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When properly designed, implemented and managed, a CRM system can bring significant benefits to your business. You can efficiently manage your data, run marketing campaigns and streamline sales processes, and you won’t have to worry about losing customers to your competitors and missing out on new opportunities. If you have salespeople, a good CRM service will make their work more straightforward and fruitful, and they’ll be empowered to serve your customers better.
On the other hand, however, a CRM project can fail if you don’t make the right moves. If you’ve been thinking about implementing customer relationship management to boost your sales, it’s crucial that you go through the tips below. Knowing the dos and don’ts of CRM is the only way to avoid costly mistakes and maximize the value of your investment.
- DO – Understand Your Requirements
You may have the best tools, but if you haven’t defined your sales process, you’re chasing a lost cause. For a CRM to work, it needs to facilitate and adapt to your existing process. If you’re aware of your objectives, your target market, and the KPIs you’ll be monitoring, you’ll find it much easier to implement a CRM that will fit into your business.
- DON’T – Limit Yourself to Just Sales
Useful CRMs do more than just managing leads. They also give integrated customer support and marketing activities, enabling you to be more aware of your customers’ needs. Choose a CRM that actively monitors all the elements of your marketing campaign and links them to your sales strategy.
- DO – Consider the Needs of Your Sales Team
Any change in an organization requires that everyone be on the same page. So, validate what you want to achieve with a CRM with your sales team by asking them about their needs and expectations. For instance, if your salespeople spend most of their work hours on the field rather than in the office, the CRM you implement will need to have an intuitive mobile app. A mobile-friendly solution like Spiro will intelligently guide your sales team so that you can stay on top of your leads and opportunities at all times.
- DO – Request a Demo
Before committing to a CRM product, insist on getting a product demonstration. A demo will give you the chance to test the system against your business needs. Take as much time as possible with your demo so that you only buy what you know will work.
- DON’T – Get Features Just Because They’re New
Just because a tool is the newest doesn’t mean it’s best for your business. Instead of shoehorning utilities into your sales strategy, let your needs dictate the features you get.
- DO – Work with A CRM Partner That Shares Your Vision
Successful CRM implementations require significant business process knowledge and technical expertise. Therefore, although nobody knows your business as well as you, it helps to work with an experienced professional when implementing a CRM system.
- DON’T – Use A CRM Tool to Re-Enforce Your Traditional Practices
Your CRM solution is an opportunity to re-invent your sales processes and update your technology. So, if your team starts exporting data out of the CRM software you have into spreadsheets and manipulating it there, just like old times, you will have missed the whole point, and spent your money for nothing.
CRMs come in numerous forms, but the right solution for you is that which best serves your needs. Keep the pointers above in mind when choosing and executing your CRM so that you can optimize your marketing campaign and grow your sales.