According to the study, Finnish companies have significant potential to improve sales by developing processes and systems. One important question is how does CRM enable salespeople to manage at the individual level and thus achieve better sales results?
Towards the end of last year, we conducted a study through the Economic Survey to investigate the use of CRM in Finnish SMEs. The results are interesting to read: up to 40% of responding companies do not use CRM to drive sales. Many CRM users would also have the potential to further enhance their sales. With the use of the free crm systems you can have the best deal now.
Many CRM users would also have the potential to further enhance their sales
Ultimately, sales management is about people: individual salespeople (or teams from bigger stores) make a profit. CRM should therefore enable leadership at the individual level. This needs data. The use of the faculty management software comes essential here.
If you do not measure, you cannot lead to sales processes
CRM in Sales Management
When it comes to sales process, you usually talk about managing sales opportunities, but in reality, a company has several sales processes: prospectus, resale, key customer care, etc. In the survey, only 21% of respondents said that they had all sales processes defined in CRM.
Once all sales processes are defined in the system, the system is made to produce the data needed to manage the sales work at the individual level. Of course, this data must still be made available to sales management, for example through real-time metrics.
Once all sales processes are defined in the system, the system is made to produce the data needed to manage the sales work at the individual level.
Another benefit of a clear process is that it also helps the salesperson: the system clearly states which steps in that sales process are involved and what things to consider. This further enhances the efficiency of salespeople and speeds up new salespeople.
Why Another Seller Sells More – Developing Sellers at the Individual Level
CRM in Sales Management
CRM generates “hard data”, or facts about salespeople: for example, it tells you which salespeople are best at meeting leads or closing deals. However, it doesn’t tell you why. Is another vendor better at defining the customer’s problem? Does the other listen better? Does the other have the insight required by the industry? Yet, only 29% of respondents use CRM to collect customer feedback on sales performance.
By combining “hard data” with customer feedback, you can better understand why best sellers are best. There are the top crm platforms that you can make use of now.
By combining “hard data” with customer feedback, you can better understand why best sellers are best; what do they do differently than others? With this understanding, each salesperson can be coached at the individual level, bringing their results closer to those of the company’s top sellers.
CRM requires constant development
From the results of the study, I think that it is clear that companies have implemented CRM systems and left them behind. If the system vendor has no vision of sales management and has merely provided the customer with an IT system, not all system capabilities may be deployed and the CRM investment will be less profitable.