Did you know that a CRM can increase sales conversion rate by over 300%? Yup, you heard that right. You probably haven’t fully contextualised how huge 300% is, so let’s help you walk through it.
Say you currently close an average of 10 sales per month as a salesperson, a great CRM solution can help you increase that to 40. If the revenue generated from each sale is ₦40,000, the salesperson brings in about ₦400,000 per month. With A CRM, that figure could go up to ₦1,600,000 per month!
Two out of every three salespersons miss their sales quota. While CRM enabled sales teams to achieve their sales quota.
CRM systems gather, structure, and manage customer information to make sure you can track and enhance every buyer’s journey, enhance their customer experience, and better manage customer data. It’s worth noting that CRM is not for salespeople alone but the entire team. Here is why everyone on your team should use CRM. But today, we’re here for the sales guys! Let’s get into it.
Your job as a salesperson involves being the first ‘direct’ link to a prospect, lead, or potential customer. As a result, you have a lot to manage, including meetings, emails, and calls, while trying to meet sales targets. You have to find a way around all of these daily. Must be hard.
While the core of your job as a salesperson is selling, all these other activities tend to take all the time and effort, making it difficult for you to focus on what really matters – selling.
Below are some of the reasons CRM is important for sales, how CRM can increase sales, help optimize activities, and as a result, increase the general productivity of a salesperson.
What is a CRM without an integrated calendar? This feature will help you as a salesperson to manage time better and make schedules appropriately. The data from CRM will help you know how to prioritize your tasks and attend to deals in the order of importance.
It keeps track of all your sales representatives’ activities, including those performed and scheduled. With this, you are less likely to miss an opportunity. All meetings, call schedules, tasks, etc., are kept in one place, and nothing falls through the cracks. Furthermore, sales representatives are notified of due tasks such as a meeting or call and can assign priority to them.
At Notch, we recently launched a super useful feature called the Sales Planner which helps sales reps and sales managers organize their day and gain insights about the sales team. Sales Planner tracks and manages where sales team members have visited; when the meeting started and ended.
Leads can be automatically captured from multiple sources and segmented based on characteristics such as buying patterns, age, location, etc., using the Leads Module in CRM. These insights that CRMs provide for salespeople can help them tailor their approach to each lead thereby enhancing the sales process.
Lead management functionality in a CRM is an effective feature that simplifies the process of moving leads through the sales funnel.
You can gain detailed insights into your customers including their demographic information, tastes, preferences, and their buying behavior, through CRM integration with social media tools. As a result, both the sales and marketing process can be easily accelerated by identifying the leads with the highest likelihood of being converted into deals.
Your customers and prospects are always having conversations on social media about you and your industry. This presents a salesperson with the opportunity to fully understand the target market and sell using their pain-points and language. This rich insight helps you as a salesperson to better pitch your products or service to them. On a business level, you also get insights about new blue ocean insights from what people are talking about.
NotchCX social media monitoring allows you to set up some keywords and hashtags, which could include your company name and industry-related terms. The system then notifies you whenever those keywords are mentioned. With this, you are constantly informed of what your target market is saying, and you can always bank on the usefulness of that information to help you close more sales.
Using a CRM for the sales process allows an organization’s sales managers and management team to analyze real-time data and optimize sales performance. In addition to monitoring sales volumes, up-sell rates, case times, revenue per call, and so on, sales managers can use CRM as a tool to forecast sales activities, bolster sales, and retain clients.
Customers expect nothing less than the best. To give customers this level of satisfaction, there needs to be synergy between the marketing and sales team. With CRM, the marketers and sales representatives can work in synch, and stay updated, while being furnished with real-time data about a customer.
Marketing automation features in CRM enable marketing teams to seamlessly receive and pass on the leads to the sales team. The sales team can then act on those leads and convert them into deals. Regardless of the internal structure, or sales funnel system, a CRM smoothens the buying journey.
CRM gives salespeople and sales managers a comprehensive dashboard view of all the critical sales data, including setting goals, and performance evaluations. The personalised dashboard on CRM allows you to see your overall achievements thus far, as well as track your progress. You can benchmark your performance using CRM software, making improvements a lot easier.
Using a dedicated document library, documents are organized for quick reference. Cases of multiple, conflicting, and duplicated versions of the same document are avoided. Files can also easily be shared between team members. This becomes even more critical when a business has several branches in different states or countries, with sales teams spread across each location and need to collaborate to better serve clients.
Email marketing is one of the most effective and cost-effective forms of inbound marketing. Campaign Monitor found that 64% of small businesses use email marketing to reach customers.
However, sending out an email marketing campaign without knowing how it was received on the other end can be really discouraging. With a CRM, you can track email analytics including open rates (How many people opened/read your email), and click rates (how many people clicked a link/offer/etc). You can also see who opened your emails, and when they opened them. Having access to such important real-time information at your fingertips can help you improve your efforts and act on leads just at the right time.
The importance of CRM in sales cannot be overstated, as CRM can help build customer relationships, which results in more sales and greater profitability.
Gaining new customers, and retaining current customers are some of the biggest problems businesses face today. CRMs make it easier to get new clients and maximize existing relationships. This helps the sales team to stay on top of the business and continue to close deals.
Also, CRM’s wealth of information can give you access to customer wants and needs to know what and how to sell to them. This also means that you can manage your time and prioritise high-value clients and see how you can convert them as quickly as possible because, at the end of the day, you have targets to meet.
NotchCX is an excellent CRM solution for Salespeople in small and medium organisations.
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