Customer relationship management (CRM) software is now broadly accepted as a staple of modern business software. However, some people don’t yet fully understand the role of sales intelligence in complementing your CRM. Without proper sales intelligence, it can prove difficult to make the changes necessary to main sales revenue growth. When salespeople spend much of their time conducting research, they may not have enough time to give adequate attention to sales calls.
Research has demonstrated that the average sales associate can spend as much as 25 percent of their time conducting sales research. Besides simply gathering information, salespeople often spend a lot of time evaluating data, organizing data and making manual updates. Even if a salesperson is apt in the use of traditional database management, these types of tasks can take people away from their primary business functions. According to reputable sources, corporate sales associates may spend as little as 35 percent of their time engaged in actual sales calls.
Sales intelligence software can automate and streamline many routine information tasks. The best software of this type is intuitive and easy for your staff to master. With a highly-rated sales intelligence package, you have many options for increasing your organizational efficiency. For example, you could configure this software so that it automatically stores and categorizes all customer communications. This typically includes all emails, sales documents and information gathered at sales events and other real-world meetings.
By automating and systematizing how your company handles sales intelligence, each sales associate can instantly access a wealth of information that can assist in closing a sale fast. With more information at their fingertips, salespeople can more accurate identify customers that are likely to purchase again in the future. Naturally, very experienced salespeople can often make accurate predictions without the use of cutting-edge software. Modern CRM and sales intelligence tools simply level the playing field so all of your sales associates can perform on more equal footing. Companies that adapt to new methodologies sooner are typically better able to stand up well to stiff corporate competition.
Relevant sales intelligence data may include notes about clients’ corporate culture and their activity rate. As you document and save information about your customers, this means that your sales associates won’t have to ask the same basic questions every time they initiate contact with the customer. This in turn makes it is easier to build friendly relationships with clients. Additionally, notes like these provide continuity when your sales staff changes.
Over the course of multiple sales calls, your organization can gradually accrue a fuller picture of how your client’s company works. For example, it sometimes takes several calls to identify key influencers on your clients’ organizational charts. Without adequate sales intelligence gathering, different members of your sales staff might have to replicate this work several times. This is the exact type of inefficiency that can easily drag down company revenues. If you are looking for a well-designed CRM software package, you’ll probably want to review online resources that rate the best sales intelligence tools.