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January 27, 2020

Implementing CRM Processes to Make Your Sales Teams More Effective

Sales are essential in business. Whether you're for-profit or even non-profit, money allows you to operate and continue delivering services, products, solutions or donations to your customers and clients.

Sales is, therefore, one of the most critical departments within an organisation. It is their responsibility to effectively promote and sell the products or services of your business to bring in finances, keep the doors open and keep the cycle repeating.

We all know this, of course, but as technology changes at such a rapid pace, businesses that fail to adopt it accurately are being left in the dust by their competition.

This is particularly true in the UAE, where tech adoption is high. You need a CRM in Dubai.

Do You Use Your CRM?

Today most businesses will be using a CRM, but too often it's utilised to such a minimal degree that it's not much better than an Excel spreadsheet of prospects. If you're using a CRM in this way, you're barely touching on the myriad benefits that can be gained from this tool.

For anyone new to Customer Relationship Management (CRM) platforms, they are software platforms that allow businesses to capture customer data and utilise that data to make sales, marketing and customer service processes more efficient.

At its most basic, the CRM platform acts as a home for customer data, where phone numbers and other contact details are listed, as well as notes and communication history to help sales staff keep track of the status of each customer or prospect.

Beyond the basics, however, when applied to every step of the sales process, a CRM can be the secret weapon to optimising your sales force, increasing productivity and closing more deals.

Sales Processes Boosted By CRM Use

Like most tools, CRM platforms work best when used in-depth. The more information you put in there, the more insights and benefits you can gain, such as:

  • Automated business processes
  • Less time spent performing administrative tasks
  • Closing more deals.

To achieve this, you need to connect your CRM to every part of the sales process, including:

Lead Capture

With the right CRM, you can capture in-depth lead information automatically, rather than messy basic information manually via a spreadsheet. This is done by linking your lead capture initiatives such as website traffic, subscription signups, or referrals to your CRM, where the information is automatically captured and creates new prospect profiles to enter your sales cycle.

Manage Contacts

This is the one most of us, more or less, already know. Your CRM should be used to create and manage contact records so that your prospects and previous activity can be quickly found and viewed to ensure the most effective future communication. Beyond this, the better CRM platforms will group prospects based on information they have been interested in and what solutions your business offers.

Engage Contacts

To get the most out of your CRM, it should integrate directly with your email and call systems. With this, calls and emails are automatically logged, saving staff time copying and pasting communications. This also ensures that nothing slips through the cracks, and all communication is captured.

Lead Qualification

Qualification can be done via content marketing strategies or by directly contacting prospects and customers to ask them qualifying questions. Armed with a clear idea of your ideal customer profile, as well as the services and solutions you are able to provide, you can begin to move prospects into particular categories, where they would then be qualified based on their likelihood to convert, as well as which products, services or solutions they are most likely to be interested in.

Objection Capture

Knowing the objections of your customers allows you to be best prepared against them. Your CRM should be used to document objections, note any pushbacks and compare if this is a common occurrence which should perhaps be discussed with the wider team to think of a counter-solution.

Proposal Submissions

Proposal software can be integrated with your CRM to enable you to easily create and share proposals from your CRM where it is automatically tracked, so that you can monitor if it has been received and opened, thus letting you know when it's appropriate to follow up.

Deal Logging

Logging deals in your CRM allows you to use the CRM for sales reporting so that there is transparency between sales and management about where customers are in the process and how much a particular staff member, or team, has closed in sales. Tracking deals also helps other sales members to be aware of processes in progress, closed or lost.

As a digital agency in Dubai, our team at Blue Beetle work extensively with CRM platforms and understand the impacts they can have for businesses in Dubai. CRM platforms are today widely adopted by companies in every sector. From hotels and spas to FMCG and banking.

Sales software is the secret weapon to make your sales team more efficient; able to generate more leads, close more deals and save time on administrative tasks.

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