Using CRM Software to Increase Sales

How CRM can help you plan, achieve and manage your sales better

No sales, no business. It’s as simple as that. Finding new leads, negotiation, customer acquisition, post-sales support and sales planning are all too important to leave to chance. Using the appropriate customer relationship management (CRM) software can help you make the most of your customer data and help your salespeople do better. Even in very small companies, using CRM software to coordinate sales can bring big dividends.

How can CRM help the sales function?

  • Customer Data in one place. Sales teams spend too much time putting together customer data stored in different locations. CRM software lets people access data on customers’ past purchases, behaviour, preferences, usage as well as demographic and contact information quickly. Regularly updating this data ensures that sales teams do not have to scramble for information at the last-minute before a call or a meeting.
  • Qualifying Leads. Not every lead converts into a sale. So the question is: how do you improve the ratio? CRM software can track past performance and identify metrics, for example, past purchase value or demographic indicators such as income or age, that indicate which leads are ‘hot’ and which are not. This allows you to devote more attention to the best opportunities.
  • Cross-Selling. With better and more updated knowledge of customer behavior and preferences, salespeople have a higher chance of re-selling or up-selling to existing customers.
  • Manage Cash Flow. All businesses and especially small- to mid-sized ones find predicting and managing cash flow one of their biggest challenges. Using CRM software gives businesses a clearer picture of the sales pipeline. How many leads exist? Which are likely to convert to a sale? CRM helps you answer these questions.
  • Team Management. You can more easily track your team’s activities. CRM lets you see who is performing well and who needs help. It can also simplify bonus calculations by giving detailed reports on sales. More importantly, because everyone has access to the same data, teams can avoid mistakes, oversights and delays.
  • Future Planning. Modern CRM systems provide for detailed reporting, including the ability to link sales results with different inputs such as campaign spends, customer research scores or sales staff employed. This can help businesses analyse the cause of both success and failure, and plan better for future rounds of sales activity.

Ref: http://h41112.www4.hp.com/promo/obc/uk/en/business-it-advice/increase-your-sales/using-crm-software-to-increase-sales.html

Vish Ramakonar

Sankhya Consultants are experts in Customer Relationship Management (CRM), Data Mining and Predictive Analytics. We have over 20 years experience in the IT industry and have completed CRM implementations in various industries. We also have extensive knowledge in Data Mining , Business Intelligence and Predictive Analytics. In a nutshell we work with your business and help you: - Understand your CRM business objectives and advise you on how to build fantastic relationships with your clients to get more sales and repeat business. - Streamline and automate your pre-sales, sales and post-sales processes to help save you time so you can work ON your business not IN your business. - Select the right CRM tool for your needs - Configure the tool specifically for your business - Train your people to use the tool effectively in line with your business objectives If you already have an existing CRM system, but not sure if you are using it to it’s fullest potential, we can help you out there too. So please contact us to see how we can help you save more time and build long lasting relationships with your clients.

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Posted in CRM Sales, Customer Relationship Management (CRM)

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Learn how a CRM system can help you to:

  • Have all your customer information in one central place.
  • Gain valuable insights to close more sales
  • Save time and improve productivity
  • Market more efficiently- generate more leads
  • Track interactions, get automated reminders

“Thank you Vish for the advice and support. Implementing the CRM made an immediate impact on the way we manage our customers” --Jacqui Warnock, Fremantle Chamber of Commerce