There are many customer relationship management features out
there that can make a system look impressive. When choosing a customer
relationship management tool, it can be distracting when the offering has a lot
of bells and whistles. However, to keep your focus on choosing customer
relationship management features that will positively
impact your sales, here are a few to prioritize:
Simplicity and
Seamless Integration
When choosing your customer relationship management
features, find out how quickly you can have your sales reps up and running with
the tool. The current expected response times mean that your sales reps can no
longer spend two weeks getting trained on software, but instead must be rolling
with the new tool within hours.
Likewise, the solution must be built on a foundation of
simplicity, in which sales reps are clicking just a few times to get all the
critical information entered into the system.
Remote and Mobile Access
Your sales reps are the most effective the more they are
able to streamline office tasks to optimize time in the field. Make sure you
choose customer relationship management features that allow them to stay in the
field. A system that requires your reps to go into the office or even make
entries from their home office is cumbersome and your sales
reps will inevitably put off the dreaded task of making sales entries.
A mobile access solution will allow your field rep to stay
in the field, where entries can be made on any mobile device, like a smart
phone or a tablet. In many cases, sales reps can make the few necessary entries
to document a meeting while they wait for an elevator or as they make their way
back to their car.
Integrated Analytics
Your customer relationship management features should
include integrated analytics. Your system should be able to not only collect
data, but use that data to forecast future sales and identify weak spots in the
sales process. It should be able to integrate social media factors and track
sales strategies.
List Management
When choosing a system for customer relationship management,
look for one that is capable of managing multiple lists of data. Sales managers
should be able to manipulate various lists of data for analysis and
strategizing.
Customizability
The dashboard of your customer relationship management tool
must allow for customization, because your company is unique even within an
industry of your competitors. You may have specific processes that require
support from a customer relationship management system. A customizable system
allows you to make the system work for you in the way that your organization
does sales.
Lead Generation and Follow-ups
Your system should be about growing sales. There should be
features that pull from the data to allow for predictions about areas of
opportunity. Once that is identified, the system should produce timely
follow-up indicators that help sales reps manage their opportunities.
At Front Row
Solutions, we offer mobile customer relationship management tools that
allow your sales reps to stay in the field. Our customizable system can be used
to augment your legacy software, or it can be used as a tool on its own. Call
us today to find out how our solutions can help you grow your sales.
