Ideas to Supercharge Sales and Build a Stronger Relationship
When properly implemented, CRM can help enable your salespeople to be superstars, allowing them to focus on selling and building stronger relationships.
6 Key Aspects to Boost Sales Performance - Enabled by CRM
- Improved Quality and Quantity of Your Leads
- Identification of Sales Opportunities for Focused Activity
- Not getting forgotten by staying "Top of Mind" and extending your Reach with your Contacts
- Grow your network database of contacts and expand linked relationships
- Automate Your Business Processes so you can focus on what you do best
- Capture and use Business Intelligence for smarter and faster decisions
The following diagram outlines additional details of these six key aspects:
Key components of CRM that can be leveraged by salespeople and sales management.
Business Intelligence – Get an understanding of why your customers buy from you and learn how to sell to them. Is your Unique Selling Proposition strong enough?
Prospect Qualification- Make sure that your salespeople are talking to the best candidates for your products or services. Do they have the characteristics of your ideal target customer?
Tracking Sales Opportunities – Know what's in your pipeline and where each potential sale is in the buyer's process.
Sales Forecasting – use the sales opportunities to track your potential revenue forecast of what is going to close and when. Make sure that the pipeline is healthy.
Management Dashboards – Get a snapshot view of all of your company's key performance indicators for new sales, closed sales, and customer service resolutions.
Activity Tracking – Develop the ratio of activities to sales by tracking how many calls and meetings lead to a successful sale. Easily integrate phone calls and meeting activities with your Outlook Calendar. What was last recorded about the customer's experience?
Dashboard: 'Call Report' – Turn this dreaded weekly task into a non-event for salespeople and managers. Be able to dynamically view who has been communicating with prospects and customers. (More on No more Call Reports...)
Sales Process Workflow – Systematize your sales process by automating all the steps of your sales cycle.
Quoting – Easily convert sales opportunities into professional quotes or step up a notice with Guided Selling.
Heads up on Back office – View a customer's aging balances, open invoices, and open sales orders from your accounting ERP system.
Business Analytics Reporting- Keep track of your salespeople in one place… forget about extra reports with Excel.
Cross-selling and up-selling - Increase the average sale of your existing customers.
Automated Campaigns – Create a consistent high-touch process when engaging with your customers and prospects. Provide educational resources like a monthly electronic newsletter. Use the Priority call list and send our salespeople those contacts with hot and warm responses for immediate follow-up.
Tracking Prior Product Purchases– Know what products and services have been previously purchased. This would be from the closed won opportunities and/or from your accounting system.
Outbound Call Handling- Create a sales call center and focus your telesales efforts.
Survey customers – Obtain useful and immediate feedback from customer surveys. Are they happy, upset, or interested in more ways you can help them? Remember that studies show at 67% of customers leave because they don't feel cared for.
Can your salespeople benefit from any of the above CRM capabilities?
If so, let's talk.Phone: (269) 445 - 3001 or email Dick: