In this article we will give you some tips to make your CRM a success because at times it is difficult to understand and complex to manage, however as soon as you can understand what we will show below you will have the knowledge to grow your CRM successfully.
A CRM (Customer Relationship Management) System is used to manage the relationship of an organization with its recent and potential customers, it is a way of thinking and acting of a company towards customers/consumers. No matter what type of system you choose, successful utilization is key to taking advantage of its features.
Some organizations may have a CRM system. However, few really know how to use it to the fullest.
Here are some steps to successfully manage your CRM system.
Knows the sales process.
In order to give importance to know the sales process, some studies were conducted and according to 62 B2B companies, (visit the site of the study here
here
) the organizations that had a formal sales process had an 18% difference in revenue growth compared to those that did not have one. This proves that having a sales process in place can have a positive impact on a company’s growth.
Once you know the importance of the sales process, you must explain in detail how your marketing process is, that is, how you communicate with the buyer and how you communicate with your team. This specification needs to integrate different perspectives. Ideally, all competing players in the marketing process should contribute their points, such as the CEO, the call center manager and the sales teams.
It is advisable that this process be documented, thus facilitating your review and training for new assistants. It is also essential that you make an evaluation of how your sales process is doing and check that it has the right properties to be effective. By way of example, Smart TaP suggests that it should be buyer-centric, objective, measurable, simple, repeatable, self-managing and able to deliver results.
Identify the needs to be covered by the CRM system.
You must identify the needs that your CRM should meet, from the most technical needs of your company (such as having your own call center or an alert system for monitoring) to the most operational ones, for example: calculating the precise productivity of the sales team and sales forecasting.
If you do not have the necessary resources, it is advisable to have a partner specialized in the field. Digital agencies have the ability to guide you to focus your marketing efforts on results.
Incidentally, the year-on-year increase in CRM systems is expected to be 25% among marketing leaders.
Develop a CRM automation plan
Once the needs of your organization are recognized, an automation strategy should be developed.
Sending an acknowledgement email to that customer who requests information on your website is a simple practice, but one that most organizations either don’t do or do it wrong.
Once your tactic has been determined, it is time to synchronize it with your automation tool.
A proper configuration of the tactic is elementary, since a bad synchronization of the fields to be filled in by the customer can lead to errors.
In a situation where
68% of companies use automation in some form or another.
In a situation where 68% of companies use automation in some way, this trend will be growing to the level that even an organization will not be competitive if it cannot automate certain processes.
Analyze, track and optimize
The formula for success in the automation of a sales process requires a study and a proper interpretation of the data. CRM is a powerful tool designed to increase a company’s profitability. It is complex, like any powerful tool, and needs an ally capable of guiding you along the way.
A CRM system like HubSpot’s is an ideal ally when combined with marketing automation tools and the expertise of a specialized CRM agency. It’s going to be an explosive cocktail led by the marketing intelligence sector.
Train your team
With all that should be done to your team of commercial agents to affirm the convenient handling of the CRM. The CRM system allows the team to save time and effort, since they will have information about the buyer before contacting him directly.
Once you have followed these tips you will be able to notice the difference in how your CRM is scaling also if you need more information in
Silcon we take care of implementing and training your team to make the best use of your CRM.
do not hesitate to contact us.
source: hubspot
