CRM or customer relationship management has become an increasingly imperative attribute of the sales industry and productivity. The goal of CRM systems is to better maintain and improve business relationships. Often times, having a consistent and regularly updated CRM can give companies a competitive edge with well managed and utilized data on their customers, contact management and more. However, this is often an ideal as there are often inconsistencies in sales reps updating the CRM. It was even noted that 71% of sales reps say they spend too much time on data entry (Close).
If managed well, a CRM can be a powerful tool in improving overall sales productivity through better insights on lead generation, deal management, and contact management.
CSO Insights revealed that CRM adoption leads to 56.9% rise in the quality of communication between sales reps and sales managers. (CSO Insights)
Effective sales organizations are 81% more likely to be practicing consistent usage of a CRM or other system of record. (Aberdeen Group)
48% of companies report that improving their CRM sales funnel is one of their top sales priorities this year. (Adam Enfroy)
CRM applications can help increase sales by up to 29%, sales productivity by up to 34% and sales forecast accuracy by 42%. (Salesforce)
It is important for sales reps and managers to recognize the importance of CRMs to improving Sales Productivity. In addition, it is crucial in the CRM adoption and training process to use tools that are tailored and effective for sales teams. Part of having a smooth adoption is implementing a CRM that is effective and easy to use for reps, but also making sure that they are maximizing the features to help them. Features that can help reps can include email templates for common communication formats with customers (Method). Ensuring the importance of a well kept CRM can not only help sales reps increase their productivity by allowing them to spend less time on non-sales tasks and more on selling but also give companies a competitive edge as a result.
WhatElse helps Sales and Account teams prepare for customer meetings in less than 60 seconds. All the research one needs about the customer is made available in a one page summary on demand. WhatElse also helps automate post-call/meeting activities so that one spend more time talking to customers with better context for future meetings.
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