The old adage, “Failing to plan is planning to fail,” is as fitting to sales teams as it is to anything in business. Without a defined approach, your sales team won’t be able to prioritize their targets or use their time and energy efficiently. And when that happens, sales volume plummets, quotas are missed, and the business as a whole suffers. No one wants that, right?
Of course, having a strategy and putting it into action are two different things. You could have the best sales strategy for your industry in the world, but without a way to implement it, you’ll be just as challenged achieving your goals.
That’s where a CRM comes in. Let’s look at some key parts of a sales strategy and how a CRM can help you implement one.
Ideal Customer Profiles
When developing a sales strategy, it’s essential to know who your target market is and who is actually buying your product or service. To ensure your sales people are always focusing on talking to the right people as much as possible, it’s a good idea to develop customer profiles that include things like demographic information—age, gender, household income, etc. While a CRM can’t help you identify your ideal customer, it can help you score new leads against that profile. As such, a CRM can help sales people prioritize who they reach out to based on how well the prospect fits the profile. The result is that sales people spend more time and energy on prospects who are most likely to convert rather than chasing prospects who possibly have no interest in your offerings.
One of the biggest challenges facing salespeople, particularly in a high-volume sales environment, is staying on top of prospects. It can be extremely hard to track where prospects are in the sales process, what information they’ve provided, what they need, etc.
A CRM, however, makes all of this extremely easy. Salespeople can make notes about their prospects, including information about where they are in the sales process, what some of the obstacles are to closing the sale, and many other details. What’s great about this is that salespeople don’t need to remember the details from each and every prospect. The CRM does that for them. That means that every time they speak with a prospect, they’ll have all the info they need to be prepared and work towards closing the sale.
As mentioned above, a strategy is only good if it’s implemented properly. And part of that, from a sales perspective, is ensuring that salespeople meet expectations not only in terms of sales closed but also prospects reached. Call lists are a frequent tool in this regard, and a CRM can make working through them easier. Specifically, by using auto and one-click power dialer, a CRM can significantly reduce the amount of time salespeople need to move from one call to another. There’s not hunting for prospect phone numbers and no accidental misdials, making your salespeople more efficient in their day-to-day tasks.
If you’d like more information about how a CRM can help you execute your sales strategy, contact us. We’re happy to show you how CRMDialer has all the tools your team needs to be successful.