Customer Relationship Management (CRM) is a critical process for businesses that want to maintain strong relationships with their customers and prospects. In recent years, CRM tools have evolved significantly to provide more features and functionality beyond just storing client data and managing calendars. In this article, we will discuss the essential capabilities that a CRM tool should have, as well as some of the top resources and information available for sales professionals.
Essential Capabilities of a CRM Tool:
Record Steps and Stages in the Sales Process
A robust CRM tool should be able to record all the steps and stages involved in the sales process, including the Mini-Steps that are necessary to close a deal. This allows sales teams to have complete visibility into the sales process and helps them to identify bottlenecks that need to be addressed. Additionally, attaching a customizable percentage close to each step can help sales managers and executives forecast sales accurately and plan for future growth.
Track Workflows and Best Practices
Tracking workflows and best practices is another crucial capability of a CRM tool. By doing so, sales teams gain insights into where opportunities lie within the sales pipeline. This information can then be used to optimize the sales process and ensure that the team is following proven methods that drive results. The ability to track workflows and best practices gives managers and sellers a clear and accurate picture of where opportunities truly are in the sales process.
Robust Forecasting Capability
A robust forecasting capability is also vital for a CRM tool. With this functionality, sales teams can predict future sales revenue accurately and make informed business decisions. Sales executives can use forecasting data to identify potential risks and opportunities, adjust sales strategies accordingly, and plan for future growth.
Salesnet – A Great CRM Tool:
There are many CRM tools available today, but one that stands out from the rest is Salesnet, a division of RightNow Technologies, Inc. Salesnet provides all the essential capabilities discussed above, as well as several other features that make it an excellent choice for sales teams of all sizes.
Salesnet’s user-friendly interface makes it easy for users to manage their sales pipeline, track activities, and forecast revenue accurately. The tool also offers robust reporting capabilities, which allow managers to gain insights into team performance quickly. Customizable dashboards provide a comprehensive view of the entire sales process, from lead generation to deal closure.
Another significant advantage of Salesnet is its flexibility. The tool can be customized to match any business’s unique needs and workflows. This flexibility ensures that the tool is optimized to drive results for each specific organization.
Top Resources and Information for Sales Professionals:
In addition to using a powerful CRM tool like Salesnet, sales professionals can benefit from leveraging various resources and information to stay up-to-date with industry trends, best practices, and new sales techniques. Some of the top resources and information available include:
JustSell.com provides free articles, ideas, and concepts related to sales, marketing, and customer service. The site covers a wide range of topics, including lead generation, prospecting, negotiation, and closing deals.
InfoUSA.com is a source for targeted prospect lists. Users can search for leads by industry, location, job title, and other criteria to identify potential customers who are most likely to convert.
Monster.com and SalesJobs.com are both great resources for finding talented sales professionals. These sites feature job listings from companies across industries, making them a go-to source for job seekers and employers alike.
Raindance.com and Webex.com are two excellent options for online conferencing. These tools allow sales teams to conduct virtual meetings, webinars, and training sessions with ease. They are especially useful for remote sales teams or those who frequently work with customers in other parts of the world.
TVWorldwide.com is an excellent resource for live streaming and developing video training. Sales teams can use this site to create engaging video content that educates prospects and provides valuable insights into their products or services.
CRM tools have evolved significantly in recent years, providing sales teams with powerful capabilities to manage their sales process and forecast revenue accurately. Salesnet is one of the best CRM tools available today, offering all the essential capabilities discussed in this article and more. Additionally, sales professionals can benefit from leveraging various resources and information to stay up-to-date with industry trends and best practices. JustSell.com, InfoUSA.com, Monster.com, SalesJobs.com, Raindance.com, Webex.com, and TVWorldwide.com are just a few of the many resources available to sales professionals. By integrating these tools and resources into their sales strategy, sales teams can drive better results and achieve lasting success.