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5 Ways CRM Helps Sales Professionals
Customer Relationship Management (CRM) technology is an essential tool for effective business management. CRM is software used by organizations of any size to track and grow important relationships. From a sales standpoint, they help professionals manage the end-to-end customer relationship. From the second a contact becomes a lead, to conversion and beyond, a CRM helps your sales team effectively communicate with the client, store key information about that client, and use those insights to increase conversion rates.
There are many reasons why CRM technology is a vital part of any successful sales department. Here are 5 ways CRM helps sales professionals:
CRM is great for ensuring that your sales team stays organized and up to date with all pertinent information. The sales process collects a lot of data from different sources, and it’s critical that this information is organized in a central database. A salesperson should be aware of consumer behavior, customer preferences, customer feedback, and all other insights relevant to the customer lifecycle. CRM lets you effectively organize data in a way that is intuitive and easily accessible.
The sales process involves a lot of follow-ups. When tasked with managing a large number of opportunities, it’s tedious and easy to forget to manually reach out to a client or a colleague for a follow-up. Missed opportunities to engage with your leads and clients end up slowing down the sales process and hurting your brand image. With CRM, you can automatically schedule activities and trigger workflows that alert your team when they need to take a particular action. This holds everyone accountable when there’s a lot of moving parts to keep track of. Follow-up activities are not only important during the sales process, but are essential for customer retention as well.
3. Sales & opportunity tracking
Sales follows a clearly defined process, uniquely structured to meet a lead’s or customer’s particular needs. Sales professionals need to be aware of what is happening at every touch point. With a few clients, this might be possible without a CRM, but when lead flow increases, it’s necessary to have a tool that helps organize, manage, and track all touchpoints. CRM is very helpful for longer sales cycles, where the time to close can span months and sometimes even years. By using a CRM with built in opportunity tracking, sales professionals can store, track, and access pertinent data pertaining to sales at any time.
Opportunities are a tool for easily managing your sales funnels. They help you track where a lead is in the sales process, how likely they are to convert, and when a sale is likely to close. Sophisticated CRMs will offer intuitive display options like Kannan boards that visually organize your whole sales process, including current leads, into an easily understandable format with drag and drop capabilities.
4. Lead scoring
Being able to effectively qualify leads saves time and increases conversion rates. CRM makes this easy by scoring leads for you, based on demographic data and specific actions taken at different touchpoints. Lead scoring allows salespeople to prioritize higher scoring leads. GreenRope even comes with Cold Lead Scoring which allows you to assign negative scores to actions which indicate a lack of engagement. Lead scoring can also be used to trigger automation, such as an email, or assign a follow up activity to a salesperson.
5. Automating sales activities
Within any given sales process, there are multiple activities that are continuously repeated with each customer. This may include activities such as sending emails, obtaining feedback from clients, and scheduling follow ups. Repetitive tasks like these waste valuable resources that could be better spent elsewhere. CRM helps by automating these actions, allowing a salespeople to focus on other parts of their process. Lead nurturing is a great task to automate. You can put specific clients in a drip campaign or drop them into a lead nurturing journey designed to guide them further down your funnel.
CRM technology is designed to help salespeople do their work with much quickly and efficiently. CRM isn’t just for supervision and transparency; it’s meant to make work easier for everyone. Small businesses should invest in CRM as a cost effective solution for sales enablement.
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