Why should a company introduce new software for sales and customer management at all? Especially when the existing software still works quite well and runs more or less well? What if sales management is still quite successful overall?
The introduction of new CRM software primarily means the increased use of time, money, and human resources. Employees then have to be convinced of a new product and digitization is still a controversial topic in many minds. Above all, digital sales have arrived in very few companies.
In this article, you will learn eight good reasons why a CRM system creates real added value in sales.
Why do Sales in a Company need CRM (Customer Relationship Management)?
The answer is very simple: No company can be successful in the long term and withstand the competition with more or less coherent figures and processes. In times when successful companies have also digitized their sales, it is absolutely necessary to optimize and work together in all areas (marketing, sales, and controlling).
The success of a company must not be a product of chance. The principle of hope is not a strategy for being successful in the market. Not in the age of digitization.
Using Dynamics 365 Sales CRM: Sales management, sales controlling, and sales optimization are the be-all and end-all for successful sales today. What used to be solvable with index cards or Excel spreadsheets must now be displayed digitally. Digital change is no exception in the sales area either.
Here is a brief first overview of where CRM software brings real advantages in digital sales:
- Sales-relevant data is stored centrally.
- Sales opportunities and deals are increased through targeted measures.
- Presentation of the data in a simple and clear format.
- Corporate growth and corporate success become visible.
- The sales process is optimized.
- Competitive advantage, since these tools, are still used in a few companies.
Eight best Reasons Why a CRM System creates real added value for Sales
With the help of this tool, sales processes can be planned, managed, and analyzed much better. Appointments can be organized more efficiently and daily tasks can be prioritized more easily. This ensures that customers and prospects are contacted at exactly the right time. Sales gain vital time to engage with customers, ultimately leading to more sales and higher customer satisfaction.
All relevant customer data is stored in the CRM. In this way, all of the customer’s needs, challenges, and problems can be precisely recorded and analyzed. Not only does customer satisfaction increase, but sales also increase.
Goodbye Hours of Research
The customer management system helps sales to identify valuable sales opportunities using criteria-based selections. By segmenting the data, an enormous amount of time can be saved during research. The data can be processed faster. This saves hours of searching and preparing data from different documents and unstructured lists.
Always up-to-date Data
All data can be shared through the system. Calendar, email integration, and document templates are in place. This allows all team members to exchange and view calendars, documents, and other data. This promotes communication between the sales staff and sales management (also with other departments). Sales strategies and procedures can always be kept up to date through this exchange. This allows any employee with the appropriate access rights to access information and adjust their own procedures and strategies as needed.
All data at the right time and in the right place
If the communication with the customer is constantly recorded, the CRM system helps to find out when is the best time to contact the customer. Preparation of offers, additional agreements, contract extensions, or product recommendations, no matter what your interest is, the knowledge is already in the right place in sales and is available and applicable at all times. This increases the chances of sales and higher customer satisfaction.
Reports on all activities support controlling Sales
Controlling and reporting can be automated using this system. With just a few clicks, reports can be generated that help sales and management gain a quick and effective overview of all important data.
Minimum Administrative Effort
A CRM relieves sales of most administrative work by simplifying repetitive work or replacing activities that are time-consuming and not very profitable. Product and price details are stored in the CRM, it reminds of activities and guides sales step by step through the sales process.
A well-maintained CRM system, which is actively used by users, contributes significantly to the company’s success. Errors in sales are reduced and offers and orders can be created in a much more targeted manner. Lost information that may prevent sales or allow them to take place much later is avoided. Efforts and costs are clearly reduced. Factors should not be underestimated.
An optimally implemented CRM system supports the individual sales employee and the entire sales team in increasing sales and performance. The following points are often improved:
- Leads are easier to find through sorting and qualification in the system.
- Sales can be processed systematically and promptly.
- Follow-up activities and further sales measures can be carried out effectively.
Of course, a CRM system only works if it is provided with the necessary data and maintained by everyone involved. The desired sales success can only be achieved if the data is constantly updated.
Sales teams should understand that sales goals will be achieved much faster if they record their activities and enter them into the system. Sharing and updating the information about prospects and customers in CRM software is then ultimately an advantage for everyone involved. From sales to marketing to controlling and above all for the customer.