February 26, 2021
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Customer relationship management (CRM) software helps automate and manage the customer lifecycle for sales and marketing departments. CRM software combines customer information into a single repository so that users can better organize and manage relationships, automate shared processes, and provide tools for monitoring performance and productivity.

10 main functions of CRM

1. Contact management

The program must store contact information such as names, addresses, and social network accounts in a searchable database.

Recommendation: Almost all CRM systems have this feature. We suggest looking at each one for convenience and ease of use, data filtering methods, and field placement.

2. Tracking interaction

Add notes and track your interaction history to document conversations with specific contacts.

Recommendation: when comparing solutions from a small list, think about how many times a potential customer will change decisions, when tickets will be moved through your sales funnel, and how all participants will see how to change a particular process.

3. The management of the company

Control the process of converting a potential lead into a customer (interest) by identifying, evaluating, and moving interests through the sales funnel.

Recommendation: the key here is to ensure that the lead management process in your CRM tool proceeds and moves in a way that you do not waste time on leads that are not interesting for your business. Ask your sales team to test all the SOFTWARE in the list with you.

4. Email Integration

Integration with email, such as Gmail, Outlook, Yahoo, etc., allows you to manage and segment your contact lists, as well as a centralized hub for internal Cross-functional interaction.

Recommendation: think about who your team interacts with first. If employees are not used to working together within the app, you can prioritize CRM software with email integration capabilities.

5. Document Management

Collect, upload, store, and share documents in a centralized location, making it easier for all participants to access information.

Recommendation: document Management is a great CRM feature if you have a large team involved in your marketing and sales funnel.

6. Management proposals

Recommendation: how your business pays priority attention to this specific functionality probably depends on what kind of work you do. If the nature of your products / services often requires changes in prices and offers, then centralizing this process in your CRM software is a convenient and useful feature.

7. Managing “narrow necks”

Keep track of the entire sales funnel, as well as the status/progress of each individual stage.

Recommendation: If you have a longer sales funnel, it would be a good idea to prioritize this feature when purchasing CRM software. This feature will help you respond to bottlenecks in time and make the right decisions.

8. Workflow automation

Automate repetitive tasks by creating workflows that trigger actions or send reminders about subsequent actions.

Recommendation: workflow automation is often a feature of CRM software that is available as an update. While you are buying software, think about how many automated repetitive tasks within the sales funnel will free up team members to perform more subtle tasks. Is this benefit worth the extra cost?

9. Reporting / Analytics

Get regular summary reports on sales Department or sales representative performance (for example, on a daily, weekly, or monthly basis.)

Recommendation: with the reporting and Analytics features, you can run reports based on factors such as geography, funnel stage, and even individual sales team members. This level of detail allows you to effectively troubleshoot problems as they occur and maintain a deep understanding of the entire sales process.

10. Forecasting

Create forecasts for future sales figures or projected revenue based on past and present data / trends.

Recommendation: do you want to use existing data to forecast upcoming quarters and even new territories? The forecasting feature allows your data to work for you, allowing you to make objective and informed decisions about the future of your company.

Following the results

Every business is different from others! Think about your sales team and the sales process when you buy CRM software. And while you’re at it, don’t forget to think about how the chosen software will integrate with any existing marketing automation, email, and social media software. a network that you already use (or are looking for CRM software with these built-in features).


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