Boost Your Sales Force Productivity With CRM Technology

Increase Your Sales Force Productivity with CRM TechnologyIn today’s business environments, CRM implementations have a broad range in both their acceptance and also the reach of their deployments. Some organizations have yet to discover CRM Software, while others could never imagine how they could operate their business without it. CRM Software, at its core, is the technology that brings sales, marketing and customer service departments together to make sure that everyone knows what is transpiring inside of an organization. Let’s examine how this technology can be a huge factor in making your sales force is more productive and connected.Different Roles, Different NeedsWhen we look inside of a typical company’s sales department, one sees three major resource groups at play. First, often there is an inside sales department responsible for tasks that range from field sales support to appointment setting or just straight up sales. Next, outside sales professionals are often calling on the largest customers to build relationships and “protect their turf.” In addition, while all of this is going on, sales management is trying to monitor this activity and assist the entire department to ensure that sales are coming in the door and that the whole team is functioning as a cohesive unit.So, how can CRM Software assist a sales department in increasing productivity and building relationships while providing management with a bird’s eye view of the whole operation? To answer this, we need to look inside the CRM Software capabilities and how it functions in each role.Inside Sales RepWe will start with the inside sales department which has a broad range of tasks and is clearly in need of organization. For this article, we will focus on one of the core functions of any CRM solution – the activity scheduler. It is here where the users will organize activities, record follow-up calls and schedule appointments. All interactions between your sales department and their customers and prospects should be recorded in the system’s activities scheduler. Sales representatives should be using this tool to not only record notes and actions, but also to schedule tasks for other members of the team. In this way, everything is in one place and everyone can see what is occurring. Also, by deploying this functionality, one is putting themselves in a position to look educated and prepared when the customer reaches out.These benefits are endless for an inside sales department and we have just touched on one capability of the software. It is also important that the CRM Software provide features like, account profiles, email management, query building and document management when looking for tools that will provide productivity gains for the inside sales representative.Outside Sales RepNext, consider the outside sales professional. Here, we need a CRM technology that allows one to keep in touch with all activities at the home office while being very portable. This is where web based CRM solutions provide a wealth of knowledge for this environment. As mentioned above, a proper deployment of any activity scheduler will keep everyone in sync. However, the outside sales representative needs access to this data in a mobile, easy to use interface. Web based CRM solutions are easily accessible just by being online. A sales representative can be anywhere they have internet access and not only enter activity data, but also populate sales pipeline information, contact relationship hierarchy, and social CRM roles, just to name a few. Couple all of this into a wireless technology that can be rolled out on a phone or tabular device, and it is easy to see how the outside sales representative can stay connected, informed, and most importantly, productive.Sales ManagementFinally, we move on to the sales management point of view and what can be more useful to management then data. Data is crucial in making sure that tasks are being followed, opportunities are being managed and sales objectives are being achieved. This is where a quality CRM tool should have interactive dashboards. Dashboards need to be more than just reports. A manager needs to be able to work inside of the dashboard so that they can easily move to records and opportunities and see firsthand what is transpiring, what assistance is needed and how likely the opportunity is to close. CRM interactive dashboards are really a necessity for any productive sales management team.CRMSo, after reviewing this technology and how it can be implemented, it is easy to see how effective CRM Software can be in assisting today’s sales departments. Productivity gains are quickly seen when the proper CRM tool is implemented. Everyone is connected, in touch and focused on their customers and prospects. The need is clearly there, and it is crucial that the CRM Software you rely on can accomplish these tasks with an intuitive and easy to use interface.

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