Jump Start Sales with CRM Software
If you are like most small to mid-sized businesses you are trying to improve sales execution using proven business processes, and using technology to automate and streamline the sales cycle. New online CRM software programs can provide you with the technology, but you are going to need more than that to significantly improve sales performance.
What you need is the implementation of a structured sales methodology.
Sales methodologies have been in existence since the 70’s. They have matured and can now support the needs of small, medium and large organizations in both generic and vertical industry sectors. What a sales methodology provides is a path that enables you to manage each new sales opportunity from introduction to closure. The methodology outlines the steps incorporated in your sales cycle so that you can efficiently manage each phase of the cycle and become proactive during the sales process.
Here is an example. Let’s say you sell computer software. Your sales process can be as short as sixty days and as long as six months. Your sales process consists of the following:
- Step 1 – Introduction and Rapport building
- Step 2 – Needs Analysis
- Step 3 – Product Demonstration
- Step 4 – Proposal Generation
- Step 5 – Contract Review
- Step 6 – Close Sale
Today’s CRM software solutions do a good job of automating the process so that each sales representative is approaching and managing every sales opportunity according to the steps above. This ensures consistency and enables management to know where every new opportunity is in the sales cycle. It also results in more accurate monthly and quarterly sales forecasts. The key here is the combination of a structured sales approach designed by sales management coupled with a CRM solution that automates the structure. A CRM solution on its own won’t get the job done. If you want to jump start your sales, develop a sales process or structure first then select a CRM software solution that will automate that process.
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