Customer Relationship Management (CRM). Sales management system. Lead tracking software. Sale Management System (SMS). There are many names for the technology that supports your sales. And as software vendors extend capabilities and add modules, the future is likely to reveal new definitions, not to mention more acronyms and blurred lines.
Whatever you call it, if you have any kind of spreadsheet, database or application that you are using for your business, there are some important points to remember:
1. Invest in a system that will support your business and grow with it. Finagling a system based on a range of free- or half-baked feature-set is a false sense of economy
2. Set objectives for the system based on your sales process (you do have a sales process, right?). What do you need your CRM to do? Not to do? Does it need to integrate with other systems? How many of your staff need licenses?
3. Set roles for every user. Who will have system admin access?
4. Ensure that everyone uses the system. And I mean everyone – this is the central source of your prospecting efforts, a way to monitor nurturing and the one place where you are going to check the status, results and actions relating to sales. If everyone doesn’t use it then there’s a problem.
5. Management (if you’re the founder, then that’s you) needs to reinforce this use, by using reports, status updates and customizing dashboards within the assigned system
6. You need to train everybody on how to use the system and how it has been customized for your business
7. When implementing a new system, spend time thinking how you want it to work with regards to lead workflow: cold prospect, warm prospect, lead, customer, repeat customer – what is relevant to your business?
8. If you have areas of your business that you want to change then one common area that a lead-management system can transform a business is to address (and lower) email volume by replacing email-based communication with system-managed email templates, individual actions and tasks. This means that someone logging into the sales system can plan their day and eliminates a frantic ‘where’s that email to copy/paste’ or ‘who is doing that emailed task’?
9. Set up a system for you to ‘score’ leads – and communicate this to everyone in your team
10. Track lead status. If you can’t grasp how this could help you prioritize and close deals, then please get in touch then please get in touch!
In summary – the right technology, used in the right way by the right people won’t just help streamline processes, it will also reinforce a sales-orientated mindset within your business.
Want to increase your sales and shift your results? Please join us for one of our in-person workshops or for a online sales training event.