important CRM functions
Time-saving tools for sales - yes, that is what many companies want. But what would you think if there was a way you could discover new leads, contact more leads, close faster, and even keep an eye on your pipeline 24/7? Is that a desire or a reality of a CRM system? Well, not every CRM fulfills the necessary conditions. Read about which CRM functions you should pay attention to when choosing a suitable system.
Above all, it is useful for sales staff and managers. A CRM system should make your processes faster and more efficient and simplify your sales process. However, if your system also fulfills these 11 other CRM functions, then completely new possibilities open up for your sales:
1. Organization of contact details
In the early stages of a company, managing contacts and customers is still quite clear and easy. The more your company grows, the greater the need to organize your contact information. With a CRM, sales reps can create contact records and store all information about potential and existing customers. In this way, every employee can track who the customer was in contact with and what was discussed. Last but not least, this ensures a smooth sales process. But let's be honest: Any CRM system can do that. Much more important, however, is that your CRM optimizes the input of customer data and reduces manual maintenance by being particularly user-friendly. For example, make sure that you can convert an e-mail address into a new contact in your CRM system with just a few clicks. A good CRM can also auto-fill in company records.
2. Precise sales forecast
Roughly estimated key figures do not necessarily provide a particularly reliable forecast. With a good CRM system, you can customize the sales funnel to suit your needs and create a structured pipeline. No matter how many phases your deals have, your software should be able to map these levels. This way you always have an overview of which deals are still being negotiated or which have already been won or lost. You should also be able to easily move your deals from one phase to the next (e.g. using drag and drop).
More deals with less effort: 6 good reasons for a CRM system
3. Sales-specific reporting
For their day-to-day work, sales employees need an overview of certain data, such as the number of deals in the pipeline, tasks to be completed or agreed appointments. Sales managers and senior executives also want to analyze the areas in which the team is already doing good work and where there is a need for optimization. A good CRM system enables you to design a clear dashboard according to your requirements and to export data easily.
4. Management of tasks
Often you have to switch back and forth between different systems and tools while working. This can be very tedious and takes a lot of time. So make sure that your CRM system has integrated task management.
5. Save email templates
Your employees spend a lot of time creating content, for example for sales e-mails . If you have integrated a content inventory in your CRM system, you can make templates out of recurring emails and even share them with your team. You can also store and easily access the information materials you send out to prospects in one place.
If you need new inspiration for your sales emails, take a look at our 36 proven templates :
6. Automate the contact
Creating email templates is only one side of the coin. With a good CRM, you can create a sequence from personalized follow-up emails, which are then automatically sent at the right time. Also, be sure to be notified when your emails have been opened or a prospect opens a link or attachment. So you can react with timely and relevant follow-ups.
7. Automatic data collection
One of the most important CRM functions is better tracking of contact points with existing or potential customers. Attention: in many CRM systems it is provided that sales employees have to copy the e-mails into the system or upload call recordings. This effort is not only frustrating, but also avoidable. Good systems automatically log all calls and make it possible to send e-mails directly from the CRM. All information is made available in a history view in the contact's record.
8. Mobile version
If you have sales representatives, it is particularly important that your CRM is also available on the move. Most CRM systems allow mobile access via app. Make sure to include this point in your considerations.
9. Integration with marketing automation
Do you already use marketing automation software ? If so, then you should make sure that your CRM system can be integrated into it. Because this gives a complete overview of all existing and potential customers. A gap between the marketing automation software and the CRM can lead to incomplete information and missed opportunities.
10. Book more meetings
With a good CRM you have the opportunity to upgrade to a meeting function . This allows you to simply send your leads a link with which they can choose a suitable date. Direct contact via live chat can also be very useful for making appointments or clarifying questions and is even included in some CRM systems free of charge.
11. Discover new leads faster
What would you think if you could see in real time who is visiting your website, how often and which page is the most interesting for your visitors? For example, HubSpot is a CRM that you can upgrade to the Prospects tool. This enables you to discover new leads faster and know who is interested in your products or services without having to ask.
Conclusion
We hope that this checklist has helped you to choose the most suitable CRM system for your company. If you are now wondering whether there is even a CRM that fulfills all of the CRM functions mentioned above, then we can answer that with a clear "yes". With the software from HubSpot .