In the current Internet age, competition in the same industry has become increasingly fierce, so many companies choose to use CRM to improve their sales performance. CRM customer relationship management system is a powerful tool that can optimize the sales process of an enterprise, maintain a good customer relationship, and manage the sales process. However, many sales people feel that the company buys the CRM system to monitor them, and it is a management tool, which causes them to have a lot of resistance, and often the CRM system will become a decoration in the end.
Many people are reluctant to make changes because they are used to their own way of working. Even if this change is beneficial, because they have formed a habit, even if they know that it can reduce a lot of work troubles and improve work efficiency, they still have to stick to their original working methods. This is the main reason why salespeople refuse to use CRM systems. Next, we will talk about how the CRM system changes the traditional working model.
1. Use Excel to record customer data
In the past, the company obtained customer resources from various channels, then used Excel to record and print it out, and sent the information to sales staff for follow-up. Sales staff make calls according to the list on the form and fill in the customer’s situation and intentions in the remarks column. They can sketch at will, everything is so easy and simple.
However, this does not mean that customer information will never be lost. When the sales staff hasn't followed up for a long time, and the form that records the customer's customer information is lost... the follow-up follow-up of the customer is completely impossible, because the sales staff may forget what the customer needs.
With the development of science and technology, our communication methods have also changed greatly. Want to close a customer is not as simple as making a phone call and then paying. In addition to telephone communication, email, video conference, QQ, WeChat, etc. are all ways to communicate with customers. Recording customer information and follow-up status in the CRM system saves much more time than recording it in Excel or a notebook.
The CRM system can visually present all customer information, and update and integrate related data at any time. Of course, the problem of sales collision can also be avoided by checking duplicates.
2. Use energy to follow up with customers
The database of the CRM system can store and manage detailed customer information such as contacts, business opportunities, contracts, payment collections and follow-ups. Sales staff can view these information at any time when needed. When you want to understand the customer’s needs and previous communication records in the process of following up with customers, you can directly obtain them, which greatly saves time.
For salespeople, time is performance. The complicated daily tasks of sales, such as updating data, angering customers to follow up, sending marketing emails, etc., take up a large part of the sales staff's time.
Through the automation function of the CRM system, these tasks can be performed automatically, so that sales staff do not need to spend time processing these mechanical tasks, and spend more time and energy on following up and converting customers, which not only improves work efficiency, but also increases Sales Performance.