A CRM (Customer Relationship Management) system is a solution designed to improve the relationship with existing customers so that the Company can facilitate prospecting for new business and even win back lost customers so that it can help considerably in strategic sales management. Through the information received in real-time from the CRM, the teams have better conditions to prepare the leads for sale.
CRM system in sales strategy
This CRM system becomes a tool for collecting, organizing, and managing market data for sales and marketing teams. It is a centralizing hub for replenishing and recording historical information about customer relationships. It is because the entire strategic sales management of the business is now centered on the customer, with commercial decisions prioritizing the relationship.
The main benefits of CRM for your Company
- CRM helps to improve the relationship with active customers- One of the main advantages of using a CRM is to obtain better customer satisfaction. When using this strategy, all negotiations involving maintenance, commercialization, and sales are now carried out in an organized and systematic manner. You can also improve customer service through a better understanding of your problems. The system creates the need to receive and record continuous feedbacks. And this data can be used to define action plans.
- CRM enhances the increase in the average ticket of customers. With the data collected by the CRM system, you also give salespeople information about the entire sales history, including the average card (the average spend on each purchase). This information is used to improve negotiations and increase sales for each customer. Quickly, before approaching a customer, the seller can analyze which items are most purchased by him. Thus, you can offer new products and services (complementary, similar, etc.).
- CRM system improves sales team communication- A right CRM solution also helps in building better communication within the sales department. The sharing of data between different commercial professionals and even with other departments (back office and marketing). However, it makes everyone better know the clientele. Instead of making multiple phone calls to support personnel, a salesperson needs to go to the system and access information about a particular customer.
- CRM system better integrates marketing and sales teams- CRM is also an excellent tool to promote the integration of the commercial team with marketing. Marketing analysts can search for data and cross it to understand customer behavior. Check which products are most popular, etc. Therefore, having always updated and reliable data, marketing, and sales can make joint actions of advertising, events, etc.
Conclusion: CRM offers more managerial power to the sales leader
Finally, the system becomes an efficient tool for internal communication. Good CRM system is also an administrative tool that gives the sales leader inputs to check productivity and sales force. In a few clicks, you can generate reports on the performance of each salesperson or the team as a whole. It improves decision-making power, helps to make action plans, set goals, and demands results. With a functional CRM, the sales manager has a panoramic view of the area wherever he is.