In each organization and role, relationship management can be viewed with different lenses. As a sales leader, when you say customer relationship management, you usually mean a sales CRM tool that is used for sales and revenue forecasting, analytics, and reports.
Sales managers look at it as a system to monitor the sales activities and make sure that their salespeople meet the targets, while salespeople use it for data dumping.
But, in reality, Customer Relationship Management (CRM) is a process, practice, and technology that, when combined together does much more than track, monitor, and record. It can
But you may wonder, while a CRM software could be vital for growth, does it really create that impact on your business?
Let’s begin by rephrasing your question—what happens when you don’t have a sales CRM system?
Your sales teams work hard on every single lead to keep your sales pipeline flowing. They have to
And all the information they need in order to carry out their work effectively is fragmented across desks and tools. Even to get a quick update on a deal or prospect, they have to shift between different sales prospecting tools and spreadsheets.
Between one jump and the next, valuable time and prospects are lost. On the other hand,
This makes it difficult to forecast sales and revenue, work on a business plan, strategize sales growth, and leaves you wondering how effective your current sales process is.
At the end of the day, you don’t have the necessary information you need to make data-backed decisions that would propel your business forward.
When implemented properly, a sales CRM
This ultimately impacts your sales and business growth. Let’s dig deep into how a sales CRM software helps you achieve this.
Refer to a single source of truth
A Sales CRM with marketing automation helps sales teams gain better context about their prospects from a single view. It enables sales reps to personalize their interactions, provide better solutions, and close deals faster than ever.
With a sales CRM integrated with marketing automation, you
And more information that will allow your salespeople to have contextual and personalized conversations with your buyers and drive deals to closure.
Find out more on how a sales CRM can unify your contacts' information
Whether you’re a growing business or have numerous leads, in order to scale sales quickly, you need to differentiate the piping hot leads from the ice-cold ones.
Otherwise, it's not only time and energy that's wasted, but also viable opportunities that go unnoticed because the leads weren't prioritized.
An intelligent sales CRM analyzes the historical data and engagement with prospects and leads to assign a score for each of them. It also ranks the contacts based on the score so you can instantly identify leads who are more interested and prioritize them.
An AI-powered sales CRM can give visual clarity on the deals in your pipelines based on deal size, so you can
Freshsales, with its intelligent assistant Freddy, tags each deal with “Likely to close”, “At-risk”, “Trending”, and “Gone cold”. Freddy also suggests the next best action to drive it to closure. This helps you jumpstart your day with deals and prospects that need the most attention.
The key advantage of a sales CRM is the ability to forecast sales accurately. It helps you achieve this with a powerful pipeline and deal management.
One of the ways is using a weighted pipeline. A deal in the negotiation stage is more likely to close than a new deal in the follow-up stage. By setting a value of probability to each stage of the deal pipeline, you can estimate the revenue realistically.
In addition to the weighted pipelines, you can also factor in the commitments from your sales team. Salespeople can categorize each of their deals into
This enables you to gauge the potential of deals and project accurate and best-case revenue for a given month/quarter.
If you can’t measure performance, you cannot improve it. So how you use the data stored in the CRM is more important than the data itself.
With an analytical sales CRM, such as Freshsales (formerly Freshworks CRM), you can measure your sales and business performance using reports on
And more! Find out what insights you get with a sales CRM
If you don’t have the time to create sales reports each time, a sales CRM comes with inbuilt templates that you can recreate for yourself. It also allows you to
Create and automate your sales reports. You can also schedule them to be sent to your inbox at regular intervals.
Verify the data and see how it is represented in the report. Then export it or share it with different teams from within the CRM.
A sales CRM helps your sales teams do away with the mundane task of data entry and can automatically
See what else you can automate with a sales CRM
Powerful sales CRMs, such as Freshsales, enable your teams to engage with leads, prospects, and customers across various channels from within the CRM itself.
Most sales CRM vendors understand that your salespeople cannot be tied to their desks throughout the day. CRMs, such as Freshsales, come with a mobile app for Android and iOS. This allows you and your salespeople to
Freshsales allows you to stay updated with no gap in data as the mobile app seamlessly syncs with the desktop version.
Know more about the mobile app for CRM
Try Freshsales (formerly Freshworks CRM ), a cloud-based CRM for your sales and marketing teams. Freshsales CRM helps businesses scale faster and puts refreshing business software in the hands of small businesses, as well as enterprises.
If you’re looking for an easy-to-use, ready-to-use CRM (plus a 21-day free trial to start off with), we’re here.
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