Did you know the average sales rep spends 64% of their time on non-selling tasks? The more you chip away at that wasted time, the more revenue you can generate without adding new salespeople. And when you’re a small business, the quickest and most cost-effective way to get it done is usually with a tool that allows your sales team to be more productive while increasing customer-centricity. Yes, you got it. A CRM tool.
A CRM system can give your sales team a huge productivity boost because it automates many of your most repetitive and time-consuming tasks. Remember that 360-degree view of the customer we were talking about? Imagine if your CRM automatically pulled data from your email, calendar, spreadsheets, and support channels to create that view. You’d not only save your sales team from hours and hours of busy work, you’d also give them a picture of every customer that’s more complete, accurate, and up-to-date than they’ve ever had before.
This is an especially exciting time for small businesses to start using CRM because artificial intelligence (AI) is making it easier to be more productive not only with your typical sales tasks, but also with highly advanced activities that have traditionally been the domain of only the largest enterprises. With AI becoming more advanced and affordable, automated features like lead scoring, predictive analytics, and personalized customer journeys are now within reach for a growing business.
While the latest AI is likely more than you need today, you should be thinking about it now so you’re ready tomorrow. More on that subject in resolution No. 3.