“Always be closing”
Probably the most fitting movie quote for this topic. CRM – Customer Relationship Management software.
If you are based in Aberdeen in 2016 – the most important aspect to your business is probably your sales pipeline. Many businesses have been hit hard by the sharp drop in oil price over the last 18 months so every sale counts and your business should always be closing.
How can CRM help with this task?
It’s fairly simple.
Having the correct CRM in place allows your sales team to stay focused on their sales pipeline. Keep organised and track all activity relating to each opportunity that lands on their desk.
Recording sales activities in the CRM system has a big benefit to the business and if your sales team can get into the habit of doing this the value of the system will be outstanding.
Management has the ability to keep track of all activity in from the sales team and generate reports that assist in making better business decisions in the current climate.
An example report might be looking back at sales activity over the past 12 months, refining the report to produce what your most popular service/product is and to which industry sector. Combine this with key sales individuals that you know will close this in a certain ratio of opportunities and you are set to weather the storm.