Importance of CRM in sales process
It is known that any business success depends on sales. No matter how great the product is or how much money you are spending on its advertising, the primary goal of most organizations is to increase the revenue.
In a nutshell, sales process relies upon particular actions that sales representatives perform to close more deals. As you might know, each business model has its own unique approach to selling. And according to statistics, most sales approaches are based on customer needs, wants, and objectives.
To get the most out of your business, sales professionals suggest implementing sales automation software. And that’s when a powerful CRM comes into play. Using a powerful CRM system with tools to adjust its settings when needed, it is possible to automate and optimize a large number of manual processes. If chosen and implemented correctly, CRM will speed up the work of your sales reps and improve the flow of other departments as well, including your marketing and development teams.
Tracking KPIs of your sales reps is of the utmost importance, especially if you want to improve and maximize the revenue. Sales experts say that understanding the numbers and components of sales funnel is a key to grow income. Making data quality a priority in sales CRM with its history and reliable statistics will help them better predict future results as well as prevent losses.
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How CRM can improve your sales process
CRM stands for customer relationship management. The primary goal of every CRM software is to manage and analyze customer interactions and data throughout the customer lifecycle. Scalable CRM is aimed at improving customer service relationships and driving sales growth. For better understanding, let us see how it works:
Provides ability to create repeatable processes
Powerful CRM is capable of standardizing interactions between vendors and customers, which gives consistency to customer relations and helps you save time.
Automates and reduces data entry
CRM is good at automating manual data entry. As a result, your team can spend more time on selling and less time on documentation. This, in turn, improves team morale.
Helps to make more accurate predictions
By using a CRM with sales forecast reports, your sales managers can upgrade their selling strategy and see how they are tracking against their quotas at any given moment. As a result, sales managers can make more informed business decisions on how their team should manage its resources.
So, implementing CRM is an integral part of an effective sales funnel. But now you have got another food for thoughts: how to choose the right CRM that meet your business needs while increasing sales. This question is covered below.
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How to choose the right CRM for your sales process
Choosing CRM can be challenging, especially if you are not that much into technology. However, there are some universal recommendations that might help you make the right choice. We have defined the most important features for you to consider when selecting CRM for your sales team. Here they are:
When searching for the perfect software, it is vital to look for the one that comes with top-notch customization options.
Look for a CRM that integrates with the business software you already use, so you and your reps can do everything in one place.
Finding CRM that is easy to understand and intuitive to use may make all of the difference. Easy to use CRM helps your sales reps stay organized and close deals faster. In addition, it prevents new hires from being overwhelmed by a complicated platform.
Choosing a CRM that is completely mobile-compatible will ensure that you have access to your CRM’s complete functionality at all times. In essence, the same CRM solutions that you would expect in the office need to be available at trade shows, partners’ offices, customer sites, etc.
Bpm’online as the best sales CRM
Bpm’online sales is a sales automation software designed to accelerate the complete sales cycle — from lead to repeat sales. The solution offers out-of-the-box tools that serve as best practices for managing leads, opportunities, quotes, orders and invoices. Bpm’online sales provides it all: simplicity, integration, mobility, and great customization options.
With bpm’online sales forecasting tools, users can easily plan sales volumes by managers, accounts or industries. Comparing indicators across periods and applying smart filtering is also available – users can get the information they need in just a few clicks.
Another great reason to implement bpm’online sales is that the software can be applied to manage both internal and external projects. The tool allows for setting project deadlines, managing costs as well as assigning tasks to owners or teams. What’s more, bpm’online sales reminds users of the upcoming deadlines and helps to identify the project cost overruns.
Bpm’online sales editions:
Bpm’online sales comes in three different editions: team, commerce and enterprise. Check out each option and choose the one that fits your business needs best.
bpm’online sales team
Team package is the ideal option for small and medium business with direct sales strategy. This product comes complete with out-of-the-box processes for opportunity management – users can easily define tactics for each opportunity as well as identify key decision makers. Tracking competitors and analyzing their strengths and weaknesses is also available.
bpm’online sales commerce
Commerce package is the optimal choice for e-commerce businesses. It offers a complete set of tools for short sales cycle. This edition allows for maintaining product catalog hierarchy based on the structure of your product portfolio. Users can also group products based on custom or pre-defined product attributes, be it brand or product category.
bpm’online sales enterprise
Enterprise package is the perfect option for medium and large enterprises. This edition is good at managing multiple sales channels, including field force, e-commerce, wholesale distribution, and POS. Its additional features include contract management, sales forecasting, opportunity management, product catalog management and many others.