CRM Software – The Top 21 Reasons Why Sales Reps Should Use It

When times are tough, one would think that the sales industry would be hit the hardest. However, this actually couldn’t be further from the truth. As a matter of fact, the sales industry can actually excel in tough economic times. This can only happen though if people are receptive to change. Change is inevitable and when it comes to sales, change is always happening. Customers are the lifeline of sales so ensuring that you provide outstanding customer service is vital. CRM software can be very beneficial to your sales reps. What does CRM stand for? That’s easy….Customer Relationship Management. This software will keep customer information in an easy to understand, organized format. With CRM software, categorizing customers and their needs is simple. Even better is that your sales reps will be able to run specifically targeted reports. This will make it easier to determine customer’s needs. CRM software makes the world of sales and customer service easier than ever before.

The sad fact is, sales reps have a low threshold when it comes to change. When something’s not broken, they wonder “why fix it?”. In the world of sales, it’s all about making the sale happen quickly and effectively. To a sales rep, a CRM program seems like a waste of time. This is because similar systems may have been limited in their functionality. In addition, a CRM program requires current, up-to-date information. If only a portion of your sale reps are using this system then your company is not getting accurate results.

When sales reps are effectively trained on the CRM system, sales reps then become more effective producers. This makes the process work for everyone. Traditionally, sales is a dog eat dog world but in the end it’s the company that matters. So the one question of concern is “What can I do to get my sales team to use CRM software?”

Below are the Top 21 ways you can get your sales reps to use a CRM system:

- Automate Your Systems – whenever possible automate the lead and prospect systems. This could, for example, be as simple as adding a “Contact Us” web form to your website.

- Sales Pipeline Reports – implement monthly sales pipeline reports right away. Leads coming in and how they are distributed are shown via the Sales Funnel system a.k.a Pipeline reports. These steps include informing the potential customer, persuading them, overcoming their objections and so on until the customer reaches the narrow part of the funnel – closing the sale. Pipeline reports show how many leads come in and where they are in the process. Future sales can be determined by these reports.

- Setting Goals – Set small yet specific goals during sale meetings for using the CRM program.

- Focus on the Essentials – Be sure to focus on the essential and main functions of the CRM program. This will show your reps the most important systems within the CRM system to use.

- Knowledge is Power – You can’t always assume that everyone in your office knows how the system works. Verify their knowledge and confidence in using the program. – Provide Training – If a member of your sales team needs training on the system, provide it for them in a private setting when possible. You don’t want a member of your sales team to feel singled out.

- Increase Commission Frequency – Paying commissions more frequently is an added incentive to your sales reps. To make administrative processes easier, many organizations pay on a quarterly basis.

- One Step at a Time – When implementing a CRM program into your company, implement one thing at a time. If you try to implement all processes at one time you will send your sales reps into overload and this can scare them away from using the system.

- Keep it Simple – Find a CRM system that is easy to use for everyone. The system does you no good if only a few people can use it.

- Review and Analyze – Consistently monitor the sales reps data. This can show you their strengths and weaknesses.

- Seek Assistance – While your sales reps will hesitate using the system, assist them by having an assistant import any historical data into the new system. This makes things easier as the sales reps are only responsible for current data.

- See the Big Picture – Be sure your sales reps can see the light at the end of the tunnel. Give them reports that show them how this software can benefit them in the end.

- Beware of Overlapping – Make sure the CRM system doesn’t become a tool for other departments to offload their tasks. This is a system for your sales team.

- Show Me the Money – Be sure that the system can accommodate your commission agreements. Making the numbers accessible to each rep will help them a lot; they like seeing the numbers.

- On the Web – choose a program that is web accessible. This will make it easier for sale reps to gain access from wherever they are.

- Remind – Automate email reminders and new leads where possible. This will assist in building interest from your sales reps and will keep reminders so a customer is never lost in the abyss.

- Develop Email Campaigns – by implementing regular email campaigns to send out to prospects, you can assist in gaining leads for your sales reps. His is typically done by a marketing team.

- Look Over the Data – By reviewing contacts and numbers within the CRM system, you’ll be able to see the big picture from both sides. Contacts often benefit more then the actual numbers. This information will assist the sales reps in being more effective.

- Acknowledge the Team – You’ll also want to use CRM data to showcase individual accomplishments during dales meetings.

- Reprimand When Needed – If your sales reps are hesitant to use this new system, stand firm and stress the benefits of the system and how everyone will benefit from it in the end.

