Most existing CRM software is primarily intended for sales teams. Salespeople are indeed at the heart of the customer relationship, as far as they are far from being the only actors. As such, the solutions proposed primarily involve the use of reports and dashboards. The exploitation of customer data is measured in the flow of signatures, potential, future, or realized. These software programs, therefore, allow a detailed analysis of the commercial activity.
But most people might ask, what is CRM software? CRM software is a software tool designed to improve the G-element of the R-correlation C bind (GRC). Its purpose is to collect and manage the detailed information of customers and prospects to retain and optimize personalized monitoring of each. Due to a centralized database, CRM makes it possible to coordinate sales and marketing actions. It also helps manage after-sales and support.
A CRM solution puts the customer at the heart of the system. Thus, as stated in the CRM definition, it collects and centralizes all customer information. It, therefore, becomes easier to build an ongoing, reliable, and sustainable relationship.
Since large companies have their technical teams and consulting agencies to guide them in choosing the right CRM, small and medium-sized companies often have only their intuition to choose a CRM. This guide is intended to help preference settings of the CRM.
Which CRM To Choose?
Investing in CRM software is one of the most important strategic decisions you will make. It is not easy or advisable to switch platforms mid-way, so it is essential to do things right for the first time.
Ironically, the first step to finding the right CRM is not to look at the platform, but your sales process. Are they ready for the automation and streamlining of CRM? This ensures you buy features that your team will use and that you will only need for you.
Right Question To Ask For The Right CRM
How Is Your Sales Process Set Up?
Many CRM solutions are grouped by business size to match how the sales process of their customers is set up. For example, there are ideal CRM solutions for small businesses, while others are enterprise CRM systems designed for large organizations.
So, you should be aware if you have a simple or complex sales process, as a deterrent to being influenced by excellent features you do not need. You can ask these questions:
Are Your Sales Processes Complicated Or Straightforward?
How are sales integrated with marketing or other teams? Do the sales representatives report directly to you, or are they part of several sales teams, each with its hierarchical structure?
It’s therefore essential that you examine the next few years and evaluate the evolution of your sales process. Your CRM solution must evolve with you. In many cases, it’s best to invest in a scalable solution that adapts to your needs based on the growth of your business.
What Are The Priority CRM Features I Need?
Once you understand why your sales process is interrupted, it will become clear what CRM features you will need. A large company can easily opt for an end-to-end solution, but a start-up or growing business must distinguish between functionality and budget. This is where your priorities come in. Many CRM solutions are scaled to the capabilities of their feature set.
Essential CRM Features for Small Businesses
- It is recommended to start with even if you have a small sales team:
- organize customer data,
- have a clear sales pipeline,
- Know your transaction information. Automate the fundamental duties. This will assist you in setting precise sales forecasts and closing more deals.
- These are the vital components in CRM software that you will need:
- Contacts management: Organize your customer data, at a minimum, place them in a centralized database. Usually, the basic plan starts with a ceiling on the number of registrations and users and basic filtering.
- Pipeline sales: CRM is a question of visibility on your business. Among its core functions, the sales pipeline helps you see the value of offers, where they are at the stage of selling and who is doing business.
- Sales concluded: Enter data such as value, contacts, status, and manager.
- Automating: The basic automation you need includes tools to track customer interactions, schedule email tracking, log representative activity, and synchronize records.
- Alerts and notifications: You will also need the ability to set rules for alerts, such as follow-up calls or emails, appointments, and tasks.
- Essential integration: At a minimum, CRM should allow you to attach files, sync with accessible emails like Gmail and Outlook, import/export standard file formats, and access popular social networks for branding and profiles of the public.