5 Ways Your Sales Team Should be Using Your CRM
CRM solutions provide a vast array of tools and features that have become business necessities for managing contacts, supporting customers, gleaning customer insights from data, and more. CRM software can bring great benefits to companies, and the impact of a CRM spans across departments and initiatives.
Using a CRM in your sales efforts and encouraging your sales team to leverage to take full advantage of CRM tools available to them can help improve your sales efforts, shorten the time it takes to convert customers, and retain more customers over the long-term.
There are many ways your sales team can use CRM software to elevate their success and drive profits for your business. To get you started, here are 5 of our favorite ways that sales teams can use CRM systems.
1. Creating Personalized, Automated Workflows and Follow-Up Sequences for Lead Conversion
CRM solutions are incredibly powerful for tracking leads. CRMs integrate well with the data capture forms and methods you’re using to collect valuable lead details, and keep them organized and secured so you won’t lose any information about those who have expressed interest in your products or services.
Not only can your CRM help track leads, but the nurture workflows you create and automate can also help qualify and filter your leads. This means your time will be well-spent on converting leads who are interested and a good fit for what your business has to offer. A productive sales team and warm, qualified leads are a winning combination for conversion success.
Converting leads is a great way to use your CRM for sales. You can ensure that leads receive communication and contact on a certain schedule that works best in your sales cycle. This helps prep, qualify, and warm up your leads so that your sales reps can be more effective and successful in their work to secure buyers.
2. Executing and Tracking Upsells and Cross-Sells
Using upsell features within your CRM can empower both your customer care and sales teams to delight customers and make more from your existing customer database. If you have these features enabled, your sales team can process sales and upgrades on site with new clients, and your customer care team can use it to upsell existing customers when appropriate.
The CRM system will track all of these activities, so you can analyze your upsell techniques and constantly improve them to increase your profits.
3. Using CRM Data for Customer Persona Development
Developing customer personas is an important exercise that helps your company define exactly who your idea customers are and what drives their buying decisions. While commonly used to hone marketing efforts, developing customer personas can be helpful for driving results within your sales team as well. When your sales team understands more about who your customers are, they can use this information to connect with leads, structure sales messages, and fine tune follow-ups and other sales efforts to increase conversions.
CRM solutions capture a rich variety of details about each person who interacts with your business. You can use CRM data to find similarities in your long-term customers and analyze details that make them such a good fit for your business. Then, your sales team can use this insight to focus their efforts on finding and converting more people who match your customer persona.
4. Using Customer Journey Mapping for Sales
Customer journey maps are being used with increasing frequency among businesses who want to create a memorable, positive customer experience that drives up retention rates through insightful analysis of customer patterns and behavior. A customer journey map contains a clearly outlined set of data (from objectives and that can be used to track how customers are progressing through your sales cycle.
Using your CRM data for customer journey mapping involves analyzing data that you’re collecting from multiple consumer touchpoints, including marketing, customer service, and sales. Understanding exactly how your customer engage with your business (across departments) and where they convert into customers is a valuable exercise for sales teams so they understand when the most critical interactions for sales conversions occur. This information can help them structure follow-ups and plan for interactions when they’re most valuable in the process of converting and keeping customers.
5. Competing on Performance Metrics and Analytics
CRM systems can be customized to perform intricate reporting with ease and give you and your employees a deep level of insight into all the customer data you store in you CRM and what it means for your business.
CRM solutions have customizable dashboards as well, which means that different people within your company can create unique reports that help them with their specific role. There are many reporting tool customizations you can use in your CRM to make your reporting as unique as your customers.
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