4 Must-Have CRM Features to Enhance Sales Efficiency

Marketing Team
Published on April 12, 2022

Key CRM Features

Customer relationship management (CRM) software usually includes the same fundamental CRM functions: data collecting and reporting for customers. However, for most firms looking for CRM essentials will not suffice. The CRM capabilities that go above and beyond the fundamentals are where your company may benefit from the program. Every organization can benefit from unique, must-have features among the many types of CRM solutions available. Let's look at these features and explain why they're vital to have in your CRM.

  • Increased Sales Leads
  • Improved Decision Making
  • Enhanced Data Security
  • Increased Efficiency

Data Insights

Every CRM has reporting capabilities, but you'll want one that goes beyond basic reports to deliver unique business insights based on customer data. It can provide valuable information to your company, such as which consumer categories are the most profitable. These insights also reveal the most effective sales and marketing methods, as well as vital sales management data like typical closure ratios and the number of leads in your sales funnel. This type of data intelligence can even teach salespeople how to be better salespeople by supporting customer interactions through outreach reminders, automated emails, and to-do lists, as well as identifying the prospects who are most likely to convert into sales. CRM analytics may also help you understand client satisfaction by detecting both positive and negative signals depending on their activities. Open cases, inbound and outbound calls, and conversation topic matters can all be used to determine whether a customer is receiving their money's worth or is experiencing trouble after the issue.

Reporting & Dashboards

With more data than ever before, there are more options than ever to go into the numbers, figure out what's working, and obtain a clear picture of sales predictions and new business opportunities. Your organization is more likely to lose out on opportunities to enhance efficiency and find areas where better judgments may be made if this data is not accurately analyzed. As a result, win rates and conversion rates may suffer, and the sales cycle length may lengthen. However, if sales managers and their sales executives have to do it manually, having all of this data under control and in a format that can be easily comprehended might take a long time. Your sales force will be able to take a systematic approach to close more offers by integrating all of this data into a CRM system. In Dynamics 365 CRM, for example, you can create a live picture of your sales funnel that is available to your whole sales team and can be used for a better plan. Individual users can also design their dashboards to keep track of their daily activities and forecasts.

Lead management

Lead management was an obvious option for this list of must-have features to assist enhance your sales productivity because it is the greatest tool for capturing and organizing your leads. Your sales team may efficiently generate new business without compromising the quality of your main CRM database by having a dedicated lead database that is completely integrated with but separates from, your main CRM database. Leads are automatically acquired from sources of your choice, such as web forms, page visits, social platform interactions, or live chat tools, with a lead management solution and listed in the CRM database. Your sales team can collaborate with marketing to develop a lead scoring strategy that assigns the appropriate score to each encounter automatically. Sales can swiftly prioritize follow-up efforts to focus on the most promising leads, and marketing can figure out which materials are the most effective. If a prospect passes your qualifying procedure, your sales reps may promote them to your CRM with a single click while still having access to the complete lead history.

Unified View of Customers

This is what a CRM is all about, and why a company should invest in CRM software. The CRM database serves as the repository for all customer data in your firm if you have a unified perspective of your customer. Each customer's basic contact information is stored in a CRM. In addition, the CRM should record all information and all interactions the customer has had with the company. This includes calls made by both the consumer and the company, any email correspondence, and the status of the conclusion of each encounter. Employees can provide consumers with a seamless experience in every engagement if they have this customer history on hand. Each customer's level of interaction with various marketing strategies, ranging from opening direct marketing emails to visiting the company's website is noted. Customer segmentation, lead nurturing, sales and marketing performance are all aided by this data. CRM will update you about what stage of the sales cycle each client is in. For example, the CRM should show which potential customers converted to leads.

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