When you are in a growth pattern with your sales team, it is
critical that you have the right CRM
tools in place to ensure that your leads are turning into sales. Your sales
reps need to have a refined process in which activities that lead to a closed
deal are clearly identified and routinely practiced.
When you are in growth mode, your CRM
tools should help you in hiring new sales reps, getting those reps fully
productive in a short period of time and establishing a repeatable sales
process.
There are three
ways that CRM tools can help
you refine your sales process and make sure you make the right hires reach full
productivity quickly:
Use Activity Reporting
to Train and Measure Progress With New Sales Reps
Mobile CRM
tools are designed for sales reps to be able to quickly and efficiently enter
data immediately following a meeting. With the right app, your sales team will
spend little time with CRM , but
the information will be high-quality data that you need.
You will be able to set up prompts for your new reps to
enter the correct information and direct them to the sales activities that are
most important for your team. You will also be able to identify missed steps or
opportunities for additional training.
Get Rid of
Unnecessary Reporting and Activities
Your sales reps are more productive when they are not
spending hours around a conference table debating which activities lead to
sales. Your CRM
tools will make such conversations unnecessary because the data will tell
you which activities lead to sales.
You will be able to eliminate the measurements that are not
leading to sales and refine the types of entries that your sales reps make as
they leave a meeting.
Get Data About Market
Trends to Identify Opportunities and Risk Areas
By prompting your sales reps to ask one or two specific
questions, you can get immediate information about market trends. You may find
out that certain features of a particular new product you are offering are
helping your customers, or you may hear that customers across your territory
are considering switching from one of your core products because it doesn’t fit
with another innovation they use.
With this type of data, you no longer need to wait for
industry polls or a drop in sales to find out what your opportunities or risks
are. You can decide what to track to get a better understanding of what is
shaping your industry.
With Front Row
Solutions’ CRM tools, you can
develop a uniform sales process that allows you to train your new sales reps
and detect their opportunities for growth. You can also decide which measures
you want to examine and eliminate wasted time.
