Boosting Sales Management Techniques with an Intelligent CRM

By : |May 24, 2019 0

The growth of an organization majorly depends on sales and managing the sales process is one of the most important functions of any business. In the past few years, the sales management process has changed dramatically. Sales management systems have become more technologically sophisticated helping to manage customer relationships for achieving desired business growth.

The growth of an organization majorly depends on sales and managing the sales process is one of the most important functions of any business. In the past few years, the sales management process has changed dramatically. Sales management systems have become more technologically sophisticated helping to manage customer relationships for achieving desired business growth.

Snehashish Bhattacharjee, Global CEO, Denave, talks about intelligent CRM and its functionality to boost sales management techniques.

How CRM has evolved for the greater good of Business?

CRM evolution seems to be a constant development.  It has come a long way from replacing static excel sheets and manual data entry system to become an ever-intelligent tool riding up on the plethora of emerging technologies and widely adopted by business today. Companies today have various segments of customers they need to target.

Hence, every CRM service provider takes care of several technological aspects for a company from website development, e-commerce and enterprise mobile app development to achieve business’s goals and needs.

The features of today’s CRM solutions have evolved over time to help business owners be more effective from what they were a few years ago. Let’s revisit the yesteryears’ CRM landscape and its adoption trajectory.

• Businesses used paper, pen and pad to collect and track basic customer information.

• 1980s- The age of Database marketing where businesses were able to organise customer data, analyse information and customise communication basis insights from the customer data. Briefly, it heralded the beginning of Sales Force Automation. Also, the term “CRM” was coined.

Snehashish Bhattacharjee, Global CEO, Denave

Snehashish Bhattacharjee, Global CEO, Denave

• Late 1990s- The dawn of Mobile and SaaS and the debut of mobile CRM and SaaS products in the market.

• 2000s- CRM evolved to incorporate business-wide interactions and processes in a single platform. Cloud entered the market and Mobile CRM revolutionised the CRM industries.

Today, companies are taking major strides in the direction of making it an all-encompassing and an intelligent tool. Thanks to the emerging technologies like AI, ML etc. both customers and CRM tool users are experiencing a pivotal shift in how they interact with CRM software platform.

From getting deeper access to how the customer interacts with businesses to how users manage their workflows, intelligent CRM software application is ushering an era of enhanced customer experience management and process automation.

What are the features of Intelligent CRM system?

An Intelligent CRM solution opens up great opportunities for small businesses and large enterprises. Now more than ever, businesses need to expertly manage their prospects and existing customers with good care. Using a platform with the best CRM features is an essential part of that strategy.

Compiling some of the critical features of CRM below:

1. Intuitive dashboards and business insights- Leveraging AI, ML & Data Analytics helps to render critical and strategic view. Also, with consolidated valuable data aids in revealing crucial insights about market, trends, patterns and behaviours.

2. Integrated training and quality assessment- CRMs keep business leaders up to date on the health of their business, and whether or not each team is on the right track to reaching sales goals. Real-time sales report helps company leadership identify efficiency in the sales process, gauge better ROI and create long term investment process.

3. Intelligent Data management and database planning- CRM software helps in ensuring seamless data collation and collaboration to meet unique business requirements. 

4. Single window access- Metrics segments customers, leverage targeting, and streamline workflows provides visibility of all the relevant information at one place to the relevant stakeholder. Moreover, they are used to measure a campaign’s success with data-driven insights.

5. Performance and competency mapping solution- Among various CRM system features, sales performance management offers a range of benefits to sales teams. Managers can easily assess the performance and quality check of employees. Data can be organised by sales rep and the performance of sales partner can be managed from the platform to ensure best team performance.

Extensive customisation- It is essential for the software to be flexible and configurable according to the unique workflows of the business. Also, it is crucial to understand business needs when it comes to customisation before making a purchase.  Hence it helps in meeting unique business requirements and scalability for the future.

6. Secure and easy operation- CRM functions as a dynamic analytics contributor and offers critical sales tips and insights on how to best leverage them. Features like direct calls, email tracking, sales management, and reporting, lead management, helps easing employee adoption and meeting security checks and balance.

7. Backup storage of calls and data- CRMs safeguards critical data and minimise damage due to security breaches. Ultimately, the sole purpose of CRM software is to provide essential tools for business to retain customers and achieve sustained growth. With the above-mentioned offerings, it provides businesses with a great potential for upselling and cross-selling among others.

How CRM helps in boosting sales management?

CRM is considered as an invaluable tool that helps in simplifying sales management for business. Implementing the right CRM tools helps in increasing sales efficiency by closing more deals, and improving forecast accuracy. It simply manages most of the critical customer information in order to find it all in one place. Without leaving the application, one can view contact information, follow-up via email, social media, manage tasks and track performance among other benefits. Hence in order to process the total conversion and sales, CRM software act as a primary tool for the sales team.

Some of the benefits are listed below:

• Customizable workflows facilitating rescheduling/reassignment.

• Real-time reporting in an exportable format.

• Web-Based Management Panel enabling multiple access levels for secured and easy operation.

• Holistic campaign management with an in-depth view of resource mobilization and complete sales motion.

• Intelligent dashboards tracking program health index and trend identification.

• Single window access to set up a campaign.

• Performance assessment, competency mapping, customizable training resources with auto feedbacks.

• Integrated with ‘Unified Database’ platform for maintaining data consistency, data accuracy and data reliability.

• Real-time data validation and data availability for reporting & analysis.

To conclude, a full-featured CRM system brings together everything a business needs under one umbrella. It prevents the extra costs and time required on different standalone tools to manage the management issues. Utilising CRM to its full potential helps the company to maximise the profit potential in a short time-span.

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