In addition to basic skills, a seller must be able to use special software tools. They help sellers and buyers communicate, resolve conflicts, send and receive feedback. Specialized tools provide capabilities to process data and build valuable insights. Let’s talk about the skills your staff needs to work. And, of course, we’ll discuss CRM software for sales management required to ensure great revenue.
You can study any knowledge and learn any key skills to reach the objectives you set for yourself. When speaking about sales managers, there are three major skills they should have. We can divide these skills into recruiting, training, and management, each having some subskills.
In recruiting, for example, managers should concentrate on final results. As a CEO or a recruiter, you must explain what results you want a salesperson to achieve. During an interview, you should tell about your business objectives. It’s amazing how many workers were hired with no idea of what the job is required of them.
Secondly, be clear about the competencies which are required to obtain those results. Make sure that a person has those skills. And thirdly, pay attention to the personal traits of the recruit. If there a fit between this person and your company? The best way to determine this is to understand if you like and appreciate this person.
Training is also divided into three parts. First, is the identification of principal skills a person needs to sell in a competitive market. Second, teach the new recruit these skills and watch them perform. Third, follow up and reinforce what you’ve taught.
The third part of the sales process is actually management. There are three basic skills needed to make sales. Set specific goals. Set precise plans of actions like prospecting, following up, etc. Continue to encourage your sales team.
CRM software: What is it?
As you can see, you can easily learn any skills and competencies. Yet, there’s one more tip for effective sales. You can make your customer relationship management more efficient by using the right software – CRM.
It collects leads and customer data, analyzes this data, and adjust marketing campaigns.
Let’s figure out what benefits you can get with sales CRM software and what features and functionalities it should have.
10 most essential advantages of CRM software for small business and enterprises
#1 – Improvement of sales efficiency
Enhancing one of the basic financial metrics is one of the main objectives of any sales department. In terms of efficiency, the right CRM system can help you identify your buying persona and measure your team’s performance. By using a robust platform, your sales reps will be able to find more leads and convert them into real buyers.
#2 – Improvement of internal collaboration
If you provide your workers with clear user experience and core functions, you will ensure effective collaboration across the company. Simple workflow management, documents sharing, reporting, and other functionalities facilitate efforts committed by your staff.
#3 – Automation of everyday tasks
With a modern solution in place, you will be able to automate everyday tasks across the sales department. People working from one centralized location can quickly monitor progress, share information, make entries, and perform lots of other minor and major tasks. Thanks to a well-tailored system, a business can automate its internal processes and routine activities.
#4 – Improvement of customer service
With CRM systems you can send automated emails, use templates, build reports, resolve complaints quickly, train employees. All these capabilities enhance customer service that leads to a higher level of customer satisfaction.
#5 – Improvement of analytical data
Traditionally, sales managers gather piles of data about prospects, leads, and loyal customers. This data may include buying habits, social comments, clients’ preferences, etc. Custom CRM systems can aid in tracking analytical data such as a customer’s level of satisfaction, getting feedback about sales manager work, monitoring the effectiveness of marketing campaigns.
#6 – Cutting costs
Probably, you know that feature-rich CRM can be very expensive. However, investing in this type of software can save your expenses greatly. A well-built system helps to eliminate human errors in quotes and other financial papers. Besides, with automated processes, you can have fewer people in staff. A well-crafted marketing and sales strategy which can be further analyzed and interpreted in a data-driven report also add value to the table.
#7 – Staying up-to-date
Table cluttered with contacts that salespersons no longer need or piles of papers with unclear data – all these can be found across the sales departments. Having a robust software in place, you will be able to easily get rid of everything you no longer need, e.g. contacts, reports, analytics, etc.
#8 – Safe storage of information
Security is the number one thing that sales departments should care about. Cyber attacks and other breaches can lead to data leaks. Specialized software protects your sensitive information and allows sales managers to keep all the data in one place accessible only to your team members.
#9 – Optimization of sales processes
Data-driven analytics can help you identify the main problems faced by buyers. It’s your opportunity to improve customer satisfaction. With better analytical tools, you can also learn more about your clients and boost sales by crafting relevant marketing campaigns.
