What The Blueprint looks for in a great CRM software
CRM software offers a wide range of features, but in general, you should ensure any option you choose has the following three characteristics.
Contacts and lead tracking
Every CRM software option worth its salt should have a good way to organize contacts and track sales leads. While every software offers some version of this — it’s impossible to do your job as a salesperson without it — not all of them do it as well. You want software that lets you customize your contact list and add detailed information that will give you an edge. It should also allow you to chart where leads are in the sales funnel so you know when to reach out to them.
Relationship management is important in sales — after all, it's the "R" and "M" in "CRM." Look for software options that ensure you are not only able to land a sale but keep that customer and even develop a relationship that could lead to future sales. That means your software should track the customer life cycle, offer data insights, and have automated tools for building customer relationships.
Sales tracking and analytics
Data is of the utmost importance in sales. By tracking every metric possible, you can determine if you’re making too many or too few calls, doing poorly in terms of conversions, or not spending enough time on lead qualification, among other activities that might be affecting your bottom line. Look for software with strong sales tracking, analytics, and reporting features. Software that can break down how you’re performing in granular detail should not be undervalued.
How your business can benefit from using CRM software
So why should your organization sign up for CRM software? Chances are you wouldn’t be reading this article if you didn’t think some things need improvement at your organization. Here are some of the benefits of a CRM you’ll enjoy.
Modern CRM systems document all interactions with your customers. For example, the CRM suite tracks every live chat, email, in-person conversation, text message, and phone call you have with customers.
Tracking processes are fully automated and can include engagements on social media platforms. With social media tracking enabled, businesses can learn which social posts drive the most customer interaction.
No CRM strategy will be successful without proper execution. With CRM software, you can set up and maintain integrated office software tools such as task lists, push alerts, and interactive calendars through CRM suites.
For instance, if you compile a list of daily objectives in the calendar app, the CRM tool will automatically create a to-do list from the data. As you work through the day, the list updates in real time, keeping you focused and on track.
CRM software tracks sales productivity and customer analytics. You can compile and issue regular reports based on the activities logged in the CRM system. Reports can include bottom-line information such as new revenue accumulated or customer-side metrics such as the number of new contacts generated.
Performance reports are useful tools for forecasting business outcomes. Using the data collected through CRM software, your business can be better positioned to forecast your sales pipeline for the upcoming quarter.