- Cross Check the Data – By checking the CRM system’s data with data from other sources, you can compare areas of strengths and weaknesses. This is a great thing to do before each sales meeting.

- Connect to Success – CRM software should be an integral part of your business. You can use the CRM system to show your reps how they can use the system and be even more successful.

A CRM system will play a major role in the success of your sales reps which in turn helps the growth and profitability of the company as a whole. While they may be hesitant to use such a system in the beginning, once they see how this system will enhance their work and in the end their sale – they’ll come onboard.

By Pete Kilby

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Maximise Your Lead Generation Processes With CRM Software

Successful organisations today have developed clear processes for lead generation. These will include the traditional marketing techniques commonly now known as “off line” marketing and combining them with internet or “online” marketing. The combination of traditional marketing and technology such as websites and CRM software solutions is enabling forward thinking marketers to take a major role in lead generation and lead nurturing.

However, to maximise the lead generation process there are some key processes that need to be developed so that both sales and marketing have a clear understanding of their roles. Defining whether a new contact is a suspect, prospect or a real lead is the first step. For example, how do you deal with an attendee at a tradeshow or webinar. What about someone who subscribes to a white paper download, E-Book or a series of educational material downloads? Do you treat a web site enquiry or a traditional referral differently?

Sales staff should be dealing with real prospects that are in the buying cycle however long that might be. Marketing must capture or generate a contact and nurture it from being a suspect to a prospect before handing over to sales.

For success, you should consider a lead scoring process that makes it clear how you will deal with a contact. The keys to maximising the sales lead process are to:

- Develop a common definition of a lead. Until certain criteria are met, the contact stays with marketing and is not passed to sales.
- Develop a marketing communications map for contacts and align with buying cycles.
- Automate a lead nurturing process using your communications map.
- Keep records of every contact interaction using a CRM software solution as input to scoring your leads.
- Score leads and assign priorities for each contact and move them through the cycle.
- Route the leads through to sales at the right time, after your measurement and scoring points have been reached and ensure sales follow up.

Your lead definition may well depend on the action that the contact takes. The majority of people who come across your marketing efforts are not yet ready to buy, so assuming that they are lead gives the business a false sense of your sales pipeline. Analysing your web statistics is a quick way to understand this. Consider your website visitor rate and compare new visitors to returning visitors, then review how many actions are taken – information downloads and contact forms. Then review how many leads are in your sales pipeline and your closure rates.

In its purist form, a lead can be defined as someone who has a problem and needs to solve it in a defined period. At the same time, they have a budget that is allocated and best of all would be that your contact has the authority to purchase. You might find the odd bluebird that meets these criteria immediately. However, normally, finding all this information however takes time as most people are not willing to hand you the keys immediately. It therefore requires you to build your marketing relationship with that contact by providing them compelling material on a regular basis so that you are top of mind when they are in a position to do something.

The primary tips are therefore:

- Ensure that you have a constant stream of good educational material that you can send to your database of contacts.
- Record all your communications in a tool such as Microsoft CRM software which can be as simple as a hosted web based CRM software solution.
- Define what you regard as contact, suspect, prospect and lead.
- Measure every interaction and determine whether you are moving that contact along the marketing line to become a solid lead, ready for sales to take over.

By Antony Dutton

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Strengthening Customer Relations With CRM Software

Business owners are having a difficult time more than ever in acquiring customers. With the flooding of products and services in the market, consumers are finding it hard to make a selection. If you happen to be competing for the same product line, your only hope lies in the management and quality of relationship you have with your customer or customer relations through the use of CRM Software.

The biggest challenge for any business owner is still getting a fraction out of the customer’s wallet. No matter how great your product or service is, convincing the buying public to select your product remains a big challenge. Either it’s lack of budget, functionality or features. This is where customer relations management plays a key role. Having the edge means establishing quality relationship with your customer. More and more business owners are realising that customer relationships is a serious issue and you should too, if you want to stay in the race.

Managing customer relations is no longer easy nowadays. Days are long gone when all it takes is spot the hottest leads and run for it, sit back and relax. The days when you can afford letting go of less-inclined to buy prospects are long gone. The use of a simple notebook or Excel spreadsheet for your leads list is now passe.

Today, customer relations management is part of every business owner’s strategic plan. Central to managing customer relationships is CRM or Customer Relationship Management Software. Today, CRM is no longer a luxury but a must to remain in business.

