Sales adoption

  • 6 October 2022
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Sales can be a messy, broken process as reps scramble for data on the right leads to target and nurture and sales managers try to get complete visibility into ongoing deals. A powerful CRM can streamline your sales processes and boost productivity, thus easing the lives of your sales reps and sales managers.

From helping sales reps identify sales-ready leads to providing visibility into your sales pipeline, here are four ways you can integrate a CRM in your sales adoption plan:

  1. Provide a single source of truth: It’s easy to lose or miscommunicate lead data when leads are passed between different sales teams. This leaves salespeople with an incomplete view of the prospect. A CRM helps prevent this by documenting all prospect and customer information in one place.

    This serves as a single source of truth that all reps can access to get a complete, 360-degree view of prospects including: - A quick summary of basic lead and customer information - A chronological timeline view of each client’s engagement with your business.
  2. Automate mundane tasks: Salespeople spend several hours updating their CRM each week, following up with leads, scheduling meetings, and sending emails among other repetitive tasks. An intuitive CRM can help automate all these tasks, taking away the grunt work and giving salespeople more time to sell.

    With a CRM, you can automatically:
    - Capture lead details directly into the CRM
    - Set reminders if a prospect does not attend your call
    - Assign leads to salespeople and reduce lead response time
    - You can also choose from predefined workflow templates within the CRM that help automate manual tasks
  3. Predict leads that will convert: Prioritizing the right leads helps reps reach out to warm and ready-to-convert leads at the right time. A CRM with predictive contact scoring helps salespeople identify sales-ready prospects by giving each lead a score based on their level of engagement with your business and how well they fit with your Ideal Customer Profile (ICP). Sales reps can use this score to decide which leads to reach out to right away with a sales proposal, which ones to nurture, and which ones to ignore.
  4. Get complete visibility into your sales pipeline: Broken sales processes that are monitored using multiple tools make it difficult for sales managers to get a full view of what’s going on. With a CRM, you can get a bird’s eye view of the entire sales pipeline, manage deal stages, and identify stagnant deals.

​​​​​​​So how would you use a CRM in your sales adoption plan?

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