CRM Processes That Make a Sales Team Way More Efficient

If you are a sales professional, you are probably not a stranger to the sales process. Working in sales teams for towing services in Charleston meant spending a lot of time engaging with leads and qualifying them. Any successful operation of the sales team involves getting as many leads as possible and filtering them through a CRM system for further engagements. With a CRM system integrated into the sales process, there is an expedition of the buyer journey from lead to a customer.

The CRM Process

So what is a CRM system and what is it used for? Before we can define what a CRM is, let’s understand the CRM process. A CRM process involves creating a relationship between a company and its customers, with the result being an automated business process that helps in saving team time to perform other tasks. This means deals can be closed faster and tracked over the CRM process with ease.

Let’s have a look at key processes that happen on CRM systems

Capturing leads

The first thing that happens on a CRM system is capturing leads. The system acts as a repository for capturing leads across different platforms. Your business might be collecting leads thorough website traffic, referrals from previous customers, freemium signups, among others. To capture basic information about your leads, make use of the CRM system as it will make the process more efficient.

Maintaining Contact Records

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As you keep up with the prospecting process, you make use of the CRM to create and maintain records that have key information about your leads. During the signup process for collecting the lead, a lot of information such as phone number, email, contact address, among others will be collected. This information is securely stored in your CRM system for further reference and use.

Connecting with leads

Once you have all the contact information saved concerning your lead, you will get insightful information about their names, email addresses, geographical location among others. You can use the system to contact them and learn more about any situation they are facing. Ideally, the CRM system is integrated directly with your email and call system. If you are corresponding by email or hopping with your phone, the system can log your correspondence with the lead directly into your CRM

Qualifying leads

At the initial process of connecting with leads, the goal is to determine if they are qualified. Essentially, you would want to ensure if they are a good fit for your products or service at the time of recording them. While going through the lead qualification process, you need to compare the lead’s needs and the information you have created to you as the ideal customer process.

After a lead has been qualified, other processes normally follow. You can document objectives and issue proposals directly through your CRM.  You can also log deals into your CRM once a customer accepts your proposal and the deal has been closed. Such information will help you in reporting and forecasting as well.

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