A successfully implemented CRM can empower an organization to set and monitor sales forecasts based on the conversion ratio and the sales velocity. Sales activities can be targeted and focused to align with a potential customer’s activities providing real-time visibility, status and progress into the company’s forecasts. This information can be utilized to plan and execute further strategies required for growth.
A CRM system makes it easy to organize and track each potential customer’s activities, so the team doesn’t lose the trail of where each one is in the conversion funnel. For example, it can optimize sales teams’ routes for on-site visits and reminding them about their pending tasks, thereby allowing for maximum impact of the sales activities. Direct communication channels through embedded CRM chat and automations reduce the need for multiple and time consuming reducing internal emails. After all, clerical staff operations were never meant for sales representatives.
A CRM system makes it easy to organize and track each potential customer’s activities, so you don’t lose the trail of where each one is in the conversion funnel. For example, it can optimize your routes for on-site visits, allowing you to maximize your time and opportunities. While CRM can be entirely customizable, you can still balance digital and traditional activities for marketing purposes. Make it easier for your sales reps by providing communication channels through embedded CRM chat, thus reducing internal emails. The platform can be customized to optimize the user experience and automate workflow. After all, clerical staff operations were never meant for sales representatives.
The beauty of having all the customer information stored in a single database is that organizations can discover customer behavior patterns based on relevant metrics such as average order value, cart abandonment rate, time spent on site, engagement rate, etc. This empowers them to create clear qualification criteria (BANT, MEDDIC, etc.) and adapt their strategies *BlueSheet, Spin, etc.) based on different customer types.
Happy and satisfied customers come back if they have a positive impression of the organization’s product or brand. This opens up the possibility of earning additional revenue through upselling and cross-selling by matching their needs to additional products or services sold by the company. CRM can also provide white space metrics to identify the products that aren’t being bought and prevent churn by knowing when your customer stops buying a specific product.
Reps have always been split into 2 categories: farmers and closers. Some sales reps are good at identifying a deal but not necessarily closing one and vice versa. A CRM system can help you optimize your resources by balancing the lead assignments according to your rep’s strengths and creating processes for smooth transfer of work between these roles.
KPIs and reporting tools give you real-time information about the opportunities in each stage of the sales funnel and based on the sales velocity, able to forecast the sales in the current quarter and next quarter. This empowers the sales managers to evaluate if the sales team is on track to reach their objectives and take necessary actions.
We implement CRM in a way that when sales reps end a customer visit, they can update their visit objectives and create the next steps directly on their mobile in less than 60 seconds. They may also dictate their notes by leveraging SIRI or Google voice recognition, thus eliminating the need for data entry.