CRM with sales management

3 pillars for more success in the sales team

A CRM with sales management is the ideal prerequisite for operationally pursuing defined strategic corporate goals. However, with the planning, management and control of targets, budgets, activities and resources, vast amounts of data quickly accumulate that need to be monitored and evaluated. In order to maintain an overview, especially for long-term objectives, you can use a variety of CRM software functions, often integrated with your existing ERP system. CRM is a helpful companion in everyday life, both for employees in the sales team and in sales management.

Optimum capacity utilization and lower costs thanks to efficient processes
Systematically evaluate and process customers
Keeping an eye on figures and targets, planning and achieving them
CONCLUSION: CRM with sales management for more customer satisfaction and motivation = success

Optimum capacity utilization and lower costs thanks to efficient processes

Central and transparent access to all customer information keeps you informed and saves you time. Workflows and automation allow you to design business processes efficiently and offer your employees standardized, well-timed processes. This also makes it easier for you and your team to change procedures, for example in response to changing market conditions, and simplifies communication between everyone involved.

CRM software with mobile access - for example via a mobile CRM app for smartphones and tablets - enables the sales force to respond flexibly to customer inquiries on the move and at the customer's premises. In addition, integrated route planners not only help the service team, but also the sales team to plan in a time-saving manner or to make spontaneous trips within time periods that have become available at short notice.

A CRM system will also make everyday work easier for your inside sales team. For example, when creating quotations with a quotation configurator , the CRM software with its extensive templates, archives and tracking options relieves the team of many routine tasks. Everything does not have to be laboriously repeated in individual steps or compiled from old data, but is available just a few clicks away.

This is where the link to your ERP system really pays off . Existing article data can be easily transferred from the ERP and used to create quotations. With the incoming order confirmation, the data is then returned to the ERP, making invoicing a simple process.

Systematically evaluate and process customers

Acquiring new customers, keeping an eye on leads and their status, maintaining existing customer relationships - these are the central tasks of B2B sales. CRM with sales management supports this with a 360° view of every contact created. With well-maintained data, you can read off the stored history, for example:

What touch points and interactions have there been with the prospect or customer so far?
How interested are they in the company's products? Has it grown?
Have offers already been created and what were the reactions to them?
Which employees has the prospect or customer had contact with?
What was purchased? And how satisfied are they with the product or products?
Are there any open service tickets?
And if so, has the problem been solved? If not, is there a need for action?
How have the sales figures developed in recent months? How in the quarter? Over the year? Or over several years?

A CRM with sales management answers these questions and more at the touch of a button. Lead management functions make it easy to evaluate leads that have been acquired. In collaboration with marketing, you can develop workflows that allow you to provide a lead with further interesting information about your company or your products after the initial contact. The more content a lead views, the higher the rating will be. You only pass the lead on to the sales department once you have reached a certain rating level. Thanks to continuous lead tracking and the evaluation functions, you not only maintain an overview, but also recognize when you should act proactively so as not to miss an opportunity.

Keep an eye on figures and targets, plan and achieve them

Thanks to easy and customizable dashboards, a CRM with sales management allows you to keep an eye on all relevant figures - whether customer turnover, territory overview or product sales. Data can also be imported from your ERP system and displayed in shared, clear graphics. This makes it much easier to keep an eye on situations and targets such as annual planning and to make the right decisions at the right time.

Depending on your needs, as a sales manager you can focus on the big picture or as an area manager on your personal area of responsibility with the annual targets and individual customer journeys. Because you can set up the dashboard just the way you need it. This makes it easy to concentrate on the key figures relevant to your area of responsibility.

CONCLUSION: CRM with sales management for more customer satisfaction and motivation = success

Along with the clear commitment to customer centricity, your CRM with sales management thus serves the success of your employees, your sales department and therefore your company. Your satisfied customers will thank you for taking proactive measures at the right time. Your employees will be pleased with reduced work steps, simple communication and a better overview. CRM with sales management really is a win-win situation for everyone.

5 INTELLIGENT ELEMENTS
FOR MORE TURNOVER IN SALES

In this e-book, we provide facts about intelligent functions and automation as well as important emotional reasons for using a CRM system, the basis for more sales revenue.

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