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Did you know there are several tell-tale signs that your organization is ready for a CRM system? W-Systems has deployed hundreds of CRM systems and over time learned what the most common reasons for CRM adoption are. We outline five common signs below:
Many businesses have sales processes that aren’t scalable. This problem is often rooted in manual processes that are inconsistent across your sales team. Sure, different methods are okay when you have five leads coming in per day, but not when there are more than 20 coming in daily. Let’s say one rep stores contacts in his cell phone, and another keeps notes in a journal. That type of inconsistency leads to no visibility for the sales managers or anyone else in the organization. Your processes need to be streamlined, and your policies need to be clear for your company to grow. Adopting a CRM forces you to address these issues, and automates tasks to make your reps more efficient so that you can do more with less.
If a sales manager is forced to go to eight different places to retrieve information, it’s a good sign that your organization is ready for a CRM. Managers are losing time as they switch between systems and they need a go-to place to retrieve weekly numbers. In an organization using a CRM, anyone with a license can access sales information in one location.
Do lost leads get discovered when an angry prospect calls because they didn’t receive follow up? Do reps find a business card in their suit jacket weeks after an event and realize they never called that lead? These types of errors can be minimized if reps are held accountable to enter data where everyone can see it. With a CRM system in place, reps feel pressure to make sure data is entered, because otherwise, their managers won’t see any of their hard work.
Can you tell me what your sales cycle length is? Or how many leads you have processed in the past week, month or year? What about which sales team member is the most productive? What’s your conversion ratio? You get the point. You could probably get a rough estimate of most of these numbers to me by next week, but with a CRM system in place, you can pull this information with confidence at a moment’s notice.
One of today’s most significant business trends is the focus on customer experience (CX). From operations, to finance, to sales--this trend is seeping into the entire company. One way to orient sales around providing exceptional customer experiences is by adopting a CRM system. CRM allows your reps to deliver consistent, high-quality customer service by ensuring lead follow up occurs and eliminating asking for information that customers have already provided. If a sales rep does leave the company, the change will be easy for your customers because their new rep will have access to the history of that account.
By adopting technologies like CRM, you can stay ahead of your competitors by increasing efficiency and improving customer experiences. If you relate to any of these signs within your organization, visit our website for more information on CRM, or contact us here.