Although a customer relationship management (CRM), solution can be costly, it is necessary. CRM software is no longer a sales tool. It integrates and automates marketing, sales, and customer support functions to help businesses better understand and manage customers.
While many businesses spend money on a CRM system, they aren’t getting all the benefits. They often overlook the fact that you can integrate other tools like VanillaSoft sales engagement software to improve your CRM system’s capabilities and ensure best-in-class sales operations. Your traditional CRM system can be integrated with the right sales stack to enable your sales reps to perform their job more efficiently and productively. This will result in a superior customer experience, which will help your team close more sales.
There are many things you can do to maximize your software. Here are some tips to help your sales team succeed, and get your business to the next level.
Develop a Sales Cadence
Integrating your CRM platform with a sales engagement solution can significantly improve your lead engagement productivity and quality. While a CRM solution is designed to collect contact data from customers, a sales engagement solution works in conjunction with the CRM to establish and maintain a consistent sales cycle.
A sales cadence is a method of creating a consistent and well-designed sales process that your entire sales team can use. You can optimize your sales process by monitoring the performance of your sales reps and the results of these new workflows.
Define standard operating procedures
Multi-seat user technology is a sales solution that a company buys. It’s not enough for them to simply receive the product and start using it. Your business must establish standard operating procedures (SOPs), so everyone is on the same page.
You risk giving your users the freedom to interact with the technology in any way they choose without a set SOPs. This could lead to a variety of problems including:
- Inadequate quality information and miscommunication are two of the most common causes.
- Failure to comply with industry, company, and even local government regulations.
Performance differences Although a person may be able to engage with technology using their own methods and have great success, you won’t be able to use the data your reps provide you with properly if there is no standard for data collection for analysis and reporting. There is no way to consistently train new reps. This could lead to confusion and poor performance.
- A business can succeed with a well-documented and communicated set of SOPs.
- Switching solutions can lead to lower change management problems.
- Make it easier and more consistent for new reps to be onboarded.
- Consistency in rep usage and data collection will help you track and analyze metrics more accurately.
If you don’t already have them, it’s time for you to create SOPs. This will ensure that your CRM and other business solutions are working at their best.
Offer onboarding and training
A set of standard operating procedures is the first step in ensuring that your sales team operates at the same level. It also ensures that everyone can use the system the same way. Next, make sure you create and implement a training and onboarding process that teaches them the SOPs and any other training they might need.
Your current employees should be offered ongoing training to keep them up to date with sales and system updates. Refreshers on information they already know will be a benefit.