- Easy to use?
- A great time saver?
#1 – Clean, Reliable, and Up-To-Date DataHaving clean, reliable, and up to date information in the CRM is essential for team collaboration. But let’s be honest… do you really want to spend your time checking through last month’s data, and cleaning it up? Of course not… Which is why it’s essential you choose a CRM that does this automatically. Some beneficial features that’ll save you time and keep things in check automagically include:
- Duplication Prevention
- Lead Age Indicators
- Deal Movement Tracking – more on this later.
#2 – Company Wide SnapshotAnother CRM best practice for 2017: Clarity. “Clarity affords focus.” – Thomas Leonard. Your CRM dashboard needs to be the first thing you see every day. It’s the central control and pulse of the company. At one glimpse you should be able to achieve full clarity over your company’s most important metrics. [optin-monster-shortcode id=”kandoug21absj0ox”] As a salesperson this may include:
- Your sales goals
- Current leads you’re working
- How those leads are responding to communications you sent the prior day
- Your team’s goals
- Lead sources and their conversion rates for accurate forecasting
- Top loss reasons so you can support your team in areas of weakness
#3 – SegmentationSegmentation is the first step towards personalisation. But taking a step back, lead segmentation is about organising your data so that relevant contact information is never more than a click away. A CRM best practice for 2017 involves the automation of lead segmentation. What do I mean exactly? Let’s say you’ve just finished an initial Online Meeting with a new prospect. You’ve spent 15 minutes on the call via your CRM’s SmartDialler, and have managed to successfully qualify them into the next stage. As such, you simply drag and drop the prospect from the “Online Meeting” column to the “Push Column”. The lead gets automatically tagged, a follow-up task is created, and an email is triggered thanking the prospect for their time on the call. Automagical. This is 2017. Related: Make and Receive Calls Without Leaving Your CRM: Introducing Teamgate SmartDialer and Beyond Sales: How To Make CRM Work For Any Profession
#4 – Source TrackingThis is by FAR the latest and greatest CRM best practice for 2017! Source Tracking is a great way of accurately predicting sales forecasts based on where a new prospect has entered your CRM from. For example:
- Bob’s DIY Podcast
#5 – Deal Movement TrackingEver had a deal slip through the cracks? Look, I know – we’re busy salesmen and it happens all the time, but there are measures we can take to ensure it doesn’t happen to you and I. Deal movement tracking is brand new for 2017 and essentially allows salespeople to see the active movement a deal has gone through from stage-to-stage. Why is this important? With a quick look at your CRM’s Deal Movement board you’ll be able to see in an instant which deals haven’t moved an inch. Allowing you to jump right on them and move them forward. No more deal slippage! In fact, Deal Movement Tracking is a real timesaver if you return from a vacation, and want to see what’s happened whilst you’ve been away. Simply fire up the Deal Movement Board and see all the progress that’s happened whilst you’ve been away – obviously great for sales managers, and highly motivating for salespeople! Related: How to Stop Being the Second Best in Sales?
#6 – Geographical InsightsDoes your current CRM allow you to see where all of your contacts are based on a map inside your deals view? Ok, so this one may not be relevant to all businesses. However, if you’re an international company it’s a great way of quickly visualising which countries are performing best for you. Not an essential one in my opinion, but a great insights tool that requires no additional input on your part. Seriously though, it’s very cool. Just take a look at this example taken from Teamgate:
#7 – PersonalisationLastly, and probably one of the most important features of our CRM as we move into 2017 is the ability to get personal. As salespeople we sometimes fall guilty of making our prospects feel like a number in a system. Cold callers (yes, some businesses still sell like it’s 1982) have probably a lot to answer for on this front. However, 2017 is the year to pay extra attention to personalisation. Why? It makes our prospects feel like we care because we take the time to care about what’s important to them. This is a quote I like to use a lot when talking about influential sales tactics. “People don’t buy when they understand. They buy when they feel understood.” Like that? It’s so true though, right? So how can your CRM best support this in 2017? Your CRM should have a contact timeline where all calls, emails, website, and link clicking actions are recorded automatically. This means anytime you communicate with a prospect you can see the specific user-journey they’ve been on all right there in front of you. And as such, you can speak to them in a way that fits the experience you know they’ve had so far.
ConclusionLike anything, there are two types of people in regards to Sales CRMs.
- Those who blame it for their inability to perform to their highest level.
- Those who embrace is it as a Sales Enablement tool.
- Clean, Reliable, and Up-To-Date Data
- Company Wide Snapshot for instant Clarity
- Contact Segmentation
- Deal Source Tracking
- Deal Movement Tracking
- Geographical Insights