Improving sales is the most effective way to increase your business’s success. Today, customers have multiple options to satisfy their buying requirements. You cannot simply put a product into the market and hope customers will purchase it.
Most customers have issues, which need to be resolved immediately. However, many are unaware they can purchase a pre-made solution from the market to solve their issue. Another point of consideration is the client service customers receive. Consumers are used to certain levels of care from the business they support. Hence, if you fail to provide an excellent service according to their expectations, they will continue to choose your products.
Lastly, over recent decades the sales process has gone through several transformations. We must be thankful for the development of some eCommerce websites. Allowing the selling of products and services online has significantly varied from retail in years past. This indicates multiple established sales tactics don’t always work – or they work in various other ways we might not be aware of yet.
To aid organizations in addressing these problems, software developers have generated new kinds of solutions, for example, a customer relationship management system (CRM). This type of solution has various features to help organizations streamline their sales workflows.
Wondering how you can leverage a CRM software to enhance overall sales numbers?
1. Workflow Automation
Selling products means performing repetitive, however necessary tasks and activities on a regular basis. These activities are prone to errors as well as can be cumbersome to handle. Plus, they take up lots of time which could be better spent on other important tasks. Thanks to a CRM solution, which turned into a blessing in disguise.
The best CRM system will enable you to set up specific automated workflows for various tasks. Some of these include – collecting and sorting client data, generating reports, sending emails, and so much more. Integrating CRM and automation will provide your company with the time to focus on selling more products and/or services while also eliminating tedious workloads.
2. Excellent Customer Service
Being explicit with selling attempts used to be a valid and common sales strategy, but now this is no longer the case. When you approach customers forcefully and directly, they usually will shy away from purchasing. You should approach them in a roundabout way with customer service tactics. Including sending out email newsletters, good quality user experience reviews, and other forms of conversions. The solution will aid you in classifying these activities for potential clients, so you don’t lose track of where each one is within the sales pipeline.
3. Long-term Care for Clients
When you manage to sell products directly to a customer and leave a positive impression, they usually will remain invested in your brand beyond the initial purchase. This opens the possibility of earning additional revenue via cross-selling and up-selling. The best way to tap into these up-selling methods is by investing in the right CRM for your organization.
A cloud-based CRM software will allow you to keep track of individuals through their journey from a prospect into being a customer. Throughout their journey, you can keep them occupied with free content, personalized emails, product recommendations, and much more.
4. Sales-focused Marketing
You always need to market a product first. Or else, customers won’t have any idea what you are selling and why they must purchase it from you and not a competitor. Nonetheless, trying to market products in an unorganized way will not enhance your sales numbers. What you need is to verify your marketing strategy produces a large number of leads who are interested in purchasing your products/services.
A good CRM solution enables you to do just that. Bring in your sales data into one platform that allows you to determine what your ideal client profile is, and how marketers can leverage that data and craft client-focused marketing campaigns.
5. Pursue the Right Prospects
Generating leads is usually the first step of the sales pipeline, a CRM will help you collect and manage every new lead. You can easily build and maintain these connections with current and potential customers. Lead management is a central feature in CRM that produces top-quality leads. It leverages categorization, lead scoring, and tracking to manage your sales pipeline effectively.
The sales and marketing departments are aligned closely with the overall company objective. The marketing team creates leads and coaxes them via the sales funnel. Later it is up to the sales representatives to convert those into opportunities and ultimately sales. Although, it sounds quite simple, it is difficult to practice and sustain. You must make sure that you are gathering leads from your ideal target market. Or else, your salespeople are wasting their time.
Once leads are in the system, it is easy to monitor their progress so your sales team can step in whenever a lead is ready to make a purchase.
6. Collaboration and Teamwork
Many organizations assume that recruiting more sales representatives will lead to an increased number of sales. There may be some truth to this, however, having more people on staff than necessary might make it more costly for your business. Now, throwing more people at a problem doesn’t necessarily make it easier to resolve. But, adding new technology like a CRM would.
An automated CRM software enables you to do this via collaboration, communication, and data-sharing features. Your sales department can directly communicate via the CRM. They can systemize themselves by setting up tasks, goals, and schedules. Plus, they will have access to the same client data as all other sales representatives.
7. Client Data Integration
Knowing who you are selling to is crucial for making a successful sale. Before the internet, it meant you had to talk with potential customers in person to look for their likes so you can tailor the approach specifically to them. But today, this process has been replaced by gathering client data from multiple online sources into one solution. It also can involve social media posts, email exchanges, phone calls, and so much more.
Now, the trick is to combine these data points into a consistent client profile, and with a CRM application you will easily acquire the needed information. The solution will keep all your client data in a single database, so you can focus on selling.
8. Monitoring Performance
To enhance overall sales, you need to streamline your sales process. To state which approach will work and which won’t, you must track the statistics like client lifetime value, average order value, time spent on site, and more. This way, you can see patterns in client behavior that would enable you to adjust the company’s approach to sales. Once this new data is collected, you can repeat the sales process while also simplifying the sales team’s efforts.
