Improve Your Sales Team’s Performance Using on Demand CRM

Sat, 2009-07-18 11:19 by khurramsnight · Forum/category:

Most of us are not aware that applications like CRM (Customer Relation Management) and ERP (Enterprise Resource Planning) automate and make business tasks and processes a lot easier and can optimize best practices. One thing that we need to know is that they work separately. Integration of both programs proved to be complex and may cost a lot of time and money leading to decreased of sales effectiveness instead of optimizing the process for better results.

Life without CRM

Try to observe a company without CRM. Their salespeople spend a lot of time in gathering correct information and manually inputting data into the database. Instead of focusing on customer relationship, they need to devote more hours doing administrative jobs. Accuracy of customer’s information is also important. The salespersons will be basing their proper approach and strategy to push for the sale and establish a harmonious relationship with the customer. These factors have direct impact to your sales force productivity.

What CRM can offer?

1. Increased sales team productivity by letting the sales force focus on their own task and reducing the burden of administrative work.

A CRM solution can make automated pricing, order processing, and other administrative tasks, so representatives can focus their efforts on those activities that directly impact revenues and profits, and spend more time working with potential customers.

2. Know the customer very well

CRM provides highly-interactive and analytical tools that empower a sales force with valuable, timely, and accurate insight into buyers’ interests and needs. This allows representatives to have better and more productive conversations with their prospects enabling them to build stronger, more personalized relationships with buyers - thus helping them shorten sales cycles, increase the number of deals closed, and boost revenue-per-sale.

3. Better training

With a CRM solution, a company can identify the activities that are most likely to result in sales success, and use that knowledge to implement and share a best practices methodology across their entire sales force.

Sales representatives can gain insight into proven processes, and receive step-by-step guidance throughout the sales cycle. So, new members of the sales force can get up-to-speed faster, and more seasoned representatives have the tools and intelligence they need to close more deals.

4. Enhanced Communication

CRM systems can help close the communication loop between the sales force and sales management, as well as the support teams who will service the customer after the deal is closed.

This ability to share critical, time-sensitive information about a sale in progress (for example, a representative may need to request approval from a manager before he can offer a discount to a prospective buyer) can help make the entire end-to-end sales cycle more efficient, and help the sales force close the deals and earn their commissions faster.

5. Reduced Costs

A CRM solution can reduce sales costs by increasing the accuracy and effectiveness of related processes. For example, when the dollar value and product mix of deals are forecast more precisely, inventory costs can be dramatically reduced.

Additionally CRM can minimize order errors, saving the sales force significant amounts of time by reducing the need to re-process incorrect orders, and eliminating the costs associated with replacing incorrect items that have been shipped to customers.

By conveying the key benefits of the new CRM system to your sales force, you can help them realize the tremendous value the solution can provide them, and help increase adoption and usage rates.

Hosted CRM, also known as on-demand CRM, provides a simpler, faster and more affordable way for businesses to take advantage of the benefits of CRM. With hosted CRM, all hardware and software components are purchased, installed, tested, and maintained by a third-party hosting provider at a remote site saving you the cost of buying hardware or software and also maintaining them. The hosting service provider also stores and manages all customer-related data. The best part is that companies need nothing more than a standard Web browser to access and utilize the CRM application and its features.