The tools and guidelines you follow for sales management have a direct impact on sales numbers and cash flow. It is in the best interest of your organization that you select sales management tools adapted to your needs and constantly look for ways to improve the guidelines and best practices you follow for this business process.
The right CRM tool can do wonders for your sales by automating certain aspects of this business process and providing you with the data you need to keep improving your sales strategies. Here are some best practices for using CRM to manage sales:
1) Time Management
Provide your customers with a better experience and improve your payment collection rate by automating billing through CRM. Your CRM tool can send an automated payment request when an order is placed and can also send payment requests following a specific schedule for customers who would rather pay with regular installments. Payments made are then automatically applied to an account balance and your CRM tool can also automatically send late payment notices to clients who failed to make their payment on time.
2) Lead Management
Get the most out of your lead generation efforts by managing this process with CRM. Each new lead should be entered into a database integrated into your CRM tool so that you can access detailed reports on the behaviors of your new leads and assess which marketing strategies are more likely to result in sales. You can also automate further efforts to stay in touch with your leads, for instance by sending them promotional emails that are tailored to the product or offer they were originally interested in or by automatically creating reminders to have a salesperson contact each lead that went silent.
3) Opportunity Management
Help your salespeople give accurate quotes by adding price books to your CRM tool. This is a great way to save time and avoid errors if your prices vary in function of where a client is located. You could for instance have one price book for international customers and another price book for local leads, or require your salespeople to juggle between a retail and a wholesale price book in function of who they are selling to.
4) Sales Pipeline
Determine which accounts need attention and which marketing strategies need to be improved by relying on CRM to track the entire sales process, from lead generation to ordering. You will get access to detailed reports, see every sale in process and keep track of every interaction with clients to get an idea of which interactions bring you closer to making a sale.
Integrate your CRM tool with your marketing platform. This will allow you to see the results of your current marketing campaigns, determine which strategies lead to the most sales and which strategies work best for a specific group of clients. Instead of having to go through spreadsheets filled with numbers, your CRM tool should provide you with a visual data feature so you can easily get an overview of your sales process thanks to colorful charts and graphs.
These five sales management tips will help you get the most out of your CRM tool and could result in better sales numbers for your organization. Don’t forget to schedule regular reviews of your reports and look for ways to improve your sales process in function of what these reports show. Remember that CRM will help you improve your sale process as long as you consistently use analytics to make changes.
CRM is easier with the right partner. Contact us to learn more about our CRM solution and find out how this tool could help your organization and your sales process.