9. Managing Tasks
Task management is a crucial duty in order to manage the most vital responsibilities. Being able to handle client accounts effectively can make directing cross-sales and up-sales to them simpler and can generate more revenue for you. The solution can notify and prioritize actions that need to be taken immediately to continue the relationship and dialogue you have with a customer will always be properly maintained and developed.
10. Marketing-enhanced Sales
Data from marketing campaigns can tell you more about how you must approach potential clients in order to complete successful sale. A CRM system makes it all possible. Handling your marketing campaigns through a CRM helps you to acquire access to a variety of useful data. You must know how much time visitors spend on each products pages, how many abandon carts, how often they open emails, and more. Later, you can utilize these details to customize your approach for each client segment.
11. Easy Reporting
Do you know the total number of leads your organization has generated last quarter per region? Lacking these clear insights into results and company performance? There might be a chance you need good reporting capabilities.
With a good CRM tool, your sales manager should know the conversion rate. Business professionals need to know key information to shape the organization’s strategy accurately. The solution offers reporting capabilities, so nobody is left in the dark on the KPIs. Plus, you can easily generate a report with only a couple of clicks.
12. Get the Right Information at the Right Time
No matter where your salespeople are – meeting customers in-person or emailing, they will need easy and quick access to the sales content and lead data. The best CRM software provides a mobile application to support the continuous demand for data from any place. The database stores every detail about your prospects within a centralized location, thus making it easily accessible whenever needed.
13. Rationalize Sales Moves
An online CRM system optimizes the complete sales cycle, which results in closing more deals from the sales pipeline plus aiding every department in reaching their targets quickly. Preparing quotes and order processing is automated from within the solution, so salespeople can minimize their production costs and enhance sales revenue.
14. Build Strategy that Works Best for Your Business
Search back through the history of your successful leads. Collect the appropriate data from those previously converted leads and list out whatever sales tactics or processes worked previously. Note down the few salespeople who are converting more than others. Also, write down what techniques or sales pitches these individuals are doing.
Then develop a strategy focused around what did work and what is currently working for your company. Provide training to more staff members in order to adapt the software as quickly as possible, so it works best for your business’s needs.
15. Eliminates Data Duplication and Enhance Sales Efforts
Duplicate data is one of the biggest issues within a business; they create errors, minimize effectiveness, and waste productive time. By leveraging an automated CRM solution, you can eradicate data duplication. How is this possible to guarantee?
Create unique user logins for your sales department staff, provide them with relevant access rights into the solution. Keeping them connected to each other, plus managers have access to each sales team’s data. This way, no more sending data to a team member and perhaps creating data duplication.
Easily share opportunity and lead data with your teammates, saving your sales department the need to replicate those details to the higher management. The sharing of data helps the sales department with lead execution and improves overall performance.
16. Strengthen Your Sales Department
The CRM solution’s data analysis will highlight whether you need more salespeople in your organization or a specific team. Create internal and external sales targets for your sales department. Use the CRM system to assign those individual targets to a sales executive.
Facilitate sales incentives and pre-set commissions for sales within the solution. Enhance sales by using commission distribution. Track sales record individually and provide your team members with their monthly performance reports. Review and identify the areas needing improvement.
17. Mobile CRM
Many providers have created applications that can be integrated completely into the CRM process. Such applications mean you have instant access to all significant client information and performance data, no matter where you are. Complete access into these details could mean the difference between missing a potential lead and closing a deal quickly.
18. Assign Sales Resources
Your bigger clients may require more time and resources from your sales department. It could mean more resources needed to close the deal in the first place, and later continues providing good service over the length of your relationship. A few leads may not require as much hands-on to solve their issues or concerns.
Or you may have learned from past experiences that a few prospects are more of a long shot, so you might not want to use the same effort. A good CRM solution enables you to have a glance into how sales resources are assigned and used. It becomes easier to make intelligent decisions about how to deploy your team in the best way possible.
19. Monitor Crucial Contacts
Business owners need to track many things, especially their essential leads and contacts. Who is the decision-maker to reach out to when sending critical emails or for the next sales call? The solution can track all these data points it collected from social media platforms such as Facebook, Twitter, and LinkedIn.
20. Updated Reminders and Notifications
Just like you need to monitor your crucial sales prospects or contacts, you also need reminders to be sent on when to touch base. Failing to follow up could mean losing an important client. Thus, CRM software provides reminders and notifications about crucial customers and leads which you may have missed out recently. With this feature you can make sure never to lose contact with a client and possibly miss out on the next big sale.
The Bottom Line
CRM is the key to your business’s success. When you know who your clients are, what they need, and how they behave, you will have less difficulty persuading them to purchase your products/services. The solution enables you to acquire all this, and so much more. To receive the most out of your CRM solution, follow these approaches we outlined above.