CRM Tracking System Improves Sales Performance

Integrated CRM Tracking System Grants Great Sales Advantages

Sales can be a tough gig. It requires a special balance of determination and humility. You have to know when to push the deal and when to back off. Many salespeople are naturally aggressive and love interacting with people, which can be a double-edged sword at times. They are always excited to close a sale, but that energy can sometimes overwhelm a potential customer and push them away from making the deal. When that happens, it’s important to step back and reflect on why the sale was lost. The salesperson must be able to recognize exactly when the customer decided to pass on the opportunity, and what factors contributed to the decision. Perhaps the customer expected a lower price or a special promotion. Maybe the salesperson’s tactics put too much pressure on the customer to make a purchase quickly. There can be any number of reasons why a sale goes south. Without a CRM tracking system, you may never find out just what those reasons are.

Learn From Your Mistakes and Improve with CRM

A good integrated customer relationship management (CRM) solution can help salespeople identify those reasons and improve their sales strategy accordingly. Most small and mid-sized businesses (SMBs), especially those in the industries of wholesale distribution and retail, already utilize some kind of CRM software for sales and customer service, but they have to be sure that the software is capable of handling the vast amount of information required to allow the best possible customer experience. Because today’s customers generate more essential data than ever before, an ERP system must feature fast and powerful analytics software. Live analytics should play a critical role in sales strategies, because a customer’s data can change at the drop of a hat.

A CRM tracking system with real-time business analytics creates an accurate database of virtually every bit of information an enterprise could possibly want about their customers, no matter how quickly it changes. It informs the salesperson of customer’s demographic, purchase history, and even social media presence. It can also track previous interactions with customers and create a record of successes and failures for easy reference. With these insights, the salesperson can plan their sales approach to fit an individual customer. They can easily accommodate the customer’s personality and adjust their sales pitch to meet that customer’s unique needs. When a salesperson documents what works during a sale and what doesn’t within their CRM tracking system, they provide an advantage to the next salesperson who will reach out to that customer.

The strategy of studying failure to improve performance is common beyond the environment of business. No matter your vocation, there’s a lot you can learn from defeat. Professional athletes watch clips of past games to discover which of their own skills they must work on before their next outing. Students check their work on old exams to identify concepts they need to understand better. In these cases, the performer has access to information that is vital to the process of self-improvement. When it comes to sales, that information can only be obtained when it is readily available within a CRM tracking system.

CRM and ERP Integration Empowers Sales Strategies

CRM software is an excellent resource for sales data, but it can also improve sales performance in other ways. The right CRM software can not only inform a salesperson how a specific customer prefers to be approached, it can also significantly strengthen the sales strategy with vast information. When integrated with other enterprise resource planning (ERP) software, such as accounting or inventory modules, the CRM can provide immediate access to data from every area of the business. The salesperson can easily delve into the warehouse database system to learn about products and share precise info with interested customers. They can also use accounting data to create promotions and discounts for individual customers based on their sales profile. Armed with extensive knowledge and flexibility, a salesperson can easily cater to the customer without pushing too hard or unknowingly offering them a bad deal. CRM software drives sales by improving the customer experience at the core, granting businesses the ability to bend to the customer’s needs without snapping.

World Class Integrated CRM and ERP Software Solutions and Services

SMBs and distributors in Florida know they can rely on Cornerstone Consulting for all of their ERP software needs. We are an IT consulting firm specializing in business optimization through integrated software and technology designed for growing enterprises. We have provided mid-sized wholesale distributors, retailers, and manufacturers all over the United States with unparalleled ERP implementation, integration, and configuration services, fostering streamlined and simplified business processes, boosted efficiency, and rapid growth.

Cornerstone is an award-winning value-added reseller (VAR) of SAP Business One, an ERP solution chosen by SMB leaders all over the world. If you’re interested in experiencing firsthand what SAP B1 can do for you, or learning about our special ERP software discount for growing businesses, connect with Cornerstone’s certified SAP Business One consultants today!