10 Reasons Why Sales Managers Cannot Afford to Work Without a CRM Solution

Today, no matter what the industry or business line, sales departments of every organization face a plethora of challenges. Hunting for qualified leads, bagging increased number of proposals, obtaining a cross-channel customer and prospect view, improving conversion rates, getting a detailed view into the sales pipeline – these are just a handful of the challenges that sales departments encounter from time to time. 

Further, the real quality of leads is defined by their convertibility ratio. It is only when the sales teams are able to gather, consolidate, and integrate structured as well as unstructured customer information to obtain deeper and more actionable insights, that the real ‘sales objectives’ are achieved.  

10 Reasons Why Sales Managers Cannot Afford to Work Without a CRM Solution

Outlined below are some important benefits of CRM solutions which makes it a must for every sales team:

#1 Monitor performance
Using a CRM solution, sales teams can set higher targets with ease; tracking and monitoring activities become simplified too.

#2 Close deals faster
Sales CRM solution can be simple to use and also make complex, cumbersome tasks much easier and faster for sales teams. These solutions combine the features of social selling and progressive data visualization thus bringing to fruition highly effective sales methodologies that empower sales teams to win an increased number of deals.

#3 Activity management
CRM software toolkit are expandable - they allow integration of advanced sales tools with Outlook and other such widely used email platforms. Contact and activity management is also simplified to a large extent.

#4 Boost Cross and Up-Selling
A complete customer view, intelligent customer profiling and segmentation, help sales personnel to gain in-depth understanding of customers and their product needs and preferences, which in turn enables effective cross-selling and up-selling. White space analysis elevates the quantity as well as quality of opportunities in the sales pipeline, and also assists in making better product recommendations. 

#5 Interactive dashboards
The tools contained in a CRM solution combine diverse and scattered data originating from various sources and coming in various forms. This enables business information exploration, transformation, and assembling of reports which in turn help answer relevant real time business questions. Interactive dashboards also offer better overviews, along with instant drill downs that provide in-depth details about consequent levels. Actionable insights are brought forth which help in making informed business decisions.

#6 Built-in analytic, structured analysis
CRM analytics bring in a high degree of clarity into all business opportunities and issues, thus being of great assistance to decision makers of organizations. Dropping reports and charts to the homepage, customer page, summary page etc. help in building real time visualizations, thereby makings communication more meaningful and interactive. Further, features such as data roll up, filter down, and aggregate values, help viewing complex issues from multiple perspectives and bring in valuable analytical insights. The analytical tools also help to create ad hoc reports and focus deeper into the minutest details of specific areas on various reports.
Different graphs and reports help sales teams to keep constant track of significant changes and gain more clarity into variations and other trends.

#7 Central repository
Sales collaterals such as white papers, presentations, and other important documents can be accessed from a central repository, thereby ensuring uniform communication and saving a whole lot of time for sales people.

#8 Mobility
Mobile CRM brings about round-the-clock connectivity, allowing workforce to access important information at anytime from anywhere – be it updating information, viewing schedules / meetings / appointments, granting approvals, or taking any other important action. Text message alerts can be tuned into the CRM solution that will send instant mobile updates
about all relevant information.

#9 Combat competition
Through the various tools provided by a CRM solution, sales personnel are better able to figure out the reasons for lost opportunities. Studying competitors, their services, products, and strategies helps understand what to do better the next time. Real time reports help identify bottlenecks and re-formulate strategies.

#10 Informed decision making
Using the CRM software, sales personnel can plan, schedule and monitor all their activities, appointments, meetings and follow-ups in advance; and also set up reminders – ensuring that there are no overlaps and that no critical activities or schedules are skipped due to an oversight. Forecasting activities can also be carried out using scientific tools and techniques, with a much higher degree of accuracy.

CRM software provides the necessary intelligence for superior quality lead and contact management, high sales pipeline visibility, easy product performance tracking, rightly calculated risks, greater customer insights, and informed decisions – all these directly raise efficiencies and maximize revenues, thereby creating higher growth momentum for organizations. It also helps in proactive identification of trends, taking the requisite corrective action when necessary (and also in real time), making more realistic forecasts, and largely improving overall customer and company satisfaction.

Sales personnel form the crux of an organization – they establish meaningful relationship with customers, often to the extent that if a sales person leaves, the customer exits with him. It is therefore extremely important that every organization makes it as easy as possible for sales personnel to function and execute their work. Using these solutions, sales workforce gain support at every stage of their work cycle, ultimately helping them become highly productive, competent and efficacious.