A CRM can do many wonderful things for a business, but only if you make the most of its capabilities. However, many companies don’t always realize exactly what their CRM is capable of or don’t take the time to set up those features and services. If you, however, want to make a change and make the most of your CRM, here are five ways to start.
Capture and Update Data Regularly
Occasionally a business relationship can become stale or drop off entirely. Still, the fact remains that it’s at least 60% easier to sell additional services to a customer who has done business with you before.
Not only that, but those returning customers are likely to spend more than any first-time customer would. Use your CRM’s capabilities to remind you when a record is unfinished, or a relationship needs a little warming up, it could make all the difference.
Integrate Your CRM with Other Tools
One of the primary tasks of a CRM is to provide the information a salesperson needs to make a sale. It keeps track of a relationship and any information about it, streamlining this process and keeping things fresh for the next time that customer contacts your business. However, it can also take time to find this information and toggling from one application to another (or continuously having to update fields for every tool one at a time) can get old.
With one additional tool, like Cimplicity, you can halve the effort you need to keep things up to date. You can also make sure that whatever CRM you use has a visual, easy to use dashboard and allows any agent to see just what they need in seconds, thus improving every customer experience.
Automate Basic Tasks
Today’s CRMs are able to perform many basic tasks. Depending on the CRM your business uses, you may be able to get it to update specific fields automatically, set reminders and schedule events, or even work with other programs to keep your data up-to-date across the board.
Make Sure Your Agents Have the Right Training
65% of businesses adopt a CRM within their first five years. If your company has a CRM, make sure your agents are using it and using it correctly. Whether you’re using a print shop software or a CRM for textiles, it’s crucial that sales staff are properly acquainted with the nuances that each solution provides. According to a recent Hubspot report, as many as 1 in 5 sales representatives still aren’t sure what a CRM is or prefer spreadsheet or other “alternative” relationship management methods.
Customize Your Dashboard and Reports
Even if an agent knows how to use a program, they still might avoid it if it’s not easy to find what they’re after. An add-on program, like the one mentioned above, or a customized version of any integrated dashboard can make it easy to see exactly what data is relevant to your salespeople and representatives. Further, while the more information you collect, the more you have available to analyze, not all of that data may be needed right now. The same is true for every report. See if you can find what’s most necessary and keep that on the front page.