Punch-Up Your Sales Process with CRM
CRM can do more than track sales calls. You can use the features in CRM to expand your sales efforts, increase the bottom line and improve morale among your employees.
Dealing with emails is one of the major tasks sales staffs have to perform. Everything from reminders to thank you notes have to be sent promptly and the answers analyzed. This takes time and attention away from more important tasks in the sales cycle.
Fortunately dealing with emails is one of the easiest parts of the sales job to automate with modern CRM. Your CRM system can remind you when to send out emails, when to respond to them, manage simple email campaigns, make sure nothing falls through the cracks and dozens of other email-related chores that go along with the business of sales.
CRM can handle both individual responses and sending out form letters with appropriate degrees of personalization. It can maintain mailing lists for you.
It takes a few minutes to set up your email system in CRM, but it will pay big dividends every day. It will also help you stay organized and on top of your job.
Automate Lead Routing
The job of getting the right lead to the right salesperson is another task tailor made for CRM systems.
A CRM system can analyze and score your leads, determine how likely the customer is to buy immediately, and direct the lead to the appropriate sales staff.
In the process it can evaluate the leads and indicate to the sales person how hot the lead is.
This takes the necessary but mind-numbing job of assigning leads off management and lets the CRM system score and redirect the leads.
Gamify Your Work
If emails are mundane, using CRM to gamify your work is positively exotic. By applying the principles and tactics developed by game designers to keep players involved, you can improve everything from morale to performance.
For example you can offer incentives to your sales staff based on performance. These can be ‘soft’ incentives involving awarding points or ‘hard’ incentives with rewards like cash or extra vacation days.
This works because people are inherently competitive and sales people are more competitive than most.
You need a leaderboard to show everyone where they are in the rankings and you should announce the top “players” to keep interest high.
There are other approaches to gamification, but the key thing is to establish a competitive spirit among your sales staff.
Processes, especially if they are not completely automated can develop bottlenecks that slow down or even completely stop efficient functioning.
With CRM you can spot these bottlenecks and re-do your processes to eliminate them. This is harder to do without CRM or something similar because you don’t have the tight control over the process flow that CRM gives you. In fact, without CRM you may not even spot the bottlenecks.
Consolidate views of your system
CRM lets you meld data from diverse sources into a central store where it is accessible to any of the sales staff who need it. Rather than digging through various sources to find the information they need for jobs like putting together bids, the sales people can get the data from a consolidated source.