Whether you spend the majority of your day in an office or out on the road, CRM software can help you more efficiently manage your task load if used correctly. What are some ways CRM can create better task management for your small business sales team? How does your CRM software play a major role in the day-to-day life of the typical sales person?
Consider the example of a salesperson out on the road. Join Hypothetical Henry for a look at his typical day.
Henry wakes up in a hotel room, ready to begin another day of calling on clients and following up with leads. Over coffee, Harry uses his mobile device to pull up his daily calendar. There he finds a list of scheduled appointments and client calls on his dashboard, along with a few last-minute notes from his sales manager. He takes special note of any changes to his schedule, always looking for an opportunity for some additional follow-up with clients that need a little nurturing.
Observing via his calendar that the client he was scheduled to meet with at 9:00 has asked for a re-schedule to next week, Henry quickly confirms the new appointment time by emailing the client. At the same time, he schedules the meeting time into his calendar for the correct day and time. Scanning through his customer data base, he finds another client whose office is near his current location. Since he now has an opening in his schedule, he calls the client and asks if he can stop by for a quick chat about a new product line that may be of interest.
After the new appointment iss made, Henry takes a few minutes to refresh his memory about the client he is about to meet. Using his CRM software, he accesses all the information he needs about the client, including what products the client has recently shown an interest in and how the client has interacted with the company in recent months via multiple social media channels. Henry makes a quick note of highlights and drives to the appointment with confidence.
After a productive and successful interaction with his client, Henry switches gears to meet with scheduled client number 2. Confirming via his CRM dashboard that there are no client fires to put out, he can conduct his appointment without distraction. During the appointment, his client mentions a problem with a previously purchased product that needs to be addressed. Henry quickly schedules the appropriate person in customer service to communicate with the client and offer any needed support. Receiving confirmation of the appointment before he leaves the client, Henry and the client are both satisfied that the issue will be addressed. Once the appointment is over, Henry schedules a note for himself to follow through with the customer service rep later to be sure the client’s needs are met.
11:00 a.m. through 2:00 p.m
Henry’s day progresses as he has mapped out. His appointments are on time, and the meetings are productive and targeted specifically for each client. Between meetings, Henry is able to access the contact information for several other clients and quickly set up calls and appointments for the next few days. Additionally, Henry keeps up with his email correspondence, because his email account is integrated with his CRM dashboard for maximum efficiency. Email contacts are recorded, and his client information is up-to-the-minute.
Henry receives a quick call from his sales manager, who tells him that Sickly Sam, another sales person on the team, has become ill and has had to leave for the day. The problem is that Sam has an appointment scheduled with an impatient client. With a few taps of the screen, Henry quickly reads the client notes and gets up to speed on the account. He tells the sales manager that he has an opening at 3:30, and will be glad to help Sam out. The sales manager makes a mental note that Henry is a good team player.
After a successful meeting with Sam’s client, Henry makes notes in the CRM about the meeting agenda, and the client’s state of readiness to make a purchasing decision. When Sam returns to work, Henry’s careful notes will help him satisfy the client’s needs more efficiently. Meanwhile, the sales manager puts a favorable note in Henry’s file for an upcoming personnel review.
End of day
Henry checks in one last time to be certain he has contacted all the clients that were scheduled for the day. He takes a few minutes to update his calendar and let the sales manager know about any pressing issues. Then, he glances again at his tasks for tomorrow before calling it a day.
The Best Tool in the Box
A good sales person is a master organizer, a super problem solver, and a motivated worker. In the hands of such a person, CRM software is a highly effective tool. It connects a sales person with other team members, the clients, and other departments within your enterprise. This creates an environment conducive to superior customer service and satisfaction, higher conversion rates, and ultimately, greater profitability for your entire company.
If you would like to see a powerful CRM solution in action, please contact us today to begin your 30-day free trial.