Yo! Reputation, Hug your CRM!

bike_copy

 

 

And you thought your reputation was covered with that Jerry Garcia tie or that new Coach purse….Sorry…not here, not now, not ever.

All of the CRM’s that I have worked with do not have a custom field called, “Designer Shoes worn?” or “What kind of car driven?”

CRMs do not care about your Reputation, or do they? Does it matter if you drive the Rolls-Royce of CRMs but are not getting a positive ROI? Is it that important at cocktail napkin time that you can say that your CRM is like your Armani jacket but has the functionality of a crowbar?

So what’s in your Rep? Having a fully functional CRM that returns a positive ROI and is adopted easily company-wide is how your Reputation gets built. Closing more deals by utilizing the features in your CRM is what allows you to stand alone. A wise sports fan once told me, “the uniform doesn’t make the player, but the player makes the championship”

Choosing a CRM with a solid track record of easy adoption, positive return on ROI, and low overhead, is how your Reputation gets built.

Who knows, by utilizing your CRMs Reputation, you may be able to buy that Rolex you always wanted.
My two cents…

And You Thought You Were Ready For Your CRM?

2015-02-19_1506

  1. Lay the proper foundation. Have your data records (Leads and Customers) all in one place; preferably on a .csv spreadsheet file ready for importing. Make sure that the information on that spreadsheet is as accurate as possible. Know what Groups they belong to. Prepare carefully to Import those records into those Groups. There is an age old adage in the computer world; GIGO. Garbage In Garbage Out. Putting the time in before your Import your data will help your CRM sleep well at night.
  2. Know your Workflow or Sales Process. This is where your efforts will be concentrated. A bullet-proof workflow will insure that the necessary Tasks that need to be accomplished in order for you to close the deal are accounted for. Make sure that all of your Workflow Stages have the adequate Tasks and they can be accomplished in the proper timeframe. When setting up the task timelines, find the fine line between couch potato and workaholic. Make sure they are realistic and can be completed.
  3. Create Templates. Your CRM should have the ability to create tons of various Templates. Do it! Create tons of Templates. Tailor your Templates to your business model. Everything that your company sells, offers, or can do, should have Templates describing them. They should be audience specific. Having them at your fingertips when the opportunity strikes will keep your sales gun smoking.
  4. Rely on your Calendar. If you have properly set up your Workflow or Sales Process that include the appropriate tasks, they should be tied to your calendar. In fact, you should also be tied to your calendar. Your Calendar should list all of the Tasks that need to be completed for each Lead you have. They show the appointments you have made. Do you want to be the one to forget a lunch date with Mr./Mrs. CEO? Keep your eye on the prize. Let your CRM work for you. That is what it is there for. You have worked hard to lay the proper foundation, create a bullet-proof workflow, and create your templates. Your careful design should have your calendar singing to you with all of the songs needed to get customer after customer after customer.
  5. You have a Friend. Your CRM vendor should have a program to help you hit the ground running. Take advantage of this. They know their product better than you. They will do all of the startup work for you. They will Import your records, create your Workflow, create Templates, and more important, conduct one on one training. Talk about an excuse free deal. A well designed program should include the Technical Support department initiated follow ups. These will help you get over any humps that you encounter after the training. An important relationship will develop between you and them. These Quick Start programs are your safety nets. They protect your investment and help you realize its value. You don’t need to be a Superman if you know one.

Pipeline Reports and Conversion Tracking

crm reports and forecasts screen

 

 

Paralysis by Analysis? It happens, imagine keeping track of even just 1,000 prospects using an excel sheet. You’ve got a column for contact name, another column for email address and contact date. But as you try to keep track of more detailed notes you start realizing that using your excel sheet and as your Customer Relationship Management system just doesn’t work.

But what about more obscure systems which you might use. What about sales automation and sales reports. Keeping track of detailed reports isn’t even something you could consider attempting with an excel sheet. So if you’re putting down the old school spreadsheet in favor of using a modern CRM software what other feature sets should you start incorporating?

Sales Reports #1

Keep track of your sales activities. You can use Soffront Online CRM to keep track of your total contacts, the lead stage in your customized workflow, the forecasted amount your opportunities will bring in, and conversion rates such as how many leads do you convert into customers. That’s all automatic and visually graphed for you. Using lessor known CRM Sales Automation techniques will keep you from having paralysis by analysis and instead walk away with actionable knowledge that will profit your business.