Customer relationship management (CRM) software allows companies to track interaction between salespeople and clients, reduce the tedious aspects of a salesperson’s job, and assist with marketing automation. But, when is it time for a team of salespeople or wholesale distributors to invest in CRM software? When you start to see these signs:
Your sales team is becoming more mobile.
When you have a small group of salespeople sitting in an office all day, it’s much easier for each member of the team to communicate with each other about what’s going on with different clients. But, as your company grows and the sales team becomes more mobile, you will need a CRM system to track updates and leads.
A CRM system will also help busy, on-the-go salespeople stay on top of what they have to do without relying on sticky notes on their desk or scribbled to-do lists. The system can remind them to follow up with customers, send a new proposal or ask about a reorder as they go about their day traveling to and from different clients.
You want customers to keep buying.
If you want customers to keep coming back and buying more from you, you will need to remind them when it’s time to make another purchase. CRM systems allow your sales team to set up emails that will automatically be sent out when it’s time for your customers to start thinking about a reorder. This eliminates the need for salespeople to keep track of how much inventory each of their clients has left, while keeping your brand in the forefront of customers’ minds.
You’re losing customers.
Regardless of the size of your business, it’s never a good thing when you begin to lose customers. When it does happen, it’s your responsibility to get to the bottom of why customers left. Where were they in the pipeline when they called it quits? Was there anything your sales team could have done differently to close the deal? A CRM system can help you analyze exactly what happened, but without this technology, it can be difficult for you to figure out.
You’re planning on hiring more salespeople.
If your business is growing, it’s time to invest in a CRM system. When you just have a few members on the team, a CRM system is probably not necessary, but as you grow, more clients will be introduced to your business, meaning you will need to find a way to store more information that is easily accessible to all. Make sure you find a CRM system for your team before you begin hiring a new group of salespeople. This way, the existing sales team can have time to learn about the system before you bring new members on board. They will also have the chance to upload their clients’ information into the system before the new people arrive so it’s less hectic and more organized.
When do you think it’s time to make the leap and invest in a CRM system? Share your own thoughts in the comments below!
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