The surprising benefits of a CRM system

We have been writing a lot about CRM systems, how to use the different tools they come with and in what way that tool can benefit you. But how does a CRM system benefit your company in general? Or maybe we should say: why does your company need a CRM system?

That answer seems simple. As an established partner of both Salesforce and HubSpot, we work a lot with both systems in various types of companies. We rounded up a few surprising benefits of a CRM system that you might didn't know yet.

It's a great motivation for your employees.

In a good CRM system, you are able to set and track goals. Advanced graphics allow you to see the story of the sales through the pipeline. With this being possible, every user is able to see the percentage of achieved goals and the user can decide which elements in the process need more or less attention. We would say the best part is being able to predict future results based on results of the past.

You're able to identify trends as they happen.

Your sales data shows you the bigger picture of your sales and product trends. Unfortunately though, most of the trends are not identified until someone, at the end of the period, is running a report. This causes your employees to change direction too late.

With a CRM system, your company has a real time view on the environmental changes and trends. It could be possible that a specific development in the world, such as a change in politics, change your customers' preferences. A CRM system allows you to identify those trends and therefore allows you to change your sales and marketing strategy. We found that a CRM system in the Cloud has a striking added value: with an internet connection, you are able to identify trends and check your data anywhere you want.

It helps you calculate commission.

In a lot of companies it's common for a sales rep to receive compensation for the sales they make. Instead of using spreadsheets or accounting software, you can easily use your CRM system. In CRM Magazine (2010) Jim Dickie asserts that companies using CRM for customers should also be using CRM to help keep track of sales reps’ compensation packages. Dickie, a partner at CSO Insights, notes that most firms don’t use their CRM for compensation but should: “If compensation plans are truly meant to drive selling behavior, then we need to upgrade the systems we use to manage these plans. Because of this, I expect to see many more companies migrate their compensation management tasks onto CRM applications,” explains Dickie.

Within Salesforce you are able to use an app from AppExchange, a marketplace of apps that can easily be integrated into your CRM system. An app that we would recommend would be the 'Commission Calculator'.

Find the right strategy for your business.

This is one of the biggest benefits we have came across. By logging all of your work into your CRM system, the CRM becomes the core of every decision. Every department is able to gather their information from the CRM and therefore they are able to make better, data-driven decisions. This makes it possible to, for example, identify a customer at-risk.

By tracking every customer and their journey at your company you are able to exceed their expectations. It allows you to find those customers who left a complaint or who placed less orders, so that you can contact them proactively and start strengthen the relationship again.

Not only the red-flagged customers are easy to identify, but any kind of customer is. With all the information in your CRM, you are able to create a semi-fictional representation of your ideal customer based on market research and real data about your existing customers. With this knowledge, your company is able to create a great customer-centric focus.

So are you ready to start enjoying the benefits of a CRM system? Contact us and let us help you set it up!





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