Sales reps are always working hard to maintain their contacts, achieve their set quota and making the entries of the task they have performed throughout the day pursuing their sales figures. All the manual labor keeps them from doing their actual work; selling! Even after the implementation of CRM software, the majority of the sales reps do not completely adapt to it as they feel it adds more workload on their already hectic daily schedule.
CRM is a $36 billion global industry and delivers an ROI of almost 245 percent. The industry also has 27 percent year-over-year growth. (ReadyCloud)
While you must consider all the key factors while choosing the right sales CRM for your business, it is also important to consider the benefits it will bring to your organization and your sales force.
We are listing down 9 reasons your sales reps must use sales CRM software.
1. Streamlines marketing and sales
92% of sales reps give up on their prospects after the 4th call. However, 80% of prospects generally say no four times before agreeing to make a purchase. (MarketingDonut)
CRM software can be easily integrated with the visitor contact form. Apart from that, using automation, every information filled up in the contact form will be used to automatically create contacts inside the CRM. These contacts can be further assigned to sales reps automatically using workflow automation feature of CRM software. Once the leads are generated and assigned to sales reps, CRM will reduce the turnaround time on follow-ups by reminding the sales reps regarding the same. Such a smart system leaves zero chances of any leads slipping through the crack.
CRM software streamlines the actions of the marketing and sales department and allows them to work together towards achieving the same organizational goals.
2. Keeps your sales reps free from busy-work
63% of all sales interactions end with the sales pro not asking for the sale.
(Zety)
For any business keeping their customers happy is really important. However, it is also important to maintain the satisfaction level of the sales reps. Sales CRM gather the data regarding leads and keep upgrading them using profile enrichment integration. This saves the sales reps from tracking each contact and updating their information manually.
Also, sales CRM keep the reps up-to-date regarding their daily sales activities with timely notifications. This keeps the sales reps well-informed regarding their daily tasks. Many sales CRM allows sales professionals to take important notes inside the CRM system itself and save it in the contacts timeline. All this information is available to the sales reps within a few clicks. When you are able to keep the busy-work out of the sales reps daily schedule, they will do their job at a better rate.
3. Cost-efficient
Mobile shoppers spend $3.2 trillion a year as of 2017. That’s almost doubled in the past five years. (ReadyCloud)
Most sales CRM today are cloud-based. The best part about these systems is that they do not require heavy monetary investment on hardware and hiring of special IT members. Cloud-based sales CRM have lesser downtime and once installed it doesn’t take much time to get up-to-speed with the CRM.
4. Improves your teams’ internal communication
It takes 8 cold calls to reach a prospect. 72% of all sales calls aren’t answered. (Baylor University)
The major focus of businesses is to have clear and constant communication with their clients and prospects. And a sales CRM perfectly does that job. It is also important that the internal departments are in the know-how of each other too. This helps to increase the internal trust of co-workers and results in a united workforce. Many CRM software provides shared team inboxes where email communication from clients and prospects can be assigned and shared with multiple team members from various departments. Such a feature enhances shared visibility across departments and also results in quicker resolution of prospect or customer query.
5. Cross-selling opportunities
58% of shoppers in a survey of 5,849 will spend more to get free shipping. (EConsultancy)
The CRM software stores massive client and prospect data inside the system. All these data can be used to understand the behavior, buying patterns and service preference of your clientele. Based on this data, sales reps can approach their contacts with cross-selling opportunities. When your sales reps approach the client with such opportunities, it creates a positive image in their mind and portrays the message that your business values client-business relationship.
6. Improved reporting
Video is key. 70% of prospects watch a video to help them decide. (So, send customized videos.) (ThinkWithGoogle)
Your sales reps are not machines and are bound to make mistakes. The number of tasks they have to carry out in their 8hr working day means they have less time caring about the mistakes they are making because all they can see is the targets they have to achieve. Sales CRM have advanced reporting features that allow sales managers to track the performance of their sales team. It also gives a better view of the time their sales reps invests in a particular task.
7. Helps improve customer service
33% of Americans say they’ll consider switching companies after just a single instance of poor service — HelpScout
Modern sales CRM have features like built-in virtual phone system and team inbox (you already read about it above).
With built-in phone system sales managers and business owners can get local, toll-free and mobile numbers of desired country/countries. The numbers can be assigned to multiple team members who are working from remote locations. The virtual phone system also allows features like sending text messages, call forwarding and call transfers for the convenience of enhancing customer service. When your team members are always available on the phone for the customers and prospects, it will portray a more professional image. Plus customers really like it when the organizations they are loyal to is available to them over a phone call.
8. Automation of daily sales activities
70% of salespeople stop at one email. Yet if you send more emails, you’ve got a 25% chance to hear back. (YesWare)
Sales CRM software takes care of the daily busy-work that sales reps generally have to take care of manually. Using sales automation, various recurring sales activities can be automated, thus providing more selling time to your sales reps. Once a contact gets created inside the CRM, based on the workflow automation, an introductory email gets sent to the contact. Not just that, the email is tracked by the system and whenever the email gets opened, or content gets downloaded or any link inside the email is clicked, the CRM software notifies the concerned sales rep. This whole process removes any kind of manual labor from the process and also makes follow-up quicker.
9. 360-degree view of customers
Approximately 40% of sales reps don’t feel prepared for their calls. (Lattice Engine)
Manually storing contact information in a bulky spreadsheet is a tricky task. It gets more hectic when sales reps have to dig through the pile of data while on an important sales call with a prospect. No one likes to wait on the phone as it is a wastage of their time. Sales CRM stores contacts at a centralized repository with an option of tagging them so that they can be easily searched when necessary.
With contact, deal and company timeline available in just a few clicks. Getting their hands on such important information in a short period of time allows your sales reps to close the deal in a faster and comfortable manner.
Conclusion
Sales reps must spend more time on the CRM system to know it better. Once they get the hang of it, they will realize that CRM is their best sales tool for streamlining the daily sales activities, contacts and deals. Having every crucial information available at a centralized location and to access it from any location and device will allow the sales reps to be prepared for every sales opportunity that comes their way.
If you are a small business and using calling for your business, then we have a great news for you all!! 🆕 Salesmate CRM is now coming up with the built-in calling 📲 and bulk SMS features. Which means, no more integrations, no add on hardware cost. Just make and receive more sales calls from your CRM system. You can also make use of your smartphone for this feature. Try now!!
