CRM: Tools for your Sales Team (Part 4)

Customer Relationship Management (CRM) systems like Salesforce are designed to streamline and automate data management to enable your company, and ultimately your sales team, to work more productive hours. Although a lot of the software tools in Salesforce can be customized to suit any business, there are some that are very well suited for companies with teams of individuals dedicated to contacting customers and managing accounts. These tools can be broken down into two major functions: Activity Management and Communication Management.

Whether you’re a big company with hundreds of employees or a new business with only a handful of sales associates, the Salesforce Activity Management programs help your team juggle large amounts of data with relative ease. CRM systems like Salesforce give individuals instant access to relevant customer and business data through multiple channels. You can easily set up these systems to work though email and even through mobile devices.

In fact these interconnected email and mobile programs are an essential part of the versatile communication channels available through CRM programs such as Salesforce. Some of these programs allow you to create a library of pre-approved email templates that your sales team can use to effectively communicate with customers. Not only will this give your team more time to spend with each customer, it also gives you more control over the online sales dialog. You can also use some of these same tools to track customer response to email notices and compile data to analyze the effectiveness of these online tools.

The CRM Communication Management tools in Salesforce also allow you to implement your own letterhead into online graphics and emails, giving your clients visual reminders of your business while maintaining consistency in the appearance of your emails. These same email tools give you access to relevant up-to-date customer data you can easily attach to each transaction.

In addition to communication tools that enhance company-customer interactions, Salesforce incorporates similar programs into tools that employees can use to communicate more efficiently with one another. For example, the time management tools in Salesforce integrate data, reminders, and alerts to help keep each member on task and focused on short and long term goals. You can set these Salesforce tools to automatically assign tasks to specific sales associates with activity templates to help the associate track progress. These same tools can be used to help sales members collaborate on projects and schedule necessary meetings at any time.

The Salesforce CRM is also set up to help your company schedule reminders and set appointments. Some of these tools work much like online calendar sharing in which you can post activities and permit selected individuals to view them. Unlike these online calendars, however, the Salesforce calendars are directly connected to the CRM tools and allow you to automate task and project deadlines by linking them through the Salesforce system.

Larger companies can use CRM tools to divide their sales associates into teams and designate tasks and representatives for each team. Each team can have representatives through the system and each member of the team can have separate security settings for specified access to data and information. In addition to security, the team management tools allow managers and executives to easily analyze the overall productivity of each team and detailed activity history, both of which can help in planning for future sales.

CRM programs such as Salesforce are ultimately designed to give you all the tools you need to run your business faster and more efficiently. By giving your sales team tools that promote better communication with the customers and each other, you help build a dependable, consistent system that can grow with your company. The flexibility of CRM programs is beneficial to both you and your employees. Easy tools means that sales associates can be more productive, and improved productivity means a more efficient business.

This is the fourth in a series of articles about CRM. Next week: The Advantages of CRM for Sales Managers.

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2 Responses to “CRM: Tools for your Sales Team (Part 4)”

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