At the start of any business organization, the management is mainly concerned about doing sales. When a company is taking off, things are not that difficult. However, with the passage of time, they start worrying about conversions. They want to optimize the sales performance ensuring that maximum numbers of opportunities are converted. When the company grows, it starts hiring more people and management of so many opportunities becomes a complex issue. Some added training and mentoring might help but nothing beats organizing the entire effort using CRM software. Let us have a look at how CRM automates the sales process.
Reduction of Unnecessary Data Entry
The reliance on Excel spreadsheets is nothing new. Many companies keep on using the Microsoft Excel sheets to manage their entire sales effort. The use of formulae may help increase accuracy of the calculations done; it does not provide data integration. The lack of data integration from different sources results in unnecessary repetition of entering same data, often twice. The life of a sales rep, which is already busy, has to deal with increased typing, copying and pasting. A CRM streamlines all the data, easily reducing the amount of data entry required. Advanced features offered by CRM like syncing and auto-population makes it easy to generate information required by sales personnel.
Improved Forecasting Accuracy
When you talk about sales forecasting, there are so many different factors that need to be considered. Excel spreadsheet based reporting poses its own set of challenges including formulae going bad, arithmetic calculation errors, and missing of some critical piece of information. The decisions based on shaky information results in setting up false expectations by either aiming for sales goals too high or too low. The CRM helps you set realistic sales goals by comparing the historic data free of errors or synchronization issues. You can assign deal based values, determine sales at each stage of maturity and plan in advance for off-season months.
Better Quota Tracking
Sales reps do not need to go to their managers to know that they have achieved the sales quota assigned to them. Without CRM, it would be hard to exactly determine if a particular Sales Personnel has achieved their sales quota. Lack of centralized data often leads to top performers getting neglected and resulting in high turnover. The CRM lets the organization track the best sales personnel and accordingly rewards them in a timely manner. In sales it is very important to reward best performers who are the main propellants of the entire business development effort.It is very important that you let your customer-facing employees know about the importance of Customer Support Software in Dubai.
Identification of Star Performers
It is important to reward the ones that outperform the rest of their colleagues in your company. The use of CRM helps you easily locate the ones that have performed on consistent basis and delivered business results persistently. The entire appraisal process becomes more transparent. You are also able to recognize and improve your HR retention policies. Without the user of CRM, it is hard to identify and mentor the right talent for future leadership roles.
Insightful Customer Information
One of the most important yet neglected features of CRM is customer insights. When you rely upon Excel spreadsheets, you are not able to pull all the data together to create the big picture of your business’s competitiveness and products or services sold. The CRM lets you create advanced reports, making it easy for you to take future sales related decisions. The Sales Team, with more data, approaches the customers well informed, increasing the chances of successfully closing sales deal.