If tracking, measuring and monitoring are the keys to sales success then it’s impossible to run a business without a CRM software. The management disciplines state that PDCA cycle namely Plan, Do, Check, and Act are the cornerstones of success of any business function. A CRM software helps the sales and customer functions to perform meticulously and more importantly, the management of these becomes seamlessly simple. Although a CRM software can make the sales functions of a business break into the key performance indicators and enable you to measure and monitor them rendering invaluable insights, few elements of the sales process becomes even more transparent.
Individual Sales Performance
The CRM reporting makes the performance of each sales personnel transparent and gives the account of the number of sales calls made, deals won or lost, meetings held and list of activities performed and the results of it. Every individual sales person’s sales funnel becomes clear with CRM reporting. Every lead and the history of the interaction of it are clear in front of the managers and the admin for them to shorten the sales cycles and close the deals within the expected time.
It gives the exact time required to close a sale for every individual lead and the average time required for the leads in a month to get closed. The CRM reporting gives you the exact time required to close an average deal for every individual salesperson. All these sales metrics and meticulous CRM reporting help the sales managers to accurately determine the optimum sales cycles.
A good CRM reporting facility helps you to determine accurately the size of the sales and the average sales sizes that move through the sales funnel. It also helps you to identify the sales which lie outside the average sales revenue so that they can be specially managed with the appropriate resources.
Few CRM software has features like gamification and other utilities for team management which makes the managers’ jobs easier. By drawing meaningful analytics from the CRM reporting every individual salesperson can gain insights about their own performance and understand their strengths and weaknesses. They can spot what and when things are going wrong and understand and enhance their sales skills.
Customer referrals of the same customer and high-value customers are a few of the issues that a business has to treat with special care. Customer liaison also becomes easy by the use of an effective CRM software which enhances the value offered to customers. Special offers and discounts flaunted can also be easily managed by a CRM software and this can reap more value to an organization than done in an unorganized manner.
The recent CRM software in the market comes with numerical analytical features and tools enabling a business to analyze its sales functions more distinctively with the facility of integrating numerous features too. Thus the analytics and the CRM reporting provide the sales managers with tools that go a long way in determining the failure or success of a company’s sales strategy.