Using CRM to improve sales decisions and performance
At the sales level, CRM can help you manage your sales team, affecting sales capability and productivity. Recent research conducted by Workbooks found that 66% of UK SMEs felt that CRM improved the productivity of customer-facing employees by providing them with the data and tools they need to excel.
Businesses can use features such as real-time reporting and activity tracking to manage teams and ensure that salespeople share a common methodology and follow best practices. This also assists in improving individual performance by identifying areas where an individual or the team as a whole may be lacking.
Recognising the precise development needs of your sales team helps you make better decisions to improve execution, increase performance, and conduct training and coaching more intuitively to maximise returns.
You can also use features such as automation to manage repetitive tasks in areas like lead management and allocation. Automation reduces administrative burden, making your salespeople more efficient and productive—traits that directly impact performance.
You can also leverage CRM to improve forecasting by conducting in-depth analyses of historical information. Doing so allows you to adjust and develop future forecasts as well as create proper targets and goals. When your sales team members can accurately predict how much their pipeline converts, they can make better decisions, improve their negotiation tactics, and perform more efficiently.