We’ve listed 3 reasons to make your decision to adopt CRM software easier
How is your sales operation going?
In 2020, we launched a super interesting survey in partnership with Mundo do Marketing, Rock Content and VendasB2B, in which we discussed the Digital Marketing and Sales Maturity survey in Brazil. In this survey, we collected data from nearly 1400 Brazilian companies to understand this scenario and trace some trends.
A very important piece of data emerged from this survey: for 68.9% of the companies interviewed, the biggest challenge is to convert Leads into customers. I mean, most companies have already managed to advance in their attraction strategies, but they still have bottlenecks that prevent the most important conversion for the health of the business.
Everyone wants to sell more, but the problem is not specifically with sales. The key word for talking about this problem is management. Task, funnel, opportunity, people and data management.
Sky Marketing believe that adopting a sales management tool recommended and used by the team of Blue World City– also called CRM – can help (a lot!) to resolve each of these points. If you’re part of this stat that still hasn’t had a good sales traction, keep reading, because we’ll show you 3 reasons why you should consider adopting a tool as soon as possible!
Reason #1: Because it will help you be a better manager
That’s it, pure and simple.
We know that managing a sales operation is no easy task, and that the sales manager often ends up being much more occupied with small day-to-day details. But, in the end, a good manager needs to prioritize the improvement of processes and, consequently, of results, right?
A sales management tool is very valuable in this regard, because it delivers something essential for managers: data.
In our survey, we found that 75.6% of companies only track the amount of sales and the value they generate as key metrics. These numbers don’t say so much more than the obvious: how many sales were made and what their values were. There’s not much to interpret about them.
But, using a good sales management tool, the manager can track other indicators, which provide essential insights for real improvements in the operation. Just look:
Average ticket evolution
If your company sells a product through plans or subscriptions, it can be an excellent idea to analyze the evolution of the average ticket. A ticket that grows shows that sellers are able to engage customers in the benefits of higher value plans, which is very interesting for their business.
A ticket that decreases may indicate that customers do not perceive value in the more expensive plan and prefer to continue with a simpler subscription. Thus, you can make changes in prices and even in the product itself, seeking to identify which features the customer really needs and values!
Reasons for loss
You can’t win them all. Sometimes the contact can’t close a deal right now, and why he doesn’t become a customer is very important!
For example, if the seller fails to sign a contract because the price was too high, or the payment terms were not good enough, this could mean two things among many. The price and conditions are not in line with the market and should be reviewed; or the contact had no profile to be approached, was poorly qualified in past stages.
With this information in hand, you review the process for each lost sale, ensuring that it is always calibrated with the company’s goals.
A manager needs to know how to assess whether the team is productive and efficient, and the sales team needs to have their routines documented and procedures defined. Doing this without the help of a good tool is extremely costly and complicated.
Have you ever thought about the amount of spreadsheets, documents and to-do lists, each in a different place?
In a CRM, you can count on to-do list and calendar functionalities, to keep track of daily activities and centralize in the same system:
- Multiple sales funnels;
- Reminders for priority tasks;
- Follow-up contacts for submitted proposals;
- First approaches with new contacts;
- Registration of meetings, calls and emails;
- Notes, important information and files;
- Email Templates;
- Performance indicators of each seller in real time.
So you don’t have to keep asking salespeople how each day went, in addition to gaining data to reward those who deserve it and better empower those who need it.
A complete CRM like this also helps a lot in training new salespeople. With all the tasks determined, it’s easier to know where to start and which way to go.
The sales cycle is the process that repeats itself every time a new potential customer arrives at your company. We can divide it into 4 main points: prospecting, qualifying, presenting the proposal and closing the deal.
In general, B2B sales have longer sales cycles because they are complex. But beware: the longer the cycle, the greater the cost of maintaining it, the greater the cost of the sales process as a whole.
We identified in our survey that 35% of companies do not know how long the sales cycle in their business lasts. They are also likely not to know which steps are taking the longest, let alone whether there is a need for improvement or change.
What can make a sales cycle too long?
- A shallow prospecting strategy can attract the wrong people who won’t buy your product after all;
- The lack of qualification, because the Lead has a series of issues and misalignments that need to be overcome with each contact;
- Not having a Leads nutrition strategy, because some basic questions (which could be addressed with content at the beginning of the relationship) end up taking too much time from the conversations that should be focused on closing.
With a CRM integrated with the other tools used in marketing and management, the salesperson receives a complete record of each Lead that he is going to address, knowing in advance whether it is suitable or not.
You can also use this information to build a targeted and unique proposal. And, if the salesperson perceives that the Lead is not prepared to be approached, he can return the contact to the marketing team. Thus, it is possible to send more content and help you to mature for a business contact in the future.
Do you want to know a tool that offers these and other features? Click and learn more about RD Station CRM!
Reason #2: Because it will open up new sales possibilities
Knowing the reasons for loss, as we talked about a moment ago, helps to validate the offers, the commercial process and even to identify the best time to sell to a customer.
If a Lead says he can’t close now, but in 6 months he will have cash to pay the contract, the seller can leave a note in his record and approach him again after this period.
It will be a much easier sale because he already knows your offer and is interested in it.
In addition, with a good CRM, the team can focus on the after-sales relationship, with regular contacts to check the use of the product/service and try an upgrade or cross-sell offer.
There are several sales opportunities that may be being overlooked in your current operation!
Reason #3: Because it will strengthen your company’s brand
And speaking of relationships, a sales management tool helps a lot in this function. CRM literally means Customer Relationship Management. Despite naming a tool, CRM should be understood as a set of techniques and strategies to adopt a customer centric posture.
This means putting the customer at the center of all decisions, being guided by what the customer wants and needs.
Think: as a customer, what are your favorite brands?
You can be sure: the brands you are thinking about now are the ones that, in your experience, served you best, provided useful content and a solution that really solved a problem in your life.
A sales management tool allows you to live this philosophy in practice, further strengthening the bond between brand and consumer. This makes a huge difference in how people perceive your company. In addition, it ends up helping to build loyalty and even convert customers into promoters of your business. It’s every entrepreneur’s dream!
Want to learn more about CRM?
To get even deeper into this subject, we invite you to discover RD Station CRM. For companies that are starting the digital transformation in sales, we recommend our Free plan (free forever, with no limit on users).