Relationships between sales representatives and customers are crucial for businesses. While it's more of an old-fashioned strategy, some companies still rely on these relationships for future sales.
It's okay if companies have this strategy, but they have to invest in order to fortify it. Placing the entire weight of a business' sales on the shoulders of sales representatives just isn't fair. You can't expect them to memorize each little detail about clients and close every sale.
You can, however, support sales representatives to lighten their burden. Sales tools, such as ACT!, Hubspot, or Salesforce (CRM software), make it easier for sales representatives to stay organized. This way, they can look back on information about the past sales of a client and utilize it in future negotiations.
A recent Small Biz Trends article talks about the benefits of CRM software. The article explains how the software can help keep representatives organized by creating a contact list and making information easily retrievable:
“When dealing with hundreds or even thousands of customers, it’s easy to become disorganized and overwhelmed. Fortunately, the right CRM software makes it simple and intuitive to keep customer information organized and retrievable. By maintaining a contact list, it gives you quick access to a wealth of information like customer email, telephone, buying history and birthday.”
CRM software takes some of the weight off of sales representatives' shoulders. They no longer have to memorize and record each sale or order. The information is organized and presented in a way that's easy to interpret and understand.
Companies can still rely on their representatives for sales. An investment in CRM software simply hedges this bet. Sales representatives are better equipped to do their job, which should translate to more sales for the company.
If you are interested in CRM software or would like to keep your sales representatives organized, contact us.