Anyone who has worked in sales knows how powerful CRM is. Whether CRM is used to keep records, access customer data, or track inventory, it can handle everything with ease. It is like extra arms for salespeople. If used properly, CRM software is a catalyst for business growth; otherwise, it only adds burdens to the sales team.



CRM creates miracles for enterprises in the following ways:

1. Speed up the handoff process between both sides

When managing customer relationships, this is a very important step. After signing the contract and assigning a project team to the customer, the sales team must handle the handoff between the customer and the implementation team. This stage is most prone to major friction, because if the sales team and the delivery team are not well coordinated, they cannot provide better service to the customer. With CRM, the delivery team can view the customer's sales data in the system and thus participate in the entire process of converting sales leads. The delivery team can understand customer needs and shorten the handoff time with the sales team. The sales process also becomes faster, because when the sales team encounters obstacles during product handoff, the delivery team can intervene in time.

2. Fill sales staffing gaps

Sales is a high-pressure, dynamic, results-oriented job. Therefore, salesperson turnover is very high. In such situations, customers suffer the most. Without proper handover, new salespeople need a great deal of time to become familiar with their work. This is when the CRM system becomes highly useful, because all data, including call records, can be accessed in the system with one click. Employee transition periods are greatly shortened, and the risk of data loss is minimized.

3. Analyze market trends

Management cares most about how new products can achieve sales and profit targets. First, product features and functions must be communicated to internal personnel. In addition, customer surveys can be conducted, and customer comments and feedback can be entered into the CRM database. Customer feedback may mention popular features of competitors' products. Negative customer reviews should not be ignored either, because they are very helpful for the future. CRM tools also bring many benefits to R&D personnel, who can access and retrieve historical communication information between salespeople and customers. For example, if a sales lead cannot be followed up because of insufficient budget, the enterprise can evaluate the effectiveness of the lead and then adjust the budget to better match the market.

4. Integrate efficiently and record the time spent on each sales lead

Lead mining is an extremely important process. Enterprises invest considerable costs in leads, including marketing, sales, internal referrals, demonstrations, and more. Therefore, enterprises need to streamline this process, prioritize leads, and then start the conversion process. With a CRM solution, executives can record all leads and, more importantly, the time spent completing each lead conversion. CRM can record all communication content and customer visits. After integrating with the phone system, it can also record call times. Enterprises can then calculate ROI based on the effort invested, a factor that was often overlooked in the past.

5. Calculate the ROI of marketing activities and sales activities separately

Marketing activities are gradually becoming investment projects and occupying a central position in enterprises. The boundary between sales and marketing is very blurred, and their functions overlap, so it is difficult to calculate ROI separately based on different metrics. Sales ROI is purely centered on leads and sales data, while marketing is more complex.

Brand promotion is the central link of marketing activities, and the effect of such activities is difficult to quantify directly. In many cases, brand promotion is judged only by audience size. Management should also attach importance to this kind of ROI, which is also the stepping stone to successful brand promotion. CRM software can manage marketing activities with ease and can easily collect customer feedback and extract reports for management analysis.


Soonfor CRM Customer Relationship Management System

Announcements management, alerts management, online lead generation, offline events
System notifications, pre-order management, measurement management, design management
Store management, opportunity management, sales funnel management, inventory management
Project management, deal management, delivery management, financial management
Delivery and installation services, after-sales service, relationship account management, membership management
Customer profiling, experience sharing

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