Customer Relationship Management (CRM) software is more than a popular business practice because of its proven long-term benefits for all industries and companies of all sizes. This system is a comprehensive set of useful business management tools that help improve customer service, marketing, and sales.
Basically, all vital business processes go through a seamless optimization process in order to secure only the best results when it comes to nurturing leads, building personalized customer relationships, raising sales profits, and providing quality content the audience will appreciate.
CRM is all about customer experience and connecting with consumers on a more personal level because. If customers are not happy, they will seek a solution elsewhere. This why the CRM software successfully tracks, stores, and organizes all customer data into a single database.
But what really makes this system special are the analytic capabilities that use real-time information and craft them into a knowledge-driven market strategy.
That said, CRM also automatically records all the sales process stages, including all customer interactions gathered from calls, meetings, emails, etc. The goal is to keep a close eye on customer satisfaction and possible follow-ups while reducing employee efforts and measuring sales success with more precision.
The problem is that some sales managers might not understand CRM sales stages and how to align them with their sales process. So, here are a couple of tips to consider.
- Better understand the sales pipeline – The pipeline keeps track of both potential buyers and employee performances to enable users a better overview of sales processes that require an intervention or certain adjustments. It’s the first step to enhanced sales as you get a full visual representation.
- Automate processes – With CRM comes automation and the reduction of repetitive tasks so that sales reps can focus more on achieving their quotas faster. Since bpm’one enables customization, it can also help automate manual processes that don’t need any human interaction. Adjust the sales process to suit your specific sales management practices without additional configuration requirements.
- Frequently assess the effectiveness of sales – After completing the first two steps, it’s very important to assess the sales productivity. The third step involves using KPI’s and sales performance metrics to effectively review the sales history. Also, make sure to clarify the responsibilities of each sales team member so that you can evaluate their sales activities, overall performance, and gaps in the process.
But why does it matter to have a detailed outline of the sales process? Because it helps you see the big picture regarding your pipeline management, prospects, customer preferences, and sales rep performance.
Close the Deal: What is a Sales Process?
The sales process refers to a professional selling practice that helps salespeople close the deal. This method consists of:
- Prospecting – Collecting customer contact information, researching relevant data, and creating a list of potential leads and an initial sales presentation.
- Contacting – Contacting potential clients in order to demonstrate your product/service benefits.
- Presentation – Actively listening to customer needs and demonstrating how the product/service meets their requirements.
- Objections – Addressing the prospect’s concerns and overcoming them with the right information.
- Closing – Reading customer signals to determine when is the right time for closing and what is the best approach to use.
After you have successfully closed the deal, don’t forget to focus on building positive relationships with clients by following-up on them. But, in order to get to the final stage, choose only a process-driven CRM platform that can empower and accelerate sales process strategies and practices.
Bpm’online products will keep you informed and focused on what truly matters – enhancing sales operations with agile, flexible, and relevant BPM technologies using CRM for sales, marketing, and services.