Why do you need a CRM system within your organization? Well, to start, CRM first stands for Customer Relationship Management, which is exactly what it does. A CRM tool is intended to help track interactions with current and future customers for the entire company.
What value can a CRM system bring and how do you know what to look for? Here is a list below:
Maintain Institutional Knowledge One of the most valuable aspects of a good CRM is to have a repository of information about your company’s opportunities and customers. This is probably one of the most overlooked aspects of a good CRM. Using a shared spreadsheet on a network drive just doesn’t cut it. A disgruntled employee might delete the file. Invest in a platform with role-based security.
Coordinate Across Departments It’s about more than just sales and salespeople. Have you ever called a customer to talk about your new offering only to find out that they are having a major problem right now? Most of us have had that happen. Ensure that your entire organization uses the platform to document customer interactions. Of course, your salespeople need the discipline to check the system before contacting the customer.
Tight Email Integration Most of your communication is likely via email. Don’t make your team jump through hoops to capture email conversations in the CRM. If you don’t have seamless integration with your email system, you are either using an antiquated email platform, or a soon-to-be-outdated CRM platform. Once you type the client or prospect’s name the system should forever link that email to their CRM record.
Native Mobile Support I don’t need to convince you that mobile is essential. If your team can’t access what they need from tablets and smartphones, then you’ve made a bad investment. When the customer calls while you are on the road, you should have easy access to everything about their account.
Effective Follow-up and Automation The greatest value in an effective CRM platform is the ability to remind sales reps to follow-up with opportunities at the right time.
Know the Three Things You Need Focus on the most important elements that tell you “which opportunities are real.” For my money, you should be tracking
- What problem is the customer trying to solve
- Why is it important for them to solve that issue with urgency; and 3) How will they measure success of the solution.
If you have that information, you are 90% of the way toward successful, same-side selling. To view the original article, click here.