Every business has its goals and yours is not different. But there is something that you have in common with every other business on the planet – challenges! That’s right – when you are running your business, there are bound to be many challenges. The challenges usually start with identifying and then reaching the right customers so that you can begin to make them aware of your products or services. This has to be done in words that they would most relate to so that there is complete and wholesome engagement. In other words, the data has to be on point so that the brand message resonates with the problem and solution that the customer or the end-user may be looking for. But this is not where the challenges necessarily end.
Engagement and conversion
Once engagement happens, there is scope for conversion which has to be chased down with a proper and automated method by the sales team with the help of a well-defined sales pipeline. In this sales pipeline, information has to be given to each team member in question so that there is a definite impression on the end-user in order to earn a conversion. This has to be done in a seamless way. Finally, this is followed by a number of activities including after-sales services, cross-selling, up-selling, and reselling as well.
If you are wondering how you can get through all this even as you keep your wits about yourself in this information age where new data bombards your senses every other day, then you most definitely need the new age digital tool that has shaped the way we do business today – sales CRM.
What is Sales CRM?
What exactly is sales CRM and why do we need it? CRM itself means customer relationship management. This platform helps a business build good relationships with its prospects and customers based on data-driven and automated practices. There are a number of elements that help this system in furthering the goals of the organization including the optimum use of all resources, a smooth finish towards the goal post in the sales pipeline as well as the economics of operations, and many other such advantages. When applied to the sales pipeline, the CRM becomes a sales CRM software that can be used for all sales and marketing related activities.
There are a number of reasons why every business needs sales CRM software. Here are the top 6:
1. Information Management
In this day and age of big data, one has to be able to sift through all the information and find the right pieces that would actually take the business forward and help the business grow. In such a scenario, an automated system for storing the right information in the right fields is required. The sales CRM software would be able to do this with much ease. With the right structure in place, finding the right information and then ensuring that it is called up for the relevant function by the right team member would not be very difficult. This would also make the sales pipeline a far more successful one.
2. Reducing the Manual
One of the biggest challenges faced by businesses today is to reduce the manual effort and thus make do with smaller and more efficient teams. This would also eliminate the chaotic chain of communication if the team size is too big with overlapping functions between many team members. In order to reduce the manual work, one would have to automate mundane tasks. This would also lead to better productivity for the team as a whole. This kind of automation can easily be carried out using sales CRM. With such software, the team would be able to focus on core tasks instead of getting stuck in tasks like updating contact information, manually sending emails, combining social media platforms for keywords and other data for campaigns, so on and so forth.
3. Streamlining and Integrating
The best part about sales CRM is that it would help you streamline all the efforts across the various business departments and it will integrate all the systems and tools that are used by these various departments as well. Integrating simple tools like email and other complex tools as well as departments and functions would be one of the biggest advantages of employing sales CRM software. This would also promote better teamwork.
4. Efficient Workflow
When you bring in a sales CRM system, you are also bringing in a suite of automated tools that can help you cut out the manual so that your workflow is that sharper and well defined even as it becomes shorter and more efficient for you to reach the finish line – conversions! The workflow that is defined as per the structure of the sales CRM system would be one that will help each and every team member perform in an optimum manner since the exact role, tasks and information would all be at the disposal of the individual team member along with tools for further automation of tasks. In this way, the team member can concentrate on core skills and roles to further the organization’s goals.
5. More Insights
Every sales CRM software brings with it plenty of insights, analysis, and reports regarding every single aspect of the sales pipeline and the marketing funnel. These insights and reports help the workflow become even better and the team heads are able to decide on the tasks that help and the ones that don’t. There is constant scope for improvement and more than that, there is constant scope for bettering the rate and frequency of conversions.
6. Growth in Revenue
At the end of the day, the sales CRM system is one that would help the business grow its revenue by bringing in more conversions thanks to the data backed operations. Whether it is before the sales pipeline or after a conversion, the initial data and then the reports later would help in solidifying the most optimum process for goal achievement.
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Billy Lucas writes primarily on tech startups, CRM, Marketing Automation and covers the entire gamut of marketing. An avid technophile and app lover, Billy is fascinated by all the latest trends, innovations, and happenings in technology.