A CRM is a great way to organize your contacts and track your relationships, you may be doing that now. However don’t stop there, because it’s also a great way to track your opportunity pipeline. Why is this so important? Because it gives the management team visibility to a summary of opportunities, cash flow and sales that are stuck in the pipeline.
A CRM also gives the sales team visibility to where opportunities are in the process. A deal can slow down or disappear if you and your team do not have a process in place that automatically keeps a close eye on that opportunity. Don’t leave money on the table because there was a gap in your communication!
Here are three key reasons your CRM can help your team close the deal.
1 ) Collaboration- Each member of your sales team is contacting potential clients via phone and email and entering notes daily into your CRM. It is important that the whole sales team can see what has been communicated to the client. This makes your team looks organized and shows they communicate well. You know how you feel when you are doing business with someone and the right arm doesn’t know what the left arm is doing, don’t you? Bonus Tip: add follow up tasks and assign them to the appropriate team members.
2) Track the process – It takes time to set up a sales process and communicate it out to the team. Once that process is set up you want to see where each opportunity is in that process. Having a clear sales pipeline ensures the team is knowledgeable and can take action on the state of the opportunity. Focus on opportunities that are not moving forward on a timely basis.