CRM in Sales
Customer Relationship Management systems can help sales teams achieve their goals by providing insightful customer information at the most critical points in the sales process.
Posted Oct 14, 2014
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Customer Relationship Management (CRM) software can help salespeople gain insight into their sales pipeline to more easily recognize unqualified leads, highly qualified leads and everything in between. Before calling a long-standing customer (a highly qualified lead), a salesperson can log in to the CRM system and check the client’s order history to determine the best sales recommendation to make. This is one of the original capabilities of CRM technology. Today, however, there are some emerging CRM sales solutions to consider.

It’s no secret that salespeople love to use their mobile devices, and CRM vendors know this. Already, vendors are coming out with mobile-first productivity solutions that leverage existing smartphone technology to send salespeople relevant alerts and facilitate data capture throughout the sales process regardless of where they are at the moment. Sales force automation for smartphones and tablets, while in its early stages, is on the radar of most sales teams.  Read more about these developments and others in our feature story: Could Mobile CRM Solve Field Sales' Biggest Problems? 

There’s probably no better example of how mobile devices are being leveraged as sales tools by salespeople and customers than in the retail industry. Tory Burch, The Limited, and Nordstrom are all experimenting with innovative mobile and social tools that create deeper customer engagements and enhance the shopping experience.  Consumers who shop online have become accustomed to seeing reviews and detailed product information and recommendations. They now want those same experiences in the store.  For more information, read the feature story: Retailers Bring the Digital Experience In-Store.

Salespeople succeed or fail based on their numbers, but sales managers now have plenty of technology options to help their staff achieve their goals.  They can motivate their employees better with with accurate and finely tuned compensation plans, they can urge them to complete training sessions through gamification, and they can provide collaboration tools to share and standardize knowledge.  To learn more about these solutions, read the feature story: Sales Management Tools and Trends to Watch.

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