Why you need a CRM – 6 reasons

Jun 14, 2024

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The 6 reasons why you need a CRM apply to any organisation, no matter if you’re a large Enterprise organisation, a nonprofit or small business. A customer relationship management platform offers tremendous advantages to propel your business forward, if implemented correctly by an expert consultancy like CloudAnalysts.

6 Reasons why you need a CRM

Reasons why you need a CRM

1. A Customer platform sets your business up for growth.

On average, an inside sales rep spends only 32% of their day selling (Salesforce State of Sales- Report 3rd Edition). The rest of the time they’re looking up information, trying to plan out which lead to call next, or logging notes. A CRM improves that, and can make your spreadsheets and customer data interactive, shareable and embedded in (semi-)automated sales process. Like that idea? Then you’d like a customer relationship platform.

  • Use your CRM to link the various activities and people together that are needed to convert a prospect into a customer.
  • Basic tasks and workflow steps can be automated to both save sales time and to channel leads through the sales funnel faster.
  • A CRM allows you to bring your various sales tools under one hood for easy access by the sales, marketing and support teams.

Need a better link between the Sales and Marketing teams? Between the Sales manager and his Area managers and reps? When positioned correctly, a CRM can enhance trust and cooperation.

2. A CRM helps you to be focused on future results

Historical sales overview constantly keep you looking at the past. But past performance isn’t always a good indication of future success. It’s far healthier and productive to shift a company’s focus towards the future.  Now is as good a time as ever. With predictive intelligence earmarked as a key digital technology, gaining more accurate forecasting and undertaking sophisticated analysis can offer major sales management insights, stimulate the team and boost performance. A customer platform offers more visibility.

3. CRMs strengthen sales teams

We all know that the A-team does things better and faster than the B-team. True in games, true in sales. Even if you hire the smartest sales guys, a beginner sales reps doesn’t have the knowledge or experience.

How do you transfer their knowledge across, cost effectively, without burdening your star sellers with mandatory training of juniors? A CRM allows you to embed Sales Tips and Best Practices into the system, offering new / weaker sales reps the advice they need as they are working, setting them up for success. Business rules? Embed them. Think: repeatable success processes. Then, once you have ‘your sales methods’ embedded into your CRM, add predictive artificial intelligence to boost your sales further

4. A CRM finds Opportunities in existing Accounts. 

We all know that the best new customer is the one you already have. Well, a CRM offers enhanced analytics of sales opportunities from your existing leads and customer base. Combine this with its ability to communicate 1:1 with more people effectively, and you can see that a CRM is a genuine revenue driver.

5. A CRM fundamentally aligns Marketing and Sales in customer relationships.

It’s inevitable: Sales AEs move forward in their careers just as anyone else. What a CRM promised to do, though, is help a new Sales rep to take over a prior rep’s accounts seamlessly.  With all prior emails, notes, phone calls recorded in the CRM,  onboarding a new Sales rep is a breeze.   Customers benefit from a professionally continued buying experience. Instead of impacting sales performance negatively, consistent professional communication with the customer boost brands.

Need a better link between the Sales and Marketing teams? Between the Sales leadership, Area managers and reps? When positioned correctly, a CRM can enhance trust and cooperation between management and staff.

And, once sales and marketing teams agree to what constitute a sales-ready lead, marketeers can pursue branding and lead nurturing activities to support the goal of greater revenue directly, one lead at a time.

6. CRMs could offer a 360º Customer View

A 360 degree customer view, with all your date into 1 place, you can much more easily create 1:1 personalised communication with customers for Marketing, Sales and Service – at scale.

CRM is a business management platform that lets you get closer to your customer. This helps you to understand and serve them better. Via the insights found in the CRM, sales reps can present their leads with the most suitable product/service matrix for each individual account, and communicate with each lead and contact at the right time, in the right way, in the right channel. This represent competitive advantages in any industry.

Which CRM right for you?

There are CRMs for all types of organisations. Some are betters than others. Most likely all could be configured to offer these 6 sales and business benefits to a certain degree. That’s why we think you should consider implementing a CRM in your business if you don’t already have one.

As official Salesforce partners we can guide you through the various CRM solutions that Salesforce software offers for any size and type of organisations.

For example, there are advanced ‘modules’ to add on to a core CRM that are specifically designed to support the Sales team to configure quotes. Learn more here: Grow your business successfully with Salesforce CPQ.

How YOUR Business Can Benefit from a CRM

Like to explore CRM as a solution for your company? We’d be happy to discuss your company needs, identify which CRM package might be best befitting, and any training and consulting needs you may have.

Interested? Book a free introduction call with one of our friendly experts. Or, you can book a live demo of what your CRM solution could look like for you.

First published March 16, 2017. Updated 2024.


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