Is Your CRM System Helping You Boost Sales? By Jennifer LeClaire (@jleclaire). The ultimate goal of CRM is to boost the bottom line, which begs the question – is your team effectively using it to that end? If not, first you need to make sure your team is actually using the system, and then ensure that the system is set up with the data and structure needed to maximize benefits. This means setting up the system to capture data beyond quotas, sales pipeline, and other sales-centric data. CRM must house customer-centric data to help sales folk deliver value beyond a sales pitch to potential customers – data needed to pursue a “partnership” rather than a “sale.” CRM providers are already moving to make system use both easier and more valuable, such as Microsoft updating Dynamics CRM to “let people access information on a variety of devices; introduce a new user experience; give people access to information that’s relevant to their jobs; and deliver richer contextual information with deeper customer insights, (along with) enhanced social collaboration capabilities.” By beginning the transformation towards customer-centric CRM now, you can set your sales force up to land larger deals while building customer loyalty to increase your pipeline of repeat customers. The best companies will realize that modern selling isn’t about “selling” anymore, and good CRM can help inform the relationship-building process needed today. Read the full article at Business.Newsfactor.com!
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