One of the most important tools that your company can have is a CRM (Customer Relationship Management) platform. To effectively sell and manage your customers, it is essential to have a way of staying organized despite the overwhelming number of contacts you may have. With the proper technology and training, salespeople can begin to close more deals by being more informed about every potential customer to whom they have reached out. Before you purchase a CRM, it is important that you understand the purpose of implementing this software into your sales strategy. Here are the 3 best practices for using a CRM.
1. Track Your Customers
From the moment you first import a new lead into your system all the way to the day you close the deal with that customer, it is vitally important to include and track as much information as you can. How much revenue would you expect out of this opportunity? At what stage are you in the sales process? How likely is it that this opportunity will be closed? Having this information readily available will make marketing and salespeople’s jobs that much easier. A CRM allows you to keep this information in one common place where everyone in the organization can access the data.
2. Reports and Dashboards
Tracking this data will not only give you something to refer back to, but it will also give you information from which you can build detailed reports and visual representations. There’s no easier and more effective way of presenting your open and closed sales opportunities than with the help of these CRM capabilities. Knowing where you stand with your business opportunities is important, especially when it comes to reporting to upper management and keeping them updated on prospects. Creating simple and eye-catching graphs is a great way to do this.
3. Keep a Record of All Interactions
Communicate with customers more efficiently by using a CRM to track every interaction you’ve had with that prospect. This is especially useful while managing a large number of contacts at once. After every conversation, make a note of how the conversation went. Did you call or email them? What was discussed? Did this move the opportunity further along in the buying process? Next time they reach out to you, or vice-versa, you will have a note that will remind you of where you left off. More than likely, this will help you to close more opportunities by appearing more informed and personable to your customers.
If you decide to begin using a CRM, be sure that you know how to use it to its full capacity. Simply importing a list of leads will not bring you much newfound success. It’s what you decide to do with this list that determines how successful you will be. Use your most important data to collect and build reports while keeping a record of all your interactions. You are sure to see an improvement in the way you conduct business.
View our last blog on why your data is important.