Evaluate the Benefits of CRM A good CRM system can help your business in many ways, and there are a wide variety of solutions for companies of all sizes. Here are some of the high-‐level benefits a typical CRM system can provide: HIGH-‐LEVEL BENEFITS
DO YOU NEED THIS FEATURE?
Improve sales forecasting, revenue predictability and reporting
Yes
Maybe
No
Shorten sales cycle
Yes
Maybe
No
Better manage your sales process
Yes
Maybe
No
Better manage your sales reps
Yes
Maybe
No
Improve the way you handle & distribute leads
Yes
Maybe
No
Improve customer retention
Yes
Maybe
No
Enable sales, marketing, and customer service teams to share data
Yes
Maybe
No
Enhance customer interaction and communication
Yes
Maybe
No
Here are more specific examples for these benefits: WOULD THIS BENEFIT HELP EXAMPLE YOU? Yes N0 Not sure More people/departments can
NOTES
access live customer and prospect data Review daily activity reports for sales, marketing and customer service
Yes
N0
Not sure
You can generate revenue and prospect reports automatically
Yes
N0
Not sure
CRM Evaluate the Benefits of CRM
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EXAMPLE System can capture the information that prospects enter into forms on your website; data is automatically entered in your CRM so that reps can follow up
WOULD THIS BENEFIT HELP YOU? Yes N0 Not sure
NOTES
It’s easier to collect and analyze customer and sales data
Yes
N0
Not sure
With improved access to customer data, you can improve your customer service
Yes
N0
Not sure
You can create an interface to allow customers to access their own information on your website and serve themselves rather than calling Store all communications with each prospect/customer in one place, including emails, letters and call notes
Yes
N0
Not sure
Yes
N0
Not sure
Improve scheduling of sales calls, meetings, etc
Yes
N0
Not sure
Total YES answers
If >3, consider a new CRM system.
If you’ve answered several questions with a “yes”, CRM software should help improve your areas of concern. Next, think more specifically about your needs, then look at potential solutions. [Exercise 332]
CRM Evaluate the Benefits of CRM
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