If you are in sales management, you know the importance of
tracking data so that you can make decisions based on good information.
However, in recent years the use of CRM
features to shape the sales process and grow sales has become more prominent.
Here are several
reasons why CRM features are
driving up sales in new ways:
Customer expectations
are changing. Customers are becoming more accustomed to a quick response
time and a high level of relevance. The impact of social media is that
individuals and businesses are being directly and specifically targeted with
marketing. CRM features that play
this same role are capable of helping you connect more meaningfully with your
customers.
Mobile capabilities
mean that CRM features are
increasingly relevant. The ability to use data in more nimble ways means
that it becomes more relevant. Instead of being relegated to an office day once
a month, or not getting done at all, the data is now entered out in the field
where it is fresh and complete. Sales managers have access to sales
reports that reflect real-time data, making forecasting and planning richer
and more accurate.
Information
technology is working closely with executives. Business executives are
increasingly recognizing the problems when data is held in silos. In order to
manipulate data in meaningful ways, executives need to be in close contact with
IT, making CRM features a priority
that can impact the sales process and grow sales.
International
business drives CRM features.
Globalization has had a significant impact on the way sales are conducted. CRM features allow for international pricing
strategies, marketing collaboration and the comparison of various markets.
Cloud software means
that CRM is not in-house. The
use of cloud software for CRM
means that information and data is better-protected and your IT staff is never
scrambling over security. Cloud software for CRM
also means that updates are easy and seamless and flexibility is optimized for
your business.
CRM
features reflect modern working habits. Sales reps are not the only ones
using CRM that need flexibility of
a mobile system. Other departments that mine data from a CRM tool, like finance and marketing, also may not
limit work to when they are physically in the office. Having CRM features that allow for flexibility in work
habits means that your staff is able to access what they need from anywhere.
Targeted marketing is
a necessary part of sales. Your CRM
software should be able to do complex analysis that allows for targeted
marketing with a pretty good idea of whether the opportunity will turn into a
sale. Through not only sales activities but also social media behaviors, the CRM should be able to accurately identify leads and
opportunities.
Call us at Front
Row Solutions to talk about why our mobile CRM
features are a good fit for your organization. Our software meets all of the
demands of the current business environment, with an eye towards the features
needed moving forward.
