In the face of increasingly fierce competition, the pressure on sales staff is also increasing. Especially with the disappearance of traffic dividends, more and more companies have begun to use digital tools to empower sales staff, hoping to realize the "integration of human and machine" with sales talents and sales tools through the blessing of tools, and ultimately help the growth of corporate performance.
In the case of a limited market and limited customers, the growth of an enterprise is definitely not to play the probability card, but to cherish every high-value customer and win growth through precise marketing. As a powerful sales management tool, the CRM system can help salespeople better manage customer information, improve sales efficiency and performance levels.
However, when many companies introduce CRM systems, they mistakenly believe that it is only a tool for managing sales staff, which leads to strong resistance from sales staff, and ultimately leads to the failure of the CRM system to be used normally. However, in fact, the CRM system is not only a tool for managing sales staff, but also a sharp tool for sales staff to improve their performance.
Currently, enterprises have the following pain points in customer management:
First, there is no accurate stratification of customers: the core customer data has not been refined and classified, and it is easy to lose core customers due to the resignation of sales.
Second, the ownership of customers is not clear: leading to problems such as hitting orders, missing orders, and rushing orders in sales.
Third, inaccurate information: Due to different methods of obtaining and entering customer information, or frequent changes in customer information, customer information is inaccurate and incomplete.
Fourth, the follow-up is not timely: due to the busy work of the sales staff, or the unreasonable distribution of follow-up tasks, the customer follow-up is not timely and business opportunities are missed.
Fifth, there is a lack of favorable tool support to tap customer potential: companies cannot accurately understand customer needs, preferences and potential needs, and cannot provide personalized services and recommendations.
Sixth, high customer churn rate: Due to insufficient customer service, poor product quality, and competitive prices of competitors, etc., the customer churn rate is high.
Let's take the CRM system of Fenxiang, a leading company on the CRM track, as an example to analyze how the CRM system can empower sales staff to improve their performance?
First, sales process management
With the help of Funshare CRM system, enterprises can realize the management of customer reporting, duplicate checking rule management, file management and other processes. For example, sales visits to customers, what content was communicated, what is the customer's expectation, how is the matching degree of demand, how much is the budget, and the next work plan, etc., all of which have stipulated the framework in the form of templates, and grasp the progress of customers in this way ; Another example is by setting duplicate checking rules in CRM, which reduces sales collisions, prevents two or more salespeople from tracking the same customer, and avoids the waste of sales resources.
In addition, for sales, everyone's ability and professionalism are different. How to standardize or guide the key behaviors of sales through the CRM system, and then improve the overall combat capability of the sales team has also become the focus of attention of enterprises.
The business opportunity task indicators of key nodes are set in the CRM system of Fenxiang Sales, and the business opportunity is divided into multiple stages in the CRM system, so that it is easy to produce measurable and staged business opportunity promotion results and enhance the sense of purpose of sales . For example, in the initial contact stage with customers, guiding sales to obtain key information related to business opportunity promotion, such as budgets and key decision makers, has helped sales greatly improve the promotion efficiency of the entire project, and the success rate of sales conversion has increased significantly year-on-year.
Second, sales results management
In the past, when evaluating the efficiency and achievement rate of sales staff, managers were based on experience and evaluated how much performance could be achieved in this quarter, lacking scientific guidance. Now, through the CRM system of Funshare, you can check the efficiency of sales staff by checking multiple indicators such as customer conversion rate, business opportunity conversion rate, signing rate, and input-output ratio in a timely manner. It is clear at a glance who is more efficient.
The CRM system can also help front-line sales staff analyze sales data and understand sales conditions and trends. Through the CRM system, sales staff can understand their own sales situation and weaknesses, and provide strong support in formulating sales plans and improving sales skills. At the same time, the visualized sales data of the CRM system also allows sales staff to understand the sales situation and trends more intuitively.
For middle and high-level management, they can also see in real time which business opportunities have been newly created by different departments or different sales in the system, the number of business opportunities for each product line, and clearly perceive which stage each business opportunity has reached in general, and improve Improved internal communication and collaboration efficiency.
Third, quotation management
In the sales quotation process, do you encounter "I don't know how to make a better quotation, and there is no guidance?", "There are too many products, how to avoid wrong/missing quotations?", "The quotation process involves multiple product lines, how to improve the quotation Audit efficiency?" and other issues, and with the CPQ quotation solution embedded in the CRM system of Funshare, sales staff can quickly and accurately generate quotations.
Taking Topstar as an example, Topstar’s products are complex and diverse, including 5 major categories of products, more than 50 categories, and more than 1,000 products with complex structures. demand, the R&D department needs to evaluate the cost, and then give a complete quotation plan. This process will consume huge manpower and time costs. By using the CPQ (Quotation Matching) module in CRM, sales staff can quickly select different product specifications on the mobile phone during communication with customers, form the customer's final matching list, and connect to SAP VC synchronously, and send the matching list Transfer to the production department, review and place an order, so as to complete the accurate connection between the production system and the management system, avoid missing orders, and achieve efficient cross-departmental collaboration.
Fourth, payment management
For example, in the contract approval scenario, an order may require three to four approvals in the past, but now through the connection between CRM and the financial system, all processes are merged into the same process. After the approval is completed, the system automatically writes back to the CRM system, and at the same time Automatically connect order data to the CRM system and associate sales contracts, greatly reducing a lot of repetitive labor in the connection between sales and finance, improving approval efficiency, and helping to establish a complete contract management system.