3 Rights that Mean Your CRM Is Working
There are three key things you must get “right” in order to have a highly functional CRM for your business: Ensure the right people have access to the right information at the right time. Let’s take a closer look at each of these “rights” and make sure your CRM is optimized:
The Right People Have Access:
Here’s a scenario – customer service can see performance statistics on salespeople but can’t see customer sales history; salespeople can see overall response time statistics but can’t see their customers’ individual complaint and resolution history. This and similar situations can be remedied with individualized dashboard set-ups with appropriate employee user permissions. The ability to specify criteria for contractor and customer access is also a critical part of your secure CRM. Automated processes allow you to specify the right people, who can do what, giving data access to the correct team member.
The Right Information:
Most workers today don’t remember the “days before the database” – rifling through reams of paper in endless file cabinets to find the exact document you need. That said, some CRM implementations almost seem to re-create that situation, with poor search engines, difficult duplication processes, and file hierarchy that makes no sense. Your teams need the right information in order to stay on top of leads, prospects, customers, and product fulfillment. Your CRM should not only easily access the right information, it should be prompting your employees to enter the right information into the right fields, keeping your data cleanly organized. Plus, an efficient multi-channel CRM pushes and pulls information from all important sources, including social media, chat, phone, and email.
The Right Time:
How do your salespeople know what to do at every step in your product pipeline? Keep your sales process moving with an action sequence customized for your business. Your CRM can guide users through the actions they need to take – and when. Timing of important tasks is automatically fed to the sales team so quotes, follow-up calls, and other activities happen when they should. Many CRMs have process drag and drop features to connect and order your sales process. Shift timing requirements as needed and test out the best process to maximize your product sales. As each stage is marked complete, management and the sales team can see where each prospect or customer is waiting in the pipeline, and make sure no one falls through the cracks.
You need a CRM that helps you sell smarter, better, faster. Does your CRM do that by ensuring the right people have access to the right information at the right time? For over two decades AspenTech CRM has helped hundreds of companies find and implement a system that gets it right. Let’s create a CRM that meets all your unique business needs – get in touch today at (866) 880-4228 or by clicking on the link here.
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