Customer relationship management or CRM systems can assist sales reps organize information, aid in planning, drive revenue and make more money.
Customer relationship management or CRM systems are essential tools for companies to organize information, aid in planning, drive revenue and help sales reps make more money. Unfortunately, many sales reps are not taking advantage of the various ways that CRM can make it easier to stay on top of prospects and leads and push sales through all avenues. These tips for maximizing your use of CRM will help you realize the benefits and start posting numbers that put you among the top sales reps on your team.
When you are sending out several quotes a day as a routine, it is understandable that you might not remember sending certain quotes. However, if you forget about a quote sent to an interested and qualified prospect, you may forget about that prospect entirely or not follow up in a timely manner, causing the prospect to drop out of the sales cycle. Sales reps who use CRM consistently have fewer ‘lost prospect’ incidents because most CRM systems can be configured to automatically send reminders at set time periods following a sales event. Stop losing prospects who requested quotes and might be ready to buy by always updating your CRM with important sales events.
Now that many organizations and sales reps have embraced traditional CRM systems, new CRM tools are flooding the marketplace. Not all of these new options are useful or relevant to all sales reps, but social CRM is one of the few that most sales reps should be considering. Social CRM, either as a stand alone platform or as an application that runs off of an established CRM database, can allow you to establish deeper relationships with your audience by connecting you to potential customers on social networking sites. Using social CRM also makes it easier to:
One of the tools that many CRM systems offer that sales reps underutilize is the ability to run customizable reports to understand sales activity. These reports can help you make more money by pinpointing and targeting areas in your sales cycle where improvements can be made, and one of the most useful ways to deploy this information may be in learning what your lost sales have in common. By running a report on all of your lost sales through your CRM system, you may find that:
Time loss is a constant worry for busy sales reps, but you may be losing more time on redundant or irrelevant activities than you think. CRM is a great way to track how much time you are spending with each prospect, and compare prospects against one another on various parameters to see whether your time is being spent with the prospects who will make you the most money. You can also use CRM to track whether your current lead generation and closing techniques are productive enough to bring your numbers up to where you want them to be.
Rhys is a tenacious, top performing Senior Sales Recruiter with 11+ years of focused experience in the Digital Media, Mobile, Software, Technology and B2B verticals. He has a successful track record of headhunting top performing sales candidates for some of the most exciting brands in North America. He is a Certified Recruitment Specialist (CRS) and has expert experience in prospecting new business, client retention/renewals and managing top performing sales and recruitment teams. Rhys enjoys spending quality time with his wife, son, and two daughters, BBQing on a hot summer day, tropical vacations and cottaging.