Salespeople who say that a customer relationship management system is not for them, may be unaware of the benefits of such a system.
The usual gripes stated include the extra time needed to enter data into a CRM application. Or they may adopt the view that the system is just another way for their supervisor to keep track of their work.
In actuality, a CRM tool can help solve some pressing challenges faced by salespeople.
These include simplifying the process of finding quality leads and following up with them, and prioritising sales activities. That’s not all; a CRM system can also be beneficial in the following ways :
- Efficient planning and time management
Using CRM, you can optimise your daily schedules, prioritising tasks to ensure that key prospects and customers are engaged in a timely manner. A CRM system enables you to spend more time with customers, which helps in closing deals and maintaining harmonious relationships.
- Secure central storage
A CRM system allows you to store your data securely in a single, central location. You can conveniently access this database from any location, and don’t have to worry about your data getting lost or misplaced.
- Automated lead scoring
CRM workflows provide an automated solution that grades and scores each of the hundreds or thousands of new leads you acquire each month. The CRM data can be used for lead scoring, which includes job role, location, product details, web click behavior and other details. With CRM, you have the assurance of receiving the right leads at the right time.
- Account management
If your sales teams span multiple regions, a CRM system can connect them all to a single, shared customer account. You can get a full overview of all your clients and access profiles for each account, to make informed decisions.
- Goal management
Wouldn’t you like to know how you’re performing in comparison to your sales goals? For instance, are you on a roll or do you have to pick up pace on closing sales deals? CRM applications benchmark performance against sales performance indicators, allowing you to monitor your performance, and that of your team, in real-time.
- Event management
A CRM tool can help you manage all the steps to a plan and follow-up on business events. Some of the post-event processes a CRM can handle include attendance reporting, sending follow-up messages automatically, and converting registrations to opportunities.
A quality CRM system can help you manage tasks more easily, increase sales efficiency, and boost sales performance.
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