How often the thought comes to your mind that the sales department works not at full capacity? It is most likely so if you don’t know:
how many incoming calls and applications arrive each day, week or month;
at what stage of a funnel of sales there is each client;
how many leads are processed by each manager;
at what stage you most often lose clients;
how many potential buyers don’t become real and why.
Without accurate control of work of sales department objectively it is impossible to estimate efficiency. The need for the accounting of clients and management of transactions with time is realized by each company. This problem is solved by CRM — business software designed to bring order to sales, to automate business processes, to increase the loyalty of clients and to create comfortable working conditions for managers. To choose suitable CRM programs https://www.bpmonline.com/crm/programs is not so simple as it seems. Having rolled in gigabytes of contradictory information, you begin to think whether CRM is so really necessary for your business? Let’s answer this question at first.
Why CRM has to be integrated into the small business
There are situations when the introduction of a control system for clients doesn’t bring to the company a notable benefit. If the firm works with a narrow circle of permanent partners or under one big contract and isn’t engaged in regular search and attraction, there is nothing to consider. But when the company actively looks for new sales channels and allocates funds for advertising, each lead counts. To miss them because you have paid not enough attention to a funnel of sales and the organization of work of managers means to merge a part of the advertising budget for nothing. The reason for the low return from advertising can be in inefficient processing of applications. It doesn’t depend on the amount of business.
Loss of potential clients is one of the main problems which at competent control CRM will help to solve. Some services are integrated with the website and telephony. Information on the client comes from an order form to CRM, the new transaction is created automatically. All applications and calls get to the system at once, and any lead won’t be missed.