Using CRM to Sell More
The best organizations in the business are those that have the ability to identify and cater to the specific needs and requirements of the customer. The key being that long-term relationships with customers allows for stability in an increasingly volatile and dynamic market. Customer Relationship Management is essentially about developing customer centric business processes that help optimize profitability and increase customer satisfaction levels.
Most of the time, CRM solutions have too much complexity and are not used by sales professionals. An ideal CRM solution should typically be able to supplement the sales process. The key to using CRM effectively to selling more rests on finding the facets of the CRM solution that reduce your sales efforts rather than increase them.
The ways in which CRM allows a sales professional to achieve more are:
1) CRM solutions should allow for real time reporting thereby allowing company officials to view statistics on leads, opportunities and closed deals. This allows for quicker and a thorough means of access to the necessary data. The primary advantage in such a system is that it reduces the latency and overhead that often enters the picture when accessing such information. Another advantage that is allowed here is a customized portal that allows each step of the hierarchy to view the information relevant to their own sub-task at hand. This enables modularity in the problem solution.
2) Many CRM systems these days come equipped with a ‘conveyor belt’ module that allows for a sales professional to follow up pertinent leads without getting lost in a sea of necessary information. Loss of information may cost the company the two important bases of money and the customer. The belt system allows tracking of a particular lead through conversations, instructions and notes that follow the deal from the start till the end of the pipeline.
3) CRM solutions offer the ‘need for speed’ advantage. This is best realized in situations like where a proposal or a quote has to be drawn up as fast as possible. This is because the system allows for the creation of templates which contain the core essentials that can be re-worked as per the specifics of the deal. The speed advantage allows for the edge over the competition.
4) Most important of all is that a CRM solution is that it allows for prioritization of leads thereby reducing the overheads spent in tracking irrelevant information. This is because the classification system is based offering stages within the sales cycle where sales professionals can properly tag a lead as per its relevance and importance. This classification system allows a sales professional to decide how close a particular deal is to closing. This has the added advantage of communicating to the rest of the team the status of the deal enabling dissemination of information.
5) Since the entire process is automated, it allows information from a single point to reach multiple points rapidly. Best used on the online interface of an organization, the advantage of such a system is that it allows a person to track the customer as they access the interface. For example, a potential client who downloads from the website could be tracked and contacted in a time window. This reduces the latency in reaching out to potential customers.
6) The CRM solution also allows for speedy customer service. For example, a customer who calls regarding information can always be cross-referenced against the database to allow for efficient and effective service. This allows for building a customer profile that serves use in the future to understand the nature of the customers’ requirements.
Selling in today’s environment is very competitive. A CRM solution provides an organization critical information at key periods of time. It allows for a concise means to keep track of customers and potential leads that may translate into deals. But for such a solution to get off the ground, it is essential that it have a minimal learning curve that would allow for the team to use it on a continuous regular basis without encountering implementation issues.
eSpecial Softech is a niche CRM solutions company. They are a UK SugarCRM partner who with a team of a highly qualified professionals, excel in providing clients with the best CRM solution backed by exceptional service.
Their extensive experience with leading software vendors, the performing mindset and focus on state-of-the art technologies enables them to attract and retain world-class professionals who thrive on helping their clients succeed.
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