a CRM program is for keeping track of customer contacts and other imperative information, it’s an integral aspect of your sales. Whether you’re assessing employees, making strategy changes or empowering out of the office sales reps, it’s a valuable tool that should be used more often. And when integrated with the sales efforts, you can be sure to get optimal performance.
