crm for sales: 5 things yours should be doing

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Page 1: CRM for Sales: 5 things yours should be doing

CRM FOR SALES:5 THINGS YOURS SHOULD BE DOING

Page 2: CRM for Sales: 5 things yours should be doing

CRM adoption among salespeople is notoriously low. According to Gartner it is just under

50%

Page 3: CRM for Sales: 5 things yours should be doing

The reasons?

Sales see CRM’s data entry and maintenance

needs as a time-wasting bind.

Sales complain that CRM isn’t tailored to their specific needs.

Sales believe that CRM is too ‘scientific’; that sales is actually an art.

Page 4: CRM for Sales: 5 things yours should be doing

These are misconceptions.To counter such false impressions, it’s

essential to highlight the benefits of CRM to your teams.

Page 5: CRM for Sales: 5 things yours should be doing

A good CRM solution will help your team to:

Increase automation

Page 6: CRM for Sales: 5 things yours should be doing

A good CRM solution will help your team to:

Create better forecasting and reporting

Page 7: CRM for Sales: 5 things yours should be doing

A good CRM solution will help your team to:

Boost alignment

Page 8: CRM for Sales: 5 things yours should be doing

A good CRM solution will help your team to:

Go mobile

Page 9: CRM for Sales: 5 things yours should be doing

A good CRM solution will help your team to:

Drive business benefits.

Page 10: CRM for Sales: 5 things yours should be doing

1. Increasing automation

Specific criteria for lead scoring can be assigned from job roles and location, through to email activity and web behaviour.

Scores can be applied to each and every lead generated by your CRM platform, with the best being prioritised automatically.

CRM can judge which leads are ready to be exploited, routing them to the right sales representative so they can act immediately.

Small but time-intensive tasks can be automated as well; for instance, saved call scripts can be sourced in seconds, allowing Sales to access the right script at the right time.

CRM can automate tasks that normally damage Sales’ productivity and efficiency:

Page 11: CRM for Sales: 5 things yours should be doing

Automation means sales teams only deal with

the best leads, reducing cycle times and boosting

conversion rates.

Page 12: CRM for Sales: 5 things yours should be doing

2. Creating better forecasting and reporting

Banish inefficient report creation by exploiting CRM’s ability to generate pipeline reports on the fly.

Deploy them to create accurate and up-to-date sales forecasts that are backed up by live data, not nebulous sales ‘gut instincts’.

CRM can aid Sales’ understanding of the pipeline and potential sales opportunities:

Page 13: CRM for Sales: 5 things yours should be doing

3. Boosting alignment

increase in annual revenue growth for aligned

companies

decline in revenue for unaligned enterprise.

32% 7%

CRM can align Sales and Marketing more closely, ripping down silos and boosting cross-departmental collaboration:

vs

Page 14: CRM for Sales: 5 things yours should be doing

CRM offers a suite of benefits to help achieve this alignment, including real-time virtual dashboards featuring charts, metrics and KPIs. Both

departments can use these in real-time, monitoring each other’s progress and enabling them to offer feedback on performance.

3. Boosting alignment

Page 15: CRM for Sales: 5 things yours should be doing

CRM helps the teams to share access to the same customer accounts or types so both departments are ‘singing from the same hymn sheet’, not pulling against one another. Leads can be judged as ‘qualified’ by CRM

based on preset criteria, meaning there is no need for either Sales or Marketing to make judgement calls that the other may disagree with.

3. Boosting alignment

Page 16: CRM for Sales: 5 things yours should be doing

Purchase histories can be easily tracked, offering excellent opportunities for up- and cross-selling, thus maximising the potential of your existing client base.

3. Boosting alignment

Page 17: CRM for Sales: 5 things yours should be doing

4. Going Mobile

Access live data as and when needed from account histories to promotional materials.

Enter data out in the field and synchronise it with the company CRM via the Cloud, instead of being required to return to the office.

CRM allows sales reps out in the field to enjoy full access to all critical sales information via mobile or tablet. They can:

Meanwhile, managers stay plugged in wherever their team are in the world, able to monitor their work in real-time.

Page 18: CRM for Sales: 5 things yours should be doing

4. Going Mobile

increase in sales productivity.

14.6%

Implementing CRM mobile capabilities creates a

£

Page 19: CRM for Sales: 5 things yours should be doing

5. Driving Home The Benefits

Bad data in,bad data out.

While the benefits of CRM are numerous, it remains up to management to advocate and train their sales teams to ensure buy-in.

Failing to do so risks:

Page 20: CRM for Sales: 5 things yours should be doing

5. Driving Home The Benefits

Drive home the benefits by highlighting:

The effortlessness of CRM data capture if

protocols are followed.

The increased potential for sales

opportunities.

The ability for sales reps to offer their feedback so the

platform is tailored to their needs.

Page 21: CRM for Sales: 5 things yours should be doing

If you don’t have time to implement a training programme, bring a third

party consultant on board to take Sales representatives through the benefits of

CRM. It will transform their work lives and increase their sales success stories.

Page 22: CRM for Sales: 5 things yours should be doing

Common errors in CRM implementation have traditionally crippled rollouts but Redspire’s 2016 benchmark report reveals that enterprises are now successfully overcoming them and reaping the rewards.

2016 Benchmark Report:Measuring CRM Success

Choosing a partner is an important part of assessing and choosing the right CRM for your business - find out more by downloading:

Benchmark Report: Measuring CRM Success

Download Now