4 Benefits of CRM for Sales
Customer Relationship Management (CRM) software has a lot of benefits for businesses. Over the years, companies have been experiencing enhanced sales and marketing processes because of the technology.
Compared to traditional methods of performing business-related tasks, using CRM has allowed for an easier and more convenient way to engage with existing and potential customers using technology, without sacrificing the quality of the engagement.
Here are four benefits of using CRM for sales:
4 Benefits of CRM for Sales
The following are the identified benefits of CRM for sales:
1. Helps Generate More Leads and Manage Them
CRM helps in generating more leads with ease. One lead generation strategy, for example, is dropping a form for leads to fill out. You can do this on your website, your website’s landing pages, or social media pages.
You can also do this on a lead magnet— a material designed to generate leads (for example, a downloadable eBook about an industry report in exchange for contact information).
Once a lead fills out the form, the CRM can automatically collate all information from leads from different marketing channels and organize them into the CRM’s centralized database.
You can also configure the CRM to automatically categorize them depending on the information they filled out. For example, you can “score” them high using the lead scoring function of your CRM if they indicate that they are decision makers of a company (like a CEO or a high-level executive) so that the CRM can automatically send them a message that is customized for leads that are likely to buy from you— which leads us to the next discussion.
2. Helps Convert Leads into Customers
Once leads receive the targeted message as a result of triggering a condition within the CRM system, the challenge begins.
The message has to be personalized to the needs of the target recipient. If a message is made to be sent to high-level executives, the message must be able to persuade the executive that your product or service is valuable to them. It can provide something that others don’t, and it can give them a better business experience.
If it’s not convincing the first time, the second time is worth the try. The message has to be more convincing than the first one. Here, you can even provide more discounts, or propose more benefits if they make their first purchase. The goal is to persuade them to try out your product and service, so that when they feel the impact of your business, they will more likely buy from you again.
Therefore, CRMs don’t just convert leads into customers. They also help you ensure that your customers remain loyal to you and will make repeat purchases in the future.
3. Helps You Manage Sales Pipelines Easily and Reduce Your Sales Cycle
CRMs often have a sales pipeline feature that allows their users to have on-the-spot information about the leads in the pipeline and how many are stuck in there. Data and information (or analytics) about your sales pipeline can be automatically updated in real-time.
The reason why having a visual cue about your sales pipeline is important is because processes can sometimes be ineffective. Once you get that leads are stuck in a particular stage of the pipeline, you will be able to figure out and determine what’s wrong with your processes and what needs to be tweaked to get the lead going.
Assessment becomes easier when you have a CRM that constantly updates you about your sales pipeline. Here, you won’t have to track each lead individually to identify which stage they’re at and what needs to be done to encourage them to make a purchase.
Using the CRM, all you need to do is send a targeted email made specifically for leads that are experiencing the same thing.
4. Empowers Sales Teams to be More Mobile
Mobility can be achieved when sales reps are able to access customer information whenever they want to and wherever they are.
A cloud-based CRM solution (mobile CRM) allows them to do this. Using cloud technology, the CRM database is not just confined to one single device, but rather, can be accessed by multiple users and multiple devices as long as they are connected to the Internet.
Having access anytime allows sales reps to contact customers, engage them, and provide a personalized service. This enhances the “sales experience” for both the customer and the sales representative.
With access to multiple data, information, and analytics in just a few taps on the sales reps’ mobile phone, sales reps are empowered to make data-driven decisions and provide personalized interaction to customers. It’s also faster compared to traditional methods, such as calling the other departments for more information about a lead or client, or even repetitively asking the customer questions that have been asked by previous sales reps which tends to be annoying.
CRMs have a lot of use cases especially for sales and marketing-related processes. They help you generate more leads, customers, and improve your sales output. They can also help you manage your sales funnel easily, assess and evaluate your sales processes to optimize them, and forecast your sales so you are prepared all the time.
CRMs also empower your sales team. They improve the sales experience not just for the customers but also for your sales reps. They allow for better coordination and collaboration between teams so that the customer will have an improved customer service experience, which can increase sales.