4+1 Ways: How CRM usage boosts Business Sales


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At every point, a savvy entrepreneur looks forward to augment its business sales. While the methods for doing this are galore – experts emphasize upon investing in a Customer Relationship Management software solution with robust sales force automation and management capabilities.

That’s because CRM is ideally a ‘one of its kind’ tool that organizes, automates, and synchronizes the entire sales process to – find, attract and win more clients. The efficacy of CRM technology in conjunction with sales is immediately recognizable. Months of consistent usage improves organizational productivity by 30 percent.

For those who are not convinced – here are 5 ways how CRM perks up a company’s sales:

1. Improves timely follow-ups
It’s a proven fact that majority of prospects buy after seven to nine follow-ups. However, most reps quit after the third attempt. In such a scenario having CRM software by the side turns out to be the real savior for a business. It helps the sales team structure its follow-up process for high value conversions.
Sales reps manage, schedule and view tasks and appointments in one centralized CRM repository. They set reminders and notifications for timely follow-ups so that all the hot prospects are consistently contacted and none of them drop off the sales pipeline radar.

2. Forecasts the sales pipeline
Most often business conducts a review at the end of the sales period to understand the reason behind failed sales commitments. Unfortunately very little can be done at that time expect for the fact to make improvisations in the sales process for the next sales period.
Instead of acting reactively to this whole situation, CRM empowers a business to be proactive. For instance, today’s leading small business CRM solutions are embedded with predictive analytic capabilities that provide data insights like revenue by 30 days, 60 days and 90 days.
Based on these nuggets of information, small business can predict and understand:
• The future sales
• How things have progressed and are progressing
• What’s working and what’s not
• Existing bottlenecks (if any).

Passing through the sales period if the projections hint that the expected targets might not be met, then business can proactively make constructive changes to the sales process to perk up the things.

3. Increases Sales Rep Productivity
Small businesses are clogged up in multiple standalone applications. Data across online systems, business cards and sticky notes result into a fragmented process. Implementing a CRM with Sales Force Automation capabilities smoothens the whole course.

Not having to search for files/data across ten different folders cuts down the time consumption and fosters reps to focus more on what they are best at – selling.

With one central sales application, sales reps prioritize their responsibilities and tasks better. Plus, the sales force automation module makes the end-to-end sales process faster. Instead of slogging in for more hours, sales reps get the same job done in less time. SFA software automates the tedious, repetitive behind-the-scenes work to enable the reps concentrate more on building better rapport with leads and contacts. This accelerates the overall conversions and closure rates.

sales force automation

4. Brings Transparency & Communication
Communication within a sales team is critical. Stakes are high when a high-end prospect falls through the cracks just because there was communication gap among the members regarding who and how the prospect will be handled.

In fact experts too suggest that there are greater possibilities for blunders when sales team lacks solid communication tools. Cloud based CRM applications increases communication within the sales force. Functioning as one central application for the entire team, it allows individuals to share information quickly among them. Consistent and streamlined communications accelerates the entire sales cycle, amplifying the total number of close deals.

5. Provides Comprehensive Customer View
Maintaining manual records of each client is way too difficult and often hold data discrepancies. The advent of CRM as a contact management software has put an end to all these nuisances. Using a leading cloud based CRM; sales reps have all the necessary information at their fingertips.

They enjoy the incomparable benefit of accessing the client profile and its relatable records anytime anywhere from any internet enabled device. Inevitably this is a great competitive advantage in making sales. Let’s say in a meeting, at a seminar or in an exhibition, the moment sales reps come across a possible deal opportunity, they can update the details in the CRM within minutes.

Plus, with a robust picture of the clients available 24X7, they do not face any information scarcity. In a cab, between the floors or at the waiting lounge, it’s easier for them to study the client and then formulate a sales pitch which successfully outlines how the proposed product/service can meet the needs.
There’s no manual effort required to pull the data together across all the touch-points. Sales team can paint the full picture of their clients in the CRM, to rightly serve them.

Manash Chaudhuri
Manash Chaudhuri is a co-founder of ConvergeHub, headquartered in Silicon Valley, California. Holding more than 19 years of experience in Operations, Sales and Project Management, his company's CRM product has been positioned as the #1 Easiest Converged CRM for SMB and has been successively nominated twice in CRM Idol competition.


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