Three Features of Sales Management CRM For Your Business

Published on November 12, 2020
4 min read
Icon Saphyte Team
4 min read

To grow your business, you need to identify potential customers, connect with them, and turn them into paying customers as efficiently as you can. That means you need an easy process to grow your lists, engage leads, automatically connect with warm leads, quickly manage those opportunities, and manage your sales team’s sales.

You will need to understand the features of sales management CRM to do this, so you can easily manage this entire process in one simple platform. Imagine you’ve just come back from a trade show and you’ve got the list of attendees or you have a list of leads from your website or other sources that you may have access to.

You have to load up those leads in your CRM and now you would like to reach out to them, so you will take this list of people and add them to a campaign. This is a multi-step ongoing campaign with an email every seven days. 

With a CRM, you can set the start date and time, add them to a campaign, and schedule those emails to those people. Just set it and forget it — it all happens automatically. 

As a salesperson, you’d simply keep going through your day, making follow-up calls, and doing your job and in real-time, your sales management CRM will just notify you with updates. That is how convenient your business life is with technologies like CRM.

There are three features of sales management you should look for in a CRM:

Sales Automation

Deals Management

Lead Scoring

Sales Automation

One of the things that a sales management CRM can do for you is sales automation.

With a CRM, your marketing processes can be automated. Meaning, you won’t have to do everything manually as the system will do that for you in just a few clicks. But the power of automation goes way beyond that: sales automation empowers you to automate the connection between your marketing and sales teams, keep ahead of the curve, and nurture your relationships in a meaningful way. 

The blend of automation and personal touch truly shines when leveraged to automate the sales process and CRM users are empowered to achieve this. Tools like internal notifications help you delegate tasks and opportunities, so you can reach out to the new leads with precision and stand out from the competition. Your customers expect personalization— here, you have to blend automated messaging into your sales cycle and cue your reps so everything is perfectly coordinated.

How does this work? First, your marketing team sends a killer campaign and notifies your sales team about who engaged with the message. Next, your sales team can send a more personalized follow-up to those engaged leads. Utilizing automation, your marketing and sales teams will be able to work together, allowing you to predict the right times to reach out (and thus increase the effectiveness of your engagement). 

Use automation to uncover the best times to respond, when your contacts are most engaged and ready to buy. Manage your campaigns, perform lead scoring, and manage your deals to create a pipeline of your most engaged contacts — all that is left for you is to give them a call.

Sales teams today have a lot of leads to sort through. With web traffic data, lead magnets, demo requests, live events, there is not enough time in the day to reach out and evaluate the interests of every lead. With marketing and sales automation tools, you can be empowered to optimize the efforts of your sales team, spending time on the leads that are the most likely to convert.

Deals Management

A deal is a sales opportunity and qualified leads are those that can be converted to deals. For instance, leads who ask for a product demo or request for a quote have the potential to purchase and hence are your deals. Your CRM’s pipeline is what will allow you to manage, visualize, and track the progress of every deal. 

It gives a snapshot of the total number of opportunities you have. You can also determine how close you are to winning each deal and thus select the right deals and activities to focus on every month.

Customer relationship management (CRM) systems are not just vital sales tools, they offer serious business power. They are a central point for storing all your customer data, emails, phone calls, visits, social media communication, webchat, sales progress, and deals can be recorded. 

A CRM is also the key to your business intelligence. You could ask questions of your data to inform product development, use it to group prospects, and target them with sales campaigns step by step. You can also automate marketing campaigns to encourage repeat business and win new customers through referrals.

Lead Scoring

If you have a website with hundreds or even thousands of visitors, how do you know which ones are interesting to you and your business? Some visitors came to you by accident and some are looking for something you offer, but are not ready to buy. Some are already clued-up about your offering and are ready to buy now.

Lead scoring becomes the solution to identifying which among the leads that you have generated is of interest. You can target your hottest leads first, going in for the sale. 

Then you can work down, focusing on instilling trust in those who first need to be engaged, and then you strike off the poorest scorers – so as not to waste time on the wrong sort of visitor.

So how does lead scoring work? As your visitor browses your website, you can trace his actions— see what he’s doing, what he watches, what he clicks on or downloads and whether he comes back to your site for more. For each of these activities, he gets points, and these inform you as to how much he has learned about your offer so far. 

This is IMPLICIT data that you gather automatically, learning about your visitor’s ENGAGEMENT with your business. He may also provide you with his personal data when, for example, he submits a form, subscribes to a newsletter, or completes a survey.

He gets points based on the quality and pertinence of the data he has provided. This is EXPLICIT data which shows you how well he FITS into your business. So IMPLICIT data might include: how many pages he viewed, the number of times he visited your site, which videos he watched, what he downloaded, and so on.

You choose what implicit data to collect according to what is important to your business. EXPLICIT data can include his region, phone number, job title, or mail address, so if you score each visitor using your own lead scoring rules, you can identify a visitor who scores well in terms of engagement and in terms of how well he fits your business — then he becomes your hot lead.

All your visitors are grouped according to their overall scores, with those reaching your “hot lead” level being placed in a group or category, depending on your CRM. Each separate lead is allocated to a group.

The further right the group, the more engaged the leads are with your offer. The higher the group, the better they fit your business — your CRM should be able to categorize your leads according to their scores. 

For example, by color: green is ready to buy, so require a quick response. Orange is undecided and need further nurturing. And red may be abandoned for the moment. Again, depending on your CRM.

There are other features a sales CRM can offer you, but these three are among the most important ones.

Saphyte, your Sales Management CRM

When looking for a sales management CRM, choose Saphyte.

Saphyte is a cloud-based CRM that can help you with your day to day sales strategies, improving customer interaction with the use of customer information and other relevant business data. It is a CRM software and CRM solution that is proven to improve customer experiences, thus, customer satisfaction — which helps establish loyalty.

Saphyte will help you manage your leads and customers’ contact information so you can stay engaged with them. It has CRM tools that your sales reps need that will help you — whether you’re a small business or not —  grow.

Contact our support team for a free one-to-one demo now.

May 18, 2022