Interest is high because companies that fully utilize a CRM can increase sales of the 29%. Furthermore, according to a study by the CRM Observatory, the Italian companies that used it in 2020 they were the 68% of the total, against the 58% of 2015.
This is because CRM allows you to improve the dialogue with your company's customers. In fact, without the use of a CRM platform, that's a lot difficult if not really impossible to focus on more customers in a really effective way.
For what reasons? Here are the five most important:
- Lack of information, of the data history and of the behaviors on each contact;
- Lack of check of the sales process;
- Lack of customization communications with customers;
- Lack of communication immediate between and within teams, with the consequent risk of making mistakes and wasting time on suboptimal customers;
- Lack of monitoring on the progress of commercial and marketing actions in progress.
By making up for these shortcomings, the CRM allows you Of create competitive advantage necessary to capture the interest of increasingly sophisticated and digitally oriented customers, removing those old methods that are no longer performing as in the past.
The activity that is performed on a CRM can therefore be considered as one future vision for your workflow and then of income, unlike a more traditional and antiquated view, linked to immediate revenues.
The daily activities on the CRM are always to be considered as a vision for what concerns the interactions (with your contacts) and all those key elements (typical and different for each company) that can be considered as indicators to increase turnover and related profit. These internal dynamics concern the generation of leads, the creation and management of new opportunities and add value to the sales flow, also through the identification of other indicators to prevent future problems with respect to the main line. All of this, allows for a proactive approach in business management, which would otherwise not exist.
It is also typical that a sales manager has a fragmented view of an entire team. For this reason the CRM helps you to detect bottlenecks or problems, tracing them (after having adequately defined and implemented a flow) to prevent them from influencing some aspects such as: territory coverage, customer calling or lead conversation.
You can use CRM for acquire and manage leads directly from your site, from email campaigns, social networks, events or fairs and pass these contacts directly to your sellers, without intermediaries or other waste of time.
Your company will certainly have processes that make it stand out from the competition. CRMs can be used just for automate your best processes of sales or marketing in the interactions with each customer.
Removing excessive and not always necessary efforts is the best aspect of an effective CRM: it replaces manual activities with automated workflows, giving you the possibility to improve what you already did.
Personalizing communication, creating intimacy with the customer, is an effective way to stand out in an increasingly crowded and digital competitive landscape. Through the CRM you can use and manage the most useful information about your customers to apply a customer-tailored marketing, developing better products and sales activities.
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