Tuesday, 23 June 2020
There is much debate about the usefulness of CRMs to contribute to the productivity of sales teams. Based on my experience, although the technology has much to improve, there are improvements in the way it is used.
With that in mind, here are six tips for getting more out of your CRM.
1. Adapt your CRM system for sales methodologies: Achieving sales results is the only goal to pursue. It is proven that the organizations that have better sales results, are those that adapt the CRM to the way of working of their salespeople, this practice contributes to an increase in sales for this the system must adapt to the daily needs of the sales team.
2. Training, Support and Support: Too often, the under-utilization of CRM systems comes from inadequate training and ignorance of what the system can do for companies. No matter what software you choose, or how easy it can be, something new and different seems difficult at first and needs to be easier for the sales team to use.
3. Socialize your CRM: CRMs have evolved to contribute to the general knowledge of the sales team and facilitate their work with integration with social networks to know and adapt to the preferences and individual needs of buyers.
4. Use mobile devices as the main device for CRM: There is no doubt that mobility is here to stay, and it is proven that mobile access to sales data can substantially increase sales, facilitating work, regardless of place, time, device or connectivity.
5. Use the analytics that CRM allows: CRM systems are more than a contact manager, they store and analyze customer behavior, sales that can be used and analyzed to extract intelligence and understand how the company interacts with them.
6. Make sure that the CRM data is real and valid data. CRM systems, by their nature, can capture tons of data but the best business decisions are those made based on accurate information.
CRM systems are powerful tools, you just have to strive to use them properly…
