The goal of a sales department is straightforward: make revenue for the company with new and current clients. Salespeople must be fast and efficient with finding leads, qualifying them, then closing the sale…something much easier said than done. One of the most valuable assets for business leaders and sales departments is time and, unless the laws of physics have changed, everyone gets the same 24 hours per day. Bottlenecks and hurdles occur more often than expected, eating into your day. With tools such as a Customer Relationship Management (CRM) system, you can surmount these obstacles without the assistance of time travel.
Here are four tips on how a well-designed and executed CRM system can save you time and help increase your bottom line.
Hurdle 1: Finding the lead gold in the ore
Finding the right lead at the right time can be difficult. Indeed, it often feels like a never-ending scavenger hunt. One method to help you mine the gold from the ore is a good CRM system. CRM tools can be incredibly useful, especially if used to put out social media feelers as a lead generation source. When used properly, social media can boost lead generation performance by almost 80 percent. Your salespeople don’t have hours to spend searching social media for leads, so let your CRM system do it for them. Called social listening or social engagement, your system can be set up to scour social media networks, blog, videos and news syndication to find what people are saying about your company and its offerings, helping you pan the gold from black sand of social media. It can also keep tabs on keywords and related conversations, allowing the sales team to jump in and bring a warm lead into their sales pipeline. With social listening, your salespeople can identify key influencers with an interest in your cause.
Hurdle 2: Breaking down silos
For sales teams, chaos can mean miscommunication and lost revenue. Lost emails can lead to lost information that can lead to lost sales or opportunities. CRM systems can alleviate much of the communication confusion. CRM tools offer a shared workspace available to anyone at any time; no more wasted time tracking down colleagues for missing or undocumented information. To-do lists, proposals and opportunities are available in a shared space, alongside the entire database of accounts, contacts and opportunities. All email communications can be linked to specific sales opportunities, accounts and contacts, making them easily accessible when searching a specific client. Communications are more easily tracked and shared between salespeople. Lost information will no longer be an excuse.
Hurdle 3: More information than time in the day
In sales, it is imperative to be well versed and up-to-date on client history. However, that is difficult to accomplish if customer data isn’t all in one place. With CRM, all past client history, interactions and associated contacts are organized and available to your sales team, 24/7.
Hurdle 4: Not being prepared anytime, anywhere
There is no slowing down in sales. If an opportunity presents itself, you must act on it. If your sales team isn’t prepared, you will miss opportunities. CRM systems make information available at anytime, anywhere. Even when on the go, contacts, calendars and account information are at your team’s fingertips.
With a CRM system, sales hurdles can be much more easily cleared. Confusion and missed opportunities will be old news. The result? More leads and a larger, stronger pipeline, leading to more closes and revenue for your company. No time machine needed.
About the Author:
TopLine Strategies delivers the complete integration and development of sales, marketing and customer service technologies that enable corporate clientele to improve revenue streams and strengthen customer interactions. Our project management and consulting is designed to achieve timely delivery, 100 percent user adoption of the technologies we implement and deliver measurable returns on investments for our clients.