With the advent of today’s technology, facilitating, maintaining, and tracking customer relations has never been easier. The variety of Customer Relationship Management (CRM) systems currently available prove how essential it is to have a fluid, streamlined management system to regulate all aspects of the customer’s experience, from marketing to sales to service and support. Consequently, there are a number of telltale signs that indicate a company is in need of a new CRM solution, which may require anything from the purchase and adaptation of a CRM to software upgrades for an existing CRM, as well as the replacing of an older CRM with a more customized, capable version.
Sales leads are generated, but are frequently not pursued. After all the demanding work of marketing and prospecting to generate customer interest, it is counterproductive to allow disorganization and mismanagement of leads to let potential business escape. CRM systems automate lead information and route it to the proper sales representative to ensure it is pursued.
Demands for sales results increase, while sales department personnel decrease or stay the same. With greater sales expectations for fewer employees in today’s tenuous economy, the automated capabilities of a CRM (such as scheduling, managing and tracking contacts) grants sales representatives less time for administration and more for making sales.
Disputes over territory, team selling, and remuneration regularly arise. With sales information in one central location in a CRM, sales personnel can see exactly what stage of the selling process their colleagues are in for any particular customer, helping to eliminate inter-office squabbles. CRM systems also total individual and cumulative compensation, by region and territory, if needed.
Customer contacts frequently change without notification. Today’s economic pitfalls frequently mandate abrupt departures for those who generate and build customer relationships, particularly employees from other companies. CRM systems grant easy access to monitor these changes and keep in contact with businesses.
Customer history is inaccessible or difficult to find. By centralizing customer information in a CRM, employees can quickly look up pertinent details regarding a customer’s history. Long wait periods (spent searching for information) and lack of knowledge regarding a customer’s concerns are eliminated.
Customer information determined from the sales process is not incorporated into client services. Ideally, there should be a smooth transition from customer feedback generated during sales to the use of this information to support and service a customer’s entire experience. If this valuable information is not being utilized by the customer service and marketing departments, an upgrade in a CRM system is probably needed.
Business has experienced significant (or rapid) growth. CRM systems allow for a relatively seamless transition to a larger customer pool, as well as greater sales revenue and increased marketing, to sustain an enterprise by maintaining this information in one place. CRM’s seamlessly integrate marketing efforts and their results into the sales process.
Difficulty is encountered including social media into marketing. Information from social networks, blogs and consumer sites can be included into a CRM, enabling marketers to get direct customer feedback and determine a course of action accordingly.
Feedback of marketing efforts is in too many places. With a CRM, it no longer becomes necessary to separate the results of e-mail, snail mail, sales, and online marketing in disparate locations. This information is effectively streamlined into a CRM, allowing greater ease for spotting trends and developing effective marketing tools.
One of the biggest mistakes that businesses make when it comes to their CRM software is the features they don’t use. This happens because they invest in CRM with a handful of problems in mind, so they’re content as long as it solves them. But if you want to maximize your ROI, you should be utilizing every feature available to you. more
Would you believe that 89% of businesses expect to compete primarily on customer service in the upcoming years? With that in mind, it’s no surprise that CRM software is becoming such an integral part of business operations. But not all solutions are created equally, especially when it comes to the value they deliver to your business. more
There’s some big things happening with CRM software that you should to be aware of. Technological advancements and changes to business processes have led to developments and new features that are making CRM more valuable than ever. Things like mobile capabilities and greater integration with other software are at the front of this progress. more
A good SMB CRM system can be an incredibly valuable asset for your business. As more businesses recognize this value, the amount of SMB CRM vendors is expanding quickly. Navigating the pricing plans, features, and service terms of all these can be a decision-making nightmare. more