When you are trying to distinguish your company from the
competition, the use of a CRM app
can help you supply the tools that give your sales reps the edge. However, many
companies don’t fully utilize their CRM
tools, often because they may not have a clear idea how they impact sales.
Here are a few ways that having access to a CRM
app can promote growth in your sales team:
Seamless
Organizational Changes
When your sales rep is promoted to become a manager or when
you hire a brand-new rep, you want your customers to experience a seamless
transition. With a CRM app that
allows for access out in the field, your customers will experience great
service from a new rep that has all of the same information that the old rep
enjoyed.
Continuity Across Regions
With a CRM app,
your regional sales managers and sales reps can use the same procedures for
sales processes and sales meetings. When everyone is tracking the same items in
meetings, the sales organization is more likely to meet its goals.
Refining Sales Processes
Whether you have a small or large sales team, measuring and
tracking your sales process can help you identify which behaviors lead to a
sale. Maybe your top sales reps have particular habits that make them more
successful. Identifying these best practices for implementation across your
organization can help you grow your sales.
Likewise, if you have a lackluster sales rep that seems to
always lose opportunities apparently without reason, you can use a CRM app to hone in on the segments of the sales
process where the rep is losing the opportunity.
Capturing Data Immediately
Think about how much of a conversation you can repeat within
two minutes of finishing it, versus trying to recall a conversation a few hours
or days later. With a CRM app,
your sales reps can enter data while they are waiting for the elevator or
before they leave the parking lot. This results is better information about the
customer’s needs and a more accurate picture of the potential opportunity.
Using a CRM app
to allow sales
reps to capture information at the customer site also promotes compliance.
When sales reps must dedicate a significant portion of an office day to
updating CRM, they tend to put it
off. If data can be entered with a few clicks to allow them more time in the
field, sales reps will be more likely to provide the information.
Better Data and
Better Conversations
When your sales rep is able to enter data immediately after
a conversation, they can capture details like where the customer’s son went to
college. These details allow for more personal conversations and help your reps
get an edge on their competition.
When you need a CRM
app for your sales organization, give us a call at Front Row Solutions. Our tools
allow your reps to remain in the field while providing quality data to their
managers, ultimately leading to increased sales and profitability.
