A Customer Relationship Management (CRM) system can give a huge boost to your sales activities. It allows you to keep all of your customer information in one central location, track customer interactions, and optimize the operations of your sales team.
But CRM systems can cause serious headaches for many companies because they do not meet their expectations or generate a good return on investment. The problem often stems from inadequate implementation.
“Many companies are trying out a CRM system and then abandoning it because the process seems too complex or laborious,” says Claudia Mason, Business Consultant , who advises companies on sales and marketing. marketing. “Without proper training and support, many salespeople feel overwhelmed by CRM systems.”
According to Ms. Mason, it’s essential to follow these seven steps to make sure your CRM system boosts your sales.
1. Structure your sales process
Start by making sure your company has a well-structured and measurable sales process in place. This should include defined milestones and key performance indicators that your sales team will follow.
You should know how many times each task should be done to achieve your goals. For example, you may need 45 contacts or emails to achieve your goal of three sales per month. “You must first have a solid foundation before considering the adoption of a CRM system,use CRM Consulting http://www.itsolutionssolved.com.au/crm-consulting/
Also, think about what kind of reports would be most useful to your sales team. You may want to know data such as the number of new sales by region, the conversion rates by product or the number of communications made by each seller.
“You can adopt any system, says M me Mason. But if you have not implemented the fundamental processes, no technology can help you. ”
2. Name a project manager
In general, companies fail to implement a CRM system because no one is in charge. The person you appoint who is responsible for system configuration, employee training and deployment should be organized and technophile.
This person should have enough time to make a gradual transition to the new system. “It’s important that you take your time at every stage of implementation,” says Mason.
3. Configure the CRM system according to your activities
Your company is now ready to configure its system. At this point, be sure to consider your sales process, performance indicators, and reporting requirements. Make sure the system uses the same terminology as your company.
“You want to be able to easily capture information and identify important data, says M me Mason. Simplify as much as possible the initial configuration of your system so that your salespeople can use it in a jiffy. ”
4. Organize your data
Avoid downloading an obsolete contact list that contains a lot of duplicates. “Do not forget that bad information means bad results,” says Mason. To avoid wasting time later, please review your contact lists and ensure that the names, contact information, the most recent interactions and all other information contained therein are accurate and complete.
5. Use a sample of data to test the system
Test the functionality and reporting capability of your system by entering only ten contacts. It will be easier to make changes to a small sample of data than to your entire contact list.
6. Train your team
Your sales team will have difficulty adopting your CRM system without adequate support. Your employees will probably need training to adopt the new system and get the most out of it. A short video is not enough; you may need to provide a detailed explanation of system benefits, hands-on training and ongoing support as they overcome the problems.
“If you have not spent the time and energy to training your staff, the system will produce erroneous reports and the implementation will likely be a failure,” concludes me Mason.
7. Launch and improve your system
Once you have tested your system with a sample of data, you will be able to enter your entire contact list. The person responsible for implementing your CRM solution will then need to monitor how the system is being used and get feedback from employees to make the necessary adjustments.
Review the system regularly to consider adding more complex features such as automated email campaigns, integration with other systems, or forecasts.