If your CRM is broken, we can fix it!

All too often, businesses buy a new CRM system expecting it to transform their business overnight; when, in fact, it ends up just acting as another customer database, with a bit of sales pipeline and customer interaction tracking attached. So you end up in a situation not that different to the one you were in before you spent all your quarter’s budget on your shiny new CRM system – namely, one where all of your information is in silos.

Marketing doesn’t know what the sales team is doing, who in turn don’t know whether accounts has raised and issued invoices for the sales they have completed and, unless they call in with a support issue, Customer service has no idea that customers even exist.

In a recent article in CRM magazine, Breaking Down the Silos, the importance of implementing a CRM system that gets your entire organisation joined up on one business performance platform is highlighted. So if you don’t want to join the 85% of companies which install the wrong CRM for their business, or the 42% who don’t use their licences (according to Gartner), read on.

You need a CRM system which can give you an overview of the true cost of turning a lead into a customer; which shows you exactly when they were invoiced, when they paid and whether they have accessed any support. All in one place.

Let’s look at what could happen with the right CRM.

  1. You could transform your top line performance by improving revenue generation

With the right CRM system:

  • Data can be shared across the sales and marketing teams. You can manage your leads, contacts, pipeline and forecast better. This means you won’t be one of the companies that doesn’t follow up 80% of the leads generated at trade shows (according to the Center for Exhibition Industry Research).
  • Quotas and business performance for each team can be easily monitored – so you don’t have to be one of the many organisations that don’t follow up 50% of their leads (according to SiriusDecisions).
  • Each team member has a personalised dashboard so they can instantly see where each deal is at and process it quicker. Selling Power magazine revealed that the average sales representative spends just 47% of their time on sales – 39% of their time is spent on administrative tasks.
  1. You could improve your bottom line performance through automated profit and cash management

With the right CRM system:

  • Full lead to cash visibility gives you the true cost of turning a lead into a customer and gives you data on how a customer found you; which is also useful marketing ROI data.
  • In-built order processing and fulfilment capabilities give you cashflow control.

3. You could be more competitive by working smarter

With the right CRM system:

  • Your business processes will be streamlined, meaning you will spend less and earn more. Benchmark studies reveal that the right CRM can bring in revenue increases of up to 41% per sales person.

Problem Solved

When you consider that a typical company’s customers leave at a rate of 10-30%, implementing a CRM system to help you stem that flow could have an enormous impact. Especially when research has shown that increasing your customer retention by just 5% can increase your profits by a respectable 25% or, in the best case scenario, even a truly wonderful 95%.

ProAptivity specialise in the deployment of CRM solutions into small and medium size businesses. They are the Northern Ireland solutions partner for Maximizer CRM which offers both on-premise and on demand solutions with full Mobile CRM capabilities. For more information contact 028 90735630

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