If you’re in the market for a robust, powerful and efficient CRM program, look no further. The top 10 characteristics that any quality sales CRM software are covered in this article. You will know what to look for when selecting your new sales CRM software by the time you finish reading this article.
1. Contact Administration
The first important function every reliable CRM program should have is Contact Management. A unified database that enables you to manage your contacts with ease is necessary. You should be able to keep track of all communications with your clients—including calls, emails, and meetings—using this function.
Contact Management, in its ideal form, needs to be dynamic and visual. You should be able to view opportunities, tasks, notes, social messages, email, and anything else related to that contact, and click on any needed item for more information.
2. Importance of LeadLeadLead refers to a prospect or potential customer (who can be an individual or organization) that exhibits interest in your service or product; or any additional information about such entity. Control
Another key component required of every sales CRM software is lead management. You should be able to track and manage your leads with this feature from the time they are produced until they are turned into sales. This tool makes it simple to rank your leads and concentrate on those who are most likely to convert.
There are several definite stages lead management must have: lead capture, lead tracking, lead scoringLead ScoringLead Scoring is the process of assigning a relative value to each lead based on different criteria, with the aim of ranking leads in terms of engagement priority., lead distribution, and lead nurturingLead NurturingLead Nurturing refers to the process of engaging and building long-term relationships with prospective customers through different marketing techniques that develop their preference for your product and services.. A competent CRM solutionSolutionSolution is a combination of ideas, strategies, processes, technologies and services that effectively helps an organization achieve its goals or hurdle its challenges. should enable all of these, and visually enable leads to be assigned, routed and converted to opportunities.
3. ForecastingForecastingForecasting is a prediction or calculation of a trend or event likely to occur in the future based on qualitative, quantitative and historical data as well as emergent but relevant factors.—Predicting Sales
A sales CRM function called sales forecasting permits you to forecast and plan future sales. It may assist you in determining your top sales representatives, estimating your income, and making wise business decisions. For you to be able to make wise judgements, an effective sales CRM program should offer precise and trustworthy sales forecasting.
Flexibility should be a vital part of sales forecasting. Date ranges should be able to be set for different teams or individuals, different productProductProduct refers to anything (an idea, item, service, process or information) that meets a need or a desire and is offered to a market, usually but not always at a price. lines, and more. Companies should also be able to forecast different sales processes, types of sales and other factors as necessary.
4. Reporting and AnalyticsAnalyticsAnalytics is the active study of different types of data with the aim of discovering meaningful patterns and translating these into insight (such as historical analyses and forecasts), or action (such as those intended to improve business performance).
Included within a strong sales CRM program should be strong analytics and reporting functions. You should be able to create reports using these capabilities on a variety of variables, including sales performance, pipelinePipelineSales pipelineis a visual representation of the stage prospects are in the sales process. analysis, and lead conversionConversionConversion is the process of turning a target consumer into a paying customer; or more generally, the point at which a user performs a specific action favorable to a marketer or a seller. rates. With the help of these reports, you may learn important things about your company and make informed decisions.
The right CRM utilizes visualization to bring reporting to a whole new level—with the utilization of dashboards, line graphs, bar or pie charts.
5. Workflow Process Automation
Considerable time may be saved, as well as improvement of sales processSales ProcessSales Process is a series of strategic steps or a set of activities aimed at driving sales growth through the alignment of personnel, market insight, methodologies, relevant business units, and technology., through the technology of workflow automation. You may automate monotonous processes like dataDataData is a set of quantitative and qualitative facts that can be used as reference or inputs for computations, analyses, descriptions, predictions, reasoning and planning. input, lead assignment, and follow-up emails with this tool. You may then concentrate on duties that are more crucial, like completing business and cultivating connections with your clients.
6. Mobile CRM Access
In today’s fast-paced business environment, mobile access to your sales CRM software is vital. A decent sales CRM program should feature a mobile app that gives you access to your information and CRM functionality whenever and wherever you are. By doing this, you’ll be able to keep on top of your sales operationsSales OperationsSales Operations is a collection of aligned business processes, strategic implementations and other activities aimed at achieving organizational goals, specially in the areas of sales revenue, market coverage and growth. and quickly attend to the demands of your clients.
7. Integrations with Other Applications
Any sales CRM system must have the capacity to interface with other necessary tools such as marketingMarketingMarketing is the field, set of actions, or practice of making a product or service desirable to a target consumer segment, with the ultimate aim of effecting a purchase. automation, business telephone systems, email, and a calendar. You may eliminate wasteful effort and streamline your procedures with the aid of this integration. All additional technologies you use in your company should be able to smoothly interface with a competent sales CRM program.
8. Customization Capability
A customization option enables your sales CRM software to handle your unique business requirements. You should be able to alter the design, fields, and data types in a decent sales CRM program to meet your company’s needs. You can make the most of your sales CRM software and make it work for your company with the aid of this customization.
9. Crucial Security
Security is a vital aspect of every sales CRM software solution. You must safeguard your data from unwanted access since it is valuable. Strong security measures that guarantee the protection and privacy of your data should be present in a decent sales CRM program. CRM should be compliant with all top certifications.
10. CustomerCustomerCustomer is an individual or an organization that purchases a product or signs up for a service offered by a business. Service and Support
Top-notch customer assistance and support needs to be a feature of any solid CRM program. Whether it be by phone, email, or chat, you should be able to obtain assistance whenever you need it. A good sales CRM program should include a responsive and competent support staff that can assist you with any problems you could run across. The best CRM solutions also include inline help, right within the application.
In shopping for a sales CRM program, you should take these 10 essential aspects into consideration. You may manage your contacts, prospects, and sales activities more effectively and make wiser business decisions with the aid of these capabilities. The right CRM application is the very heartbeat of your business.