CRM systems don't always get a good rap in sales. Sure, there are notable benefits: They help sales professionals track deals and flag opportunities that might require additional nurturing.
But to sales reps, they can seem like nothing more than tedious time sucks. Data goes in, and no clear benefit comes out.
Showing sales professionals what's in it for them can help change their perception of the benefits of CRM and boost adoption and usage. Here are some of the major benefits of incorporating CRM systems into a company's sales process.
Benefits of a CRM
Organize contact data.
Create sales reports.
Scale your sales process.
1. Organize contact data.
With a CRM, you can easily keep track of contact data. You'll be able to see if the contact visited your website, downloaded content from the site, or spoke with a member of your sales team.
Sales reps can also log notes from their calls or email interactions with the contact. And all of this information is searchable within the CRM.
2. Segment customers.
Have you ever wanted to create a list of contacts to reach out to based on specific criteria? If you and your sales team are working out of an Excel sheet, this seemingly simple task can be quite difficult.
Many CRMs allow you to sort contacts by the data you've collected about them. For example, you can filter by location, company size, deal stage, etc. This way, you'll have a clear idea of how to position your outreach for each segment.
3. Create sales reports.
CRMs allow you and your sales team to collect and aggregate data about prospects and deals. By creating sales dashboards and reports, salespeople can better manage their pipelines, deals, and contacts.
Sales managers can see how their team is tracking towards quota attainment and see the number of closed deals. And VPs and other organization leaders can monitor the amount of revenue that's been generated.
4. Forecast sales.
The key to any successful sales organization is the ability to plan strategically and make informed decisions. With CRM reports that pull in key metrics like MRR and year-over-year growth, it's easier for sales leaders to identify trends and develop forecasts.
Plus, CRMs allow them to see which sales activities and sources are the most profitable lead generators. This data helps sales leaders create sales projections for upcoming months and adjust pipeline estimates if needed.
5. Scale your sales process.
Your sales team will have one place to keep track of leads, prospects, and customers. Many CRMs allow you to see activities like emails, calls, and meetings booked.
Sales managers can use this type of data to identify patterns and see which sales processes are working for their team and which ones could be improved. And this information will help you grow your sales organization and business.
Still not convinced about the benefits of a CRM? Here are a few, high-impact statistics that might just convince you to add a CRM to your sales process.
Using a CRM system means reps can be more productive, sell more, and get references. Armed with these stats, you might just change some perceptions about CRM system benefits and find the best CRM for your business.