Sometimes called sales CRM, a sales management software or system is a tool for salespeople to manage and execute their sales better. Almost anything sales-related can be augmented and done better with a sales CRM: storing and retrieving customer information, viewing sales KPIs, optimizing sales strategies, and tracking potential sales and upgrade leads.
While there is no CRM that can be the “silver bullet”—the complete solution—for all enterprise issues and demands, most CRMs have enough features to deal with the basic essentials. Often, the biggest issue in rolling out a CRM solution for a team or a company is the timeliness and the cost of implementing such a technology. With rapidly growing businesses, another issue is the scalability of such technologies, as it is costly to always migrate to a new system both in actual and opportunity costs.
Why Sales Software Should be Considered Seriously
Most people believe that the concept of customer relationship management started with the DotCom bubble. They couldn’t be more wrong: the CRM trend has been around since the 1970’s, when businesses tried to become customer-oriented with their selling rather than become product-oriented. It was not only until the proliferation of computers in the workplace, however, that enabled businesses to move their methodology over software.
With businesses being able to store and retrieve large sets of customer-related data and turn them into meaningful numbers that can be accessed and collaborated upon by multiple individuals and departments, the overall marketing and sales experience becomes easier for both the customers and the sellers themselves. Customer lifecycles can be tracked by CRM software, allowing all involved in the sales process to know exactly what their role is and how they need to interact with their customers. This gives them a heads-up on what to expect and to engage both internal clients (i.e. their colleagues) and their external customers better.
This begs the question, though, of how CRMs—with their seemingly sizable bulk—can help small teams when they seem to require so much implement. The answer is simple: because of the more efficient way of handling sales leads, sales agents can concentrate more on handling customer concerns rather than product concerns. Issues and hesitations can be addressed properly because more information is available to the seller than ever before: not only about the customer but also about the market, geography, or the industrial climate that their customer is in.
Additionally, statistics show that across all enterprise sizes, business that use a CRM get a return of 5 dollars for every dollar spent on the CRM itself, a very attractive number any which way one looks at it.
FREE EBOOK: 21 Tips Seasoned Sales Reps Won't Tell You
Sell smarter. Close more.
- The tips include:
- Recognizing buying cues
- How to handle follow up calls
- Working on your speaking voice
Latest posts by Dan Sincavage (see all)
- 5 Critical Notes Your Reps Should Take After a Sales Call - April 23, 2017
- How to Overcome Sales Objections and the Fear of Rejection - April 21, 2017
- How to Respond to a Sales Rejection Email - April 19, 2017