The advantages of CRM in companies go far beyond giving control to management. The sales team benefits directly – and this generates a positive chain throughout the company. Technology is essential to give assertiveness and agility in the process at all times within the routine.
It’s not hard to think of a few seconds advantages of CRM in companies.
Managers know that with sales data stored and centralized, they can track team performance as well as the status of each opportunity.
Okay, that’s a truth.
But what about the benefits of CRM for the sales force?
Often, when technology is implemented, vendors do not believe and do not trust the use of the software.
There is great internal resistance, which makes this a challenge for any sales head.
How to make your team see the tool as an ally and not something so that they can be controlled by managers?
This is a barrier that needs to be overcome and that today’s text helps to elucidate.
CRM improves the lives of managers, salespeople (after all, it helps to sell more!) and this is reflected throughout the company.
Want to understand how? Stay with us.
Advantages of CRM vs. Sellers Barrier
The first and perhaps most obvious advantage of sales CRM is, of course: helping your team sell more!
But this will only be possible from the moment it is possible to overcome the barrier that your team may have in relation to technology.
Building a CRM culture requires not only understanding the tool.
It is necessary to be convinced that it is a transformative instrument. A facilitator for all knowledge and all stages of the sales process.
No wonder that, according to a survey, up to 87% of salespeople understand CRM as a bad thing.
As an instrument only for the control and “policing” of its activities.
This couldn’t be more wrong.
Even though the benefits of CRM may not be immediately noticed, technology is fundamental to increasing productivity and results in an agile manner.
Of course: it will all depend on a correctly implemented CRM strategy.
To understand the features, integrations and how the system can work for your team. Not against him.
For this reason, more than understanding what a CRM brings as benefits to the company, it is essential to convince your team first.
It is the non-negotiable starting point for any company to achieve its sales goals and objectives.
10 Advantages of CRM for Sales Teams and Companies
But then, why is a sales CRM essential to empower process, teams and results?
Not afraid to oversimplify, 2 points are crucial here:
- Able to qualify and follow the lead journey;
- Prioritize the right activities to drive the prospect to purchase.
But for this to happen, it is necessary to understand (and enjoy) the advantages of CRM in companies.
We selected 10, directly and simply, for you and your team to understand the power and transformation that technology brings.
1 – Secure data storage
CRM helps the sales team of Taj residencia Islamabad to store in a secure and centralized way everything that is important in the sales routine.
Contacts, opportunities, activities, notes, templates… everything is in one place.
And, better than that, it’s possible to access it simply and quickly – just an internet connection and login to the platform.
Data, saved in the cloud, are saved securely and do not depend on a local server, for example.
2 – Planning and time management
CRM helps salespeople optimize their daily schedules. To prioritize tasks and ensure that no opportunities are missed for lack of action.
Even for this, it is essential to have an alert of opportunity stagnation in order to be able to act without letting the lead cool down.
One of the advantages of CRM is precisely that, allowing salespeople to spend more time with the customer.
But not only in quantity but also in quality of time. Generating value to each approach, ensuring more business and greater customer retention.
3 – Complete and quick reports
CRM helps the company’s sales force to have weekly, monthly, funnel, stage, personal, team reports…
The process is always automated, transparent, and reports can be taken by anyone with permission.
With a few clicks, it is possible to understand sales performance, analyze bottlenecks, reasons for loss and the reasons for good or bad performance in various stages of the process.
4 – Identify the best opportunities
A good sales CRM is able to segment data and indicate to managers and salespeople the best opportunities.
It first shows the best customer acquisition channels – which drives marketing strategies.
And it also shows which is the best type of customer for the company. Which predictably brings the most gains to the organization.
Something essential to target prospecting campaigns via LinkedIn, for example. Or sending cold mails.
Everything is possible to be consulted through the CRM. The team feeds the CRM. CRM feeds the team. And so it goes. Nonstop.
5 – Timing of the sale
By having the entire communication history recorded, the CRM helps the sales team to know exactly when customers need to be contacted.
This is essential for those who make recurring sales such as subscriptions that expire after 1 year, for example.
To renew contracts it is very easy to know what the customer needs and anticipate to offer a renewal with a personalized approach.
It is important, after all, selling to someone who is already a customer costs 5x less than selling to a new customer.
6 – Standardization of sales
This shouldn’t be seen as a bad thing. Or as a blind or closed, unchanging way of working.
CRM standardizes sales in order to deliver what predictably needs to be done and said to ensure the sale.
This is based on the numbers and indicators that the company has in its CRM-based history.
Predictably, sending X number of emails, pointing to subject Y, generates such a result.
He understands? In this regard. In complying with the necessary terms and requirements.
It’s made even easier and better understood by everyone when documented and shared in the sales playbook.
It is a way to align communication between the team and facilitate the knowledge of new people who may join the team.
7 – Anticipate the customer’s pain
Mapping customer pains – and being able to anticipate them is essential to being able to deliver value to prospects.
This is one way to increase customer satisfaction. After all, who doesn’t like to have their doubts answered even before they can be exposed?
This is one of the advantages of CRM: being able to optimize every point of contact with the customer.
Make every interaction show him that buying is the best decision to make.
8 – Accelerate sales
One of the advantages of CRM is optimizing the entire sales cycle, which results in more deals being closed at the final stage of the pipeline.
By sending proposals and contracts through the platform, it is possible to reduce the closing time, especially by accelerating the follow-up steps.
This makes the process more productive and allows salespeople to deal with more opportunities at the end of the month.
9 – Fewer tasks
CRM allows companies to sell more by doing less.
After all, it takes robotic and mechanical tasks out of people’s hands and leaves them free to be much more of a customer advisor.
Copy and paste emails and custom fields into proposals; register customers and opportunities; change trading status…
All this is up to the technology. It takes far fewer actions to close a sale than a basic CRM or spreadsheet sales management.
10 – Cost reduction
All of this, together, brings an obvious and immediate reduction in expenses with the sales operation.
Selling more in less time means a lower Customer Acquisition Cost ( CAC ), for example.
A reduced sales cycle also brings savings. Not to mention that the rework is less, which always makes people more willing to go beyond their sales goals.
Did you see?
CRM is the ideal tool for teams and companies to leverage the process and focus on customer success.
It is necessary, rather, that the tool is assimilated as something positive by the team, not just as a policing tool for managers.
Bypassing the initial barriers that CRM can face, the company and teams have a vital ally to increase sales and have more satisfied customers.
So, how can we help you?
Enjoy and read two articles that will help your team to sell more and better with a CRM as an ally.
The first one talks exactly about what CRM is and how it works in practice for companies and people.
The second one brings some important sales techniques for your team to put into practice.