#10 – Migration to the cloud
Web-based CRM software has become popular and many companies tend to transfer their data to the cloud. This solution is loved by users for its ease of access. Customer service and sales managers can access information from any device at any time of the day.
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Since world markets become integrated, every business needs to define a niche which will enable it to survive in a highly competitive environment. Faced with new challenges, companies search for new advantages against their competitors and this is where CRM can help. Large and small companies investing in innovative development can achieve efficiency faster than those who underestimate the value of new software.
10 key features of CRM management software
If you need a CRM product, consider between an off-the-shelf solution and a custom-made one. The first is ready to perform its functions once you bought it. The second requires long-term development, however, bring more benefits to its users as they are fully customizable. If you order a custom app, you will be able to identify the features your sales department needs most of all. Below are the key things you should have in your application for effective sales management.
#1 – Contacts
Actually, CRM systems evolved from ordinary contact management tools. This basic feature allows keeping all the contact details of your customers, communication between a salesperson and a client, feedback, and other types of information.
#2 – Leads
Find your high-quality leads and turn them into buyers Thanks to this feature, every lead is automatically sent to the system from chats, web forms, emails. It also identifies the source of leads so that you understand what marketing efforts are working and which ones are useless.
#3- Team management
This feature can help you measure the effectiveness of managers work, analyze data, and optimize internal processes. Thanks to specialized tools, you can identify best practices, approaches, and techniques to boost productivity and sales.
#4 – Analytics
Sales analytics, also called customer analytics, is all about analyzing and predicting sales and customers behavior. Based on data, managers make decisions in their marketing strategies.
#5 – Mobile CRM
You know, that today people are doing literally all the things on the go. People need flexibility more than ever before. Thus, a mobile CRM app will work well for both your sales team and clients. The former will benefit from the ability to instantly reply to customer inquiries, claims, complaints, access the required information asap, and do lots of other things. The latter will benefit from better customer support and mobile-friendly services.
#6 – Sales force automation
SFA is a technique rather than a feature. It is aimed to streamline processes which include leads/contacts management, order processing, sales forecasting, order tracking, and others. This term is often used interchangeably with CRM, but we mention it here as it unites all the important functionalities for effective work.
#7 – Forecasting
Predicting future growth of sales is what a good CRM must be doing. Basing on deals pipelines, managers will be able to make certain estimations and plan their sales accordingly.
#8 – Dashboards and reports
Dashboards can store real-time data about your clients such as high-quality leads, accounts, and others. Besides, if you have a custom-designed system, you will be able to customize your reports, tables, and charts according to the type of information you would like to see in insights. Dashboards offer lots of opportunities: you can see how your sales managers perform their tasks, you can incorporate data from different departments, you can prepare reports in different formats, you can track the work progress and see what revenue is already closed and what is expected, and so on.
#9 – Workflow
Workflow features can simplify all the business processes across your organization. A well-structured workflow can enhance productivity, improve time management, and help employees prioritize their tasks correctly.
#10 – Performance
The goal of this feature is to enhance the efficiency of your sales. Organizations that pay attention to improving their sales performance tend to be more successful and profitable. This module of CRM should show if your managers reach their final results.
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How DICEUS can help you
In the modern world, companies cannot rely on intuitive efforts to streamline the value of their customer support. Surely, they need special tools and technologies as CRM that enables a business to monitor and optimize every interaction and maximize the revenue. Companies are not just interested in tracking that interaction but automating routine tasks and implementing best practices. Successful implementation and maintenance of any CRM depend not only on its users but also on the software developers or a vendor who built it. That’s why it’s crucially to choose a reliable partner.
Here, in DICEUS, we begin the development process with a short brief and a comprehensive analysis of your business domain. Thorough research of your needs allows identifying all strengths and weaknesses of your company’s systems and processes. With the latest analytical tools and techniques, we determine the core things the final product must have. And afterward, you can add your requirements to the system. We take into account the wants and needs of every single employee working in your company.
Every feature is discussed in details as we believe every item matters. With regard to the project complexity, we divide the development process into milestones making it agile and results-oriented. Our developers have extensive experience in building CRM for organizations of different sizes, from startups to large enterprises, serving different industries. Tell us about your business and industry and we’ll offer you the best IT solution.