Customer Relationship Management (CRM) is a sales effective software that easily and effortlessly handles your whole sales process. This is true for any business, whether you have a small sales force or a big one. But to only think of CRM systems as a way to add efficiency or improve customer service is wrong, because it also helps in increasing sales. CRM is actually a series of strategies and processes that create mutual value for individual customers, improves sales and results in a lifetime of association with the customers. With CRM, an organization can focus on developing long-term sales practices and also help in developing deeper relationships with their valuable customers.
The seven CRM-oriented sales practices to nudge your competitive edge are mentioned below:
- Turn CRM into a ‘Productivity Carrot’
Adopting CRM can help an organization sell more goods and services so that they can earn larger commissions. CRM tools such as presentation templates, proposal documents, personal reporting tools, task lists, outlook integration and sales process checklists help to improve the efficiency and productivity of a sales team.
- Ensure integrity and flexibility of a process with CRM
CRM works only if the underlying data is well established. Good practices help in ensuring that the data is consistent and maintained. Establishing drop down fields helps in ensuring data integrity. Every employee who has access to the data in the CRM system has to take up responsibility for its integrity. CRM allows customization to create a step-oriented sales process that is purely based on the product and selling style, rendering it flexible. It will also easily adapt to existing processes. Besides, it also helps in maintaining customer engagement letters, product presentations, price lists, catalogs, contracts, etc., which helps in decision-making in order to improve the efficiency of the sales team.
- Convert your leads into sales with CRM
The lifeblood of any sales organization is new, prospective leads. CRM works as the single source of leads for the sales team. It adds activity-based workflow to a lead record and provides work updates on what to do next. CRM accurately depicts the time and reason to move from one selling stage to the next. It also helps in minimizing administrative work and increasing work efficiency.
- CRM helps in allocating your sales resources better
Allocate the available sales resources according to your needs. Bigger clients may need more attention from your sales team, which could mean allocating more resources to them and then continue providing services over the length of the relationship. Some prospects may not need as many resources, so you don’t have to expend the same energy on them. The CRM sales software allows for an easy understanding of how the sales resources are allocated, and it makes it much easier to decide the best way to deploy a sales team for the maximum benefits.
- CRM shows a mirror to an organization
An important step towards self-improvement is to evaluate oneself. Individual members of a sales team need to evaluate themselves to know if they are meeting their sales goals and if not, how far they are from their target, etc. CRM can provide your sales people with an easy way to benchmark their performance and strive for betterment.
- Enabling collaboration through CRM
Enabling collaboration is an approach to CRM in which the various departments of a company, such as sales, technical support, and marketing, share all the information that they collect from their interactions with the customers. CRM systems help your team share any documents, keep track of sales calls and give sales managers a better look at what’s going on. It even helps your sales team to collaborate on many levels and enables them to work wonders together.
- CRM helps you to catch up with notifications and reminders
It can become difficult for your sales team to handle and keep track of a huge list of prospective contacts or hot leads. They would need reminders about when to touch base with the customers. Failure to follow through could mean losing an important lead. CRM systems provide notifications and reminders about important contacts and prospects that have been warm for quite some time, so that the sales team can be sure not to lose contact and miss out on that big closure.
All in all, the ultimate success of CRM-oriented sales practices is achieved when the sales team realizes that better performance and outcome of sales is due to using the CRM system. The seven best CRM-oriented practices listed above will help the sales team realize that CRM is a tool that can truly help increase customer loyalty and help them sell more.