An active sales team generates a flood of data. They can be out on the road talking to customers, meeting prospects and finding out valuable information – but all this information gets stored in handwritten notes, laptops, or inside the heads of your salespeople.
Details can get lost, meetings are not followed up promptly and prioritising customers can be a matter of guesswork rather than a rigorous exercise based on fact. And it can all be compounded if a key salesperson moves on.
„How you gather, manage, and use information will determine whether you win or lose.“Bill Gates
On top of this your customers may be contacting you on a range of different platforms – phone, email and social media. Asking questions, following up on orders or complaining. Without a common platform for customer interactions, communications can be missed or lost in the flood of information – leading to an unsatisfactory response to your customer.
Even if you do successfully collect all this data, you're faced with the challenge of making sense of it. It can be difficult to extract intelligence. Reports can be hard to create and waste valuable selling time. Managers can lose sight of what their team are up to in reality, which means that they can't offer the right support at the right time – while a lack of oversight can also result in a lack of accountability from the team.
Marketing and sales costs average 15% to 35% of total corporate costs... In cases we have reviewed, sales increases arising from advanced marketing and sales information technology have ranged from 10% to more than 30%, and investment returns have often exceeded 100%.Harvard Business Review
Introducing a CRM platform has been shown to produce real results – including direct improvements to the bottom line.
Perhaps the most significant recent development in CRM systems has been the move into the cloud. Freed from the need to install software on hundreds or thousands of desktop PCs and mobile devices, organisations worldwide are discovering the benefits of moving data, software and services into a secure online environment.
Cloud-based CRM systems such as Salesforce (Learn more: What is Salesforce?) mean every user has the same information, all the time. Your sales force out on the road can check data, update it instantly after a meeting or work from anywhere. The same information is available to anyone who needs it, from the sales team to the customer service representatives.
To find out more about how cloud-based CRM could help you and your business — saving you money, solving administration headaches and giving you in-depth, actionable customer information —