Having a Customer Relationship Management or CRM is very useful when it comes to building customer relations in terms of leads list, emails, handling contacts and in assessing marketing campaign results. Information in your CRM Software is utilised to create a customer profile necessary to guide you on how to go about with future dealings. Winning the customer game in any business, small or large, is made easier with tools like CRM Software. Understanding your customers help build a stronger relationship and win their hearts and wallets amidst this competitive world.

Levelling up your customer relations means being exceptional on your services. Once you’ve blown your chance with a customer, second chances are almost nil. Therefore, ensure that all your customer dealings should be delivered with exceptional customer service. This can be done by:

1. Avoiding stock responses – Don’t simply talk. Converse with your customers. Delivering canned responses sounds impersonal and makes your customer feel stupid.

2. Make sure the conversation ends on a high note – Always leave your customers with the belief that resolution is on its way right this minute. As the saying goes, ‘less talk, less mistakes’. Once you’ve assured your customer that you are giving a solution, refrain from non-sense talking. Make customers remember your last words with the best thought possible.

3. Magnify courtesy – Show excellent customer service manners and proper decorum in ways that can be seen, heard and felt by your customers. Customers should be treated nicely and should never be reprimanded for whatever reason. Review your emails three times before sending it to check for inappropriate wordings.

4. Acknowledge complaints – Be a good listener. Once they have said their piece, assure your customers that you’ve worked out a solution to their problem. More often, the issue is something that you can resolve. However, keep in mind to always provide them with the results that they want and not something that you thought they wanted.

Customer may not always be right but if you want your customers to avail of your service again, as well as recommend you to others, be sure to handle the complaints and problems properly. A satisfied customer will spread the word how wonderful your service is.

By Pete Kilby

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Instantly Gain in 6 Ways With CRM Software

No kidding! CRM software is now offered on the internet for free! Close competition between companies and their thrust to push adoption of their product has led some companies to offer some software free such as Customer Relationship Management Software. The best part is you can login right away and start using it with no obligation to buy! It’s about time to rake in your long deserved profits yourself. Check out what’s in store for you.

Profit No. 1: Contact management is easier with CRM

Though Excel is an fantastic software, managing your sales data with Excel is sadly not one of its features. If your goal is to increase meaningful and effectively targeted sales activity, then a CRM software is what you need. CRM allows you to record valuable information such as a meeting summary, notes, etc. CRM software gives you the capability to centralise database records as well as share it with fellow users. Now, isn’t that incredible!

Profit No. 2: Marketing Campaign is more effective

Using a CRM system help you determine what works and what doesn’t. Having identified which strategies are more effective, you will now be able to lay out sales campaigns that is sure to rake in good results. Simply identifying the steps that leads to winning is the initial step to success. As the saying says “Uphold the good, get rid of the bad”.”

Profit No. 3: Boost Sales Activity

Doing business is not all about making a sale The key to a successful business is taking care of your after sales – making sure the customer is satisfied with your product or service, updating customers of a new product, etc. Customers basically communicate only on instances when they are planning on a purchase. A CRM or Customer Relationship Management software would help you manage these opportunities always at the right time. Timing is the key. Think of your capacity to email and call at the very precise moment when your customer is about to make a purchase. Anticipating your customer’s needs and acting on those needs at the right moment with the right product not only equates to a satisfied customer but to an increased profit margin as well.

Profit No. 4: Database that is more efficient and of value

Start up businesses initially resort to purchasing a list of prospects from a list provider and cold call these prospects. Although cold calling is still effective if executed properly, the maximum gain cannot be achieved unless a decent customer database is built. These contacts list can eventually be of high business value once imported into a customer database. A CRM software can help you manage these list turn into a database of tremendous value.

Profit No. 5: Increase number of customers

Acquiring new customers does not happen like magic. Getting new clients is something, keeping them is another thing. One has to always weigh the short term versus long term aspects of the business. A CRM software database will help you come up with smart decisions what opportunities to pursue and where they’re coming from. Ultimately, you acquire new clients and still keep the existing ones month after month and year after year.

Profit No. 6: Free Email Address List

Effectiveness of an email communication has decreased over the years. Make use of your no-cost client database to build email sub lists and send only relevant information that is appropriate to customers’ prospects’ needs. Email marketing should only be targeted towards those that need the information. A CRM software and a dedicated free email address list vendor like Mail Chimp makes this task easier to do.

By Pete Kilby

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