Happy customers influence, simultaneously unhappy too. Comparatively, unhappy customer stories are likely to influence twice as happy customer stories. In today`s digital era, the rise and fall companies depend on their online presence. Competitors are just a click away, and the obstacles to market entry are minimal. Therefore, this intensity of competition induces the demand for tools and strategies to effectively assist companies.
The implementation of Customer Relationship Management (CRM) software helps to track and analyze entire interactions users have with potential clients. The software centralizes, simplifies, and secures information for easy access. “CRM once introduced in telecom industry can serve as a powerful tool to increase sales and improve customer engagement, said Douglas Vermeeren”. Here’s how.
A Centralized Place for Storing Data.
Speed and ease are critical in sales. Wasting time searching through inbox or call history to get a prospect’s number or recalling when they last spoke – is a huge waste of a salesperson’s time. Also, it’s non-reliable. In case rep forget a touch point, there`s a risk of sending emails multiple times and annoying a prospect.
A CRM offers entire, accurate record of a rep’s entire interaction history with a prospect that’s accessible with one click. Sales rep needs to manually reconstruct a timeline of touch points again. Also, it proved advantageous for sales reps to view their sales pipeline and opportunity queue, ensuring them of the place – they stand relative to quota.
Enhance Communication Across An Organization.
To simplify every sales rep life, Doug Vermeeren CRM systems offer the gain of improving communication at the organizational level. What if a rep is working with a lead that their colleague spoke two years ago? What if they’re taking over someone’s territory and have only been given an indecipherable Excel spreadsheet of prospects?
With the advantage of CRM, sales reps can analyze and assess – what’s already been done with a given prospect and what’s next. For interaction history, the reps don’t need to reach out to their colleagues. The information is already in the system.
CRM Make Executives’ Lives Easier.
Another boon for an organization: CRM`s can be standardized track their activities and prospect interactions of sales reps that streamline reporting.
Douglas Vermeeren said, “Inaccessibility of CRM makes it challenging for managers and leaders to track activities that piece data together to form a coherent picture”. CRM makes data entry uniform – means; managers can easily combine and analyze data to understand the overall health of the sales organization.
Keeping consistent recording reduces friction – when passing a lead from one rep to another, switching territories, or reassigning a departed colleague’s opportunity queue. Not only, entire information is accounted for, but also it`ll be recorded in a manner that makes sense across the sales force.
A Scalable Tool for Growth.
You may be asking yourself, “Is it possible to make all this in an Excel spreadsheet and call it a day?”
With few customers such as one or two or five, it’s possible to track every interaction manually. But when you think of next one, two, or even five years from now. Doubtlessly, you want to triple or quadruple revenue. The time your salespeople spend recording prospect and customer information is eventually going to take over their day.
Moreover, if you want to analyze your salespeople’s activities to discover what strategies or series of touch points suits the best. Probably, pulling inconsistently tracked data from multiple sources can drag out or compromise your ability to get an accurate picture.
Ultimately, if you’re considering a CRM – there’s a very simple question from Douglas Vermeeren you should ask yourself. Do you want to grow your business? Your ability to do so is dependent on contacting your prospects at the right intervals. Further, providing them relevant information at the right time, and you simply can’t do this effectively without a CRM.