Cookie Preference Centre

Your Privacy
Strictly Necessary Cookies
Performance Cookies
Functional Cookies
Targeting Cookies

Your Privacy

When you visit any web site, it may store or retrieve information on your browser, mostly in the form of cookies. This information might be about you, your preferences, your device or used to make the site work as you expect it to. The information does not usually identify you directly, but it can give you a more personalized web experience. You can choose not to allow some types of cookies. Click on the different category headings to find out more and change our default settings. However, you should know that blocking some types of cookies may impact your experience on the site and the services we are able to offer.

Strictly Necessary Cookies

These cookies are necessary for the website to function and cannot be switched off in our systems. They are usually only set in response to actions made by you which amount to a request for services, such as setting your privacy preferences, logging in or filling in forms. You can set your browser to block or alert you about these cookies, but some parts of the site may not work then.

Cookies used

ContactCenterWorld.com

Performance Cookies

These cookies allow us to count visits and traffic sources, so we can measure and improve the performance of our site. They help us know which pages are the most and least popular and see how visitors move around the site. All information these cookies collect is aggregated and therefore anonymous. If you do not allow these cookies, we will not know when you have visited our site.

Cookies used

Google Analytics

Functional Cookies

These cookies allow the provision of enhance functionality and personalization, such as videos and live chats. They may be set by us or by third party providers whose services we have added to our pages. If you do not allow these cookies, then some or all of these functionalities may not function properly.

Cookies used

Twitter

Facebook

LinkedIn

Targeting Cookies

These cookies are set through our site by our advertising partners. They may be used by those companies to build a profile of your interests and show you relevant ads on other sites. They work by uniquely identifying your browser and device. If you do not allow these cookies, you will not experience our targeted advertising across different websites.

Cookies used

LinkedIn

This site uses cookies and other tracking technologies to assist with navigation and your ability to provide feedback, analyse your use of our products and services, assist with our promotional and marketing efforts, and provide content from third parties

OK

Upcoming Events

HOW TO CELEBRATE INTERNATIONAL CONTACT CENTER WEEK

WORKFORCE MANAGEMENT

ARTIFICIAL INTELLIGENCE AND TECH SOLUTIONS

How To Enter the 2020 Members' Choice Awards - For Vendors

TRAINING IN CONTACT CENTERS

Still blindly following your CRM strategies but not seeing real results? Here’s why… - Gareth Cartman - ContactCenterWorld.com Blog

Still blindly following your CRM strategies but not seeing real results? Here’s why…

Put the phone down. You don’t need to make an appointment to get your eyes tested but you do need to check your vision – or rather, your CRM vision. So many businesses these days are blindly following conventional CRM strategies but are still not seeing significant gains.

The trouble is, if you don’t know much about CRM, you think that the best way to get ahead and benefit the most is to follow what everyone else is doing – what your supplier suggests – all the articles you’ve read online. Remember when SEO first exploded onto the scene – how many articles were written stuffed with keywords that read awfully and didn’t exactly pull in rankings either?

It’s the same old story with CRM. Those who are lost are looking for quick wins and not implementing the most cost-effective, time-efficient ways to satisfy their customers while ensuring they’re not stretching themselves too thin to be able to complete their own daily duties.

So with that in mind, let’s remove the difficulties involved with CRM, let’s lessen the sales challenges that we all face and make sure your CRM is working for you, not against you while ensuring you’re not tied to your desk responding to every demand it throws up in and out of the office.

Five steps to squeeze the most from your CRM is the shortest time

1) Be scrupulous with the accuracy of your reporting:
You’ll lose time – and in the worst case scenario, money when you are putting in the man hours compiling spreadsheets and e-mails. Poor reports will only lead to pore forecasting and poor decision making so make sure your sales teams have a firm steer on their pipelines and which prospects to connect with by using your CRM to track prospects at every stage of your selling process. Make use of the dashboard, pipeline charts and sales statistics to create insight into actual performance – they’re invaluable tools. And remember, because this real-time data is available 24/7 you won’t waste time collecting sales forecasts or making decisions with suspect data.

2) Don’t be a slave to admin processes
As Warren Butler points out in his blog, salespeople aren’t administrators. Let them do their job – sell. Yes, administration is important but when sales teams are spending hours inputting data that other office people could do, they’re wasting valuable time that they could be out sealing deals. Just think – how many extra deals could be secured each month if this time was used more efficiently? The most successful CRM strategies free up sales teams from these laborious tasks and guess what? It doesn’t affect productivity or profits – or if it does, it’s only for the better. Remember, that CRM systems can reduce the time needed it takes to create new quotes by storing details on products and prices, triggering reminder activities, building profiles for contacts and tracking every step of the sales process.

3) Strengthen your relationships
Customer relationships are paramount to the success of any business – but it’s near impossible to cross-sell or up-sell if teams can’t clearly see the status of each customer relationships. Swap your spreadsheets for an all-in-one CRM solution that brings together all the information you need in a single database that can be shared through the entire organisation. With access to well organised relationship data, sales teams can easily respond to customer requests, see order histories, share communications and develop customer profiles.

4) Keep on top of every opportunity
Remember how we were talking about being blind to opportunities at the start of this article? CRM systems can help you avoid that mistake by helping sales team to qualify prospects and never miss a beat. With a fine-tuned CRM system you’ll be able to capture leads from website forms, spreadsheets and other data sources for prompt attention plus guide workflows, schedule reminders, allocate leads to the right people and monitor everything in real-time for optimal opportunity take-up.  

5) Maintain a concise sales cycle
Long, slow, enduring sales cycles never did anyone any favours. These inefficient processes will slow you down and stretch your resources leading to spiralling costs. A well-considered CRM system will fast track your sales cycle by reducing time intensive tasks and developing smarter processes. Streamline your processes and you’ll be able to qualify prospects quicker, enhance data quality and cut training time while setting up reminders and automated trigger e-mails all on an intuitive dashboard that monitors everything 24/7 for ultimate control and convenience.

Publish Date: October 6, 2014 11:37 AM

Submit Event

Upcoming Events

15th annual Best Practice Conference - this is the contact center world's most highly rated event - a whopping 100% of delegates say they would recommend it!

100's of best practice tips and ideas from contact center professionals Read More...
 7
 8618 
Share

Survey - Online Event

Latest Americas Newsletter
both ids empty
session userid =
session UserTempID =
session adminlevel =
session blnTempHelpChatShow =
CMS =
session cookie set = True
session page-view-total =
session page-view-total =
applicaiton blnAwardsClosed =
session blnCompletedAwardInterestPopup =
session blnCheckNewsletterInterestPopup =
session blnCompletedNewsletterInterestPopup =