Make no mistake about it, CRM software, like ACT!, HubSpot, Salesforce, and ZoHo, will make its biggest impact on your sales team. Your sales representatives will have to change their daily routines to incorporate the software.
And that's not a bad thing. Instead of relying on memory to prepare for a client meeting, sales representatives will be able to refer to the data collected by CRM software. So instead of thinking "I think he likes to buy X product during this time of year," they'll know that a specific client places an exact order on the third Friday of every month.
A recent Small Business Trends article talks about the impact CRM software makes on sales teams. According to the article, the software makes sales representatives more effective at closing sales:
"With CRM, your sales team will be effective at attracting prospects, closing sales, generating qualified referrals and managing existing customer relationships. Your business will grow in revenue by utilizing a CRM application that helps you track sales activity, lead generation and customer status — capitalizing on the data management power CRM delivers."
Now, we should also mention that this is only the case if the CRM software is implemented correctly. If it's not, then sales representatives won't make it a habit to refer back to the data. The software will be there, but no one will use it to its full advantage.
If you implement CRM software correctly, however, your sales representatives will be more informed and better equipped than ever. Once your sales increase, you can start to focus on the other uses of CRM software, like its role in a marketing campaign.
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