When it comes to CRM, most organizations think of it solely as a way to track prospects and leads. But a good CRM system can do so much more than that. A great CRM implementation can provide your company with an unbreakable foundation for keeping tabs on customers and their interactions with your brand. A solid CRM solution can also help you streamline processes, increase efficiency, and assist with identifying new sales opportunities. The question isn’t “Does your organization need a CRM system?” but rather “What kind of return on investment will this new software give you?” In other words, does the technology meet your company’s unique needs? Here are five ways to boost the ROI on your CRM investment by using smart automation:
Dedicate resources to making your CRM work for you.
The first step to getting the most out of your CRM investment is to make sure it meets your unique needs. Too many companies use first-come-first-serve CRM software without taking the time to understand how it will fit into their workflow. If a CRM system is poorly matched to your company’s unique needs, it won’t make your team more efficient. In fact, it will likely be a distraction. Pre-selecting the features you want, and customizing the interface to match your workflow, helps you make the most of your CRM investment. Make sure your CRM system integrates with the other technologies your team uses. And make sure you have the staff and/or training needed to get the most out of your new CRM system.
Track sales activities, not just leads.
Too many CRM systems track only the basic details of leads and prospects. But at the end of the day, isn’t the goal of CRM to track customer activities, not non-paying prospects? A great CRM system will allow you to track the sales activities of your customers; not just their contact information. You can log their interactions with customer service reps, track their interactions with live chat agents, keep tabs on their browsing activities, and keep track of their purchases. Doing so allows you to uncover new sales opportunities, as well as track customer satisfaction and identify areas for improvement. A great CRM system can help you track more than just customer data. It can also help you track sales activities.
Automate your lead nurturing process.
As you track the sales activities of your customers, you’ll undoubtedly notice some prospects aren’t progressing as quickly as others. Some may need more time to make a decision. Others may need additional information. A great CRM system allows you to automate your lead nurturing process, so your sales reps can focus on closing sales. You can use your CRM system’s built-in email marketing software to create automated email campaigns designed to help each prospect progress toward purchasing your product or service.
Automate your sales processes.
A CRM system isn’t just a way to track customer activities. It’s also a way to track sales activities. You can use your CRM system’s built-in task management checklist to create and manage sales processes. You can also use your CRM system to create sales dashboards that allow you to track the sales activities of your team members, identify areas for improvement, and uncover new sales opportunities. A great CRM system can help you automate your sales processes, so you can focus on closing sales instead of keeping track of who is doing what.
Use automation to find new sales opportunities.
A CRM system isn’t just a way to track customer activities. It’s also a way to track sales activities. You can use your CRM system’s built-in search feature to uncover new sales opportunities by searching your company’s database for customers who have purchased your product or service. You can also use your CRM system’s built-in report feature to uncover new sales opportunities by searching for patterns in customer data. A great CRM system can help you uncover new sales opportunities by searching your company’s database.
Conclusion
Ultimately, CRM is about more than tracking prospects and leads. It’s about tracking the sales activities of your customers, too. A CRM system can provide you with an unbreakable foundation for keeping tabs on your sales team and your customers. It can also help you streamline processes, increase efficiency, and assist with identifying new sales opportunities. The question isn’t “Does your organization need a CRM system?” but rather “What kind of return on investment will this new software give you?” In other words, does the technology meet your company’s unique needs?