5 Company Goals CRM Software Can Help Achieve
1. Identification of the ideal customer
At the heart of modern CRM software is a database that can record a wide range of customer attributes. Another core functionality is the ability to not only track customer interactions, but quantifiable results. The combination of these functionalities brings into sharp relief the picture of an ideal customer.
2. Capture of key issues affecting customers and prospects
Front-line salespeople have unique access to discover your customers hopes and ambitions. A well-designed CRM that suggests, or perhaps even requires, salespeople to record customer answers to key probing questions encourages the gathering of this important information.
3. Accuracy in sales forecasting
CRM software is well-suited to increasing the accuracy of sales forecasts. CRM software offers the ability to track the precise position of each prospect within the sales cycle in real-time. Historical data can be called upon to translate this data into a realistic forecast.
4. Reinforcement of an effective and repeatable sales process
CRM software is more than a communication tool and a database for customer information. It’s also a mechanism to enable, reinforce, and share your company’s hard-won understanding of best practices.
5. Deeper engagement with customers and prospects
Today’s customers increasingly expect to be able to communicate on-demand and in the context they prefer. It’s a challenge to meet these expectations, but it also provides a chance to engage more frequently and deeply with clients. The new generation of CRM software increasingly is providing solutions to capitalize on this opportunity.
For more statistics and access to the full descriptions of the 5 major points, check out the full article "How to Sell Your Boss on a CRM Purchase".