What is sales management? Sales management is the business process that focuses on interacting with prospects and customers, finding opportunities, establishing sales processes, forecasting revenue, analyzing team performance, and implementing an overall framework to carry out the aforementioned activities effectively. In most organizations, sales managers are entrusted with this business operation.
A centralized system to add structure to your business and bring value to the sales team is, needless to say, a major requisite for businesses these days. In the search for a suitable system, sales managers can get caught in a web of multiple tools to manage customers, communications, opportunities, analytics, etc., that the primary purpose of having easy access to sales information is defeated, and productivity goes for a toss.
Sales management software are usually tied to a system like CRM software which address the challenges of sales management practices. Not all CRM software come with multiple built-in functionalities, but having one like Freshsales for your business can remarkably improve sales practices and performance by enabling sales managers to optimize their sales management skills.
The basic requirement for any sales team is to be able to manage and organize sales information efficiently. When you create a lead, contact or account in Freshsales, auto profile enrichment populates the records with social profiles, company details and photo. AI-based lead scoring ranks your leads based on behavior and activity, and categorizes them into hot, warm and cold so your sales reps don’t waste time chasing the wrong leads. By piecing together all related information—conversations, deals, touchpoints, appointments—Freshsales gives you a 360o view of your customer. When it’s time to create a deal, associate the related account and contact to the deal, and Freshsales will automatically link the conversations to the deal. With a CRM software like Freshsales, simplify the basics of your sales management and organize information like a pro.
Every business has a unique sales process, so your CRM software should allow you to define and build your’s with ease. With the multiple sales pipelines feature in Freshsales, if you have more than one sales process in place for your teams—say inbound and outbound—then you can create unique pipelines by customizing your deal stages. The visual sales pipeline forecasts your revenue by deal stage where you can filter and sort deals, customize deal views, drag-and-drop deals across the pipeline, call and email customers, create tasks and appointments, and a host of other functionalities to help you close deals faster.
Email being a common form of communication for most businesses is a crucial feature in sales management. When you integrate your email with CRM software, you don’t have to switch between systems to monitor interactions. You can integrate your Gmail, Office 365, and just about any email client with Freshsales CRM to send and receive mails across the two systems. You can track email opens and clicks, auto create new leads from emails, and send bulk emails. Take it one step further, and use your CRM software to also make phone calls. With the built-in phone in Freshsales, make and receive calls, personalize welcome and voicemail messages, mask calls, transfer calls and record calls. Sales reps can reach prospects instantly with the click-to-call feature, and have the CRM automatically log your calls.
Automations save time and improve productivity. By having repetitive sales tasks automated, you reduce the manual dependency of sales reps, and avoid forgetfulness to perform such tasks. Automations keep your CRM up to date, and enable sales reps to spend more time on opportunities and not waste time on routine tasks. Using workflows in Freshsales CRM, you can automatically send emails, raise invoices, update CRM fields, etc. And, with sales campaigns, send personalized outbound campaigns using activity-based and time-bound choices.
Integrating third-party applications into your CRM software can add value to sales management strategies, and expand the abilities of your sales team. Freshsales offers over ten different integrations to make the most of your CRM. This includes native integrations like Freshdesk, Freshchat, MailChimp, HubSpot, QuickBooks, Segment, and Google and Office 365 calendar. Also connect to several more applications using third-party tools like Zapier. Boost your sales with marketing tools, enhance customer experience using support and chat tools, capture customer touchpoints using customer data platform, manage payments and invoices with accounting tools, and do more using Freshsales CRM.
Analytics are essential to sales managers because ultimately what they’re looking to measure is revenue. Reporting outside of your CRM software can be a hassle if data is not in real-time, and if you have to export data each time you want to track progress. Freshsales CRM comes with built-in reporting capabilities to create any custom report for your business. Whether you need to measure sales activities, forecast sales using trendline reports, create reports across modules or have a dashboard to get visibility on key sales metrics—Freshsales has it.
When you choose a desktop-only CRM, you limit easy access to sales information when you’re away from your desk. Stay connected to your CRM even on the go! Freshsales mobile CRM allows sales reps to collaborate with customers, schedule tasks and appointments, add notes, get notified and log calls from anywhere. Use Google maps to find your meeting location, and book an Uber from within the app. Get smarter with sales management using your mobile CRM.