Sell Smarter, Not Harder: How to Choose CRM Software
If you’re still using one-size-fits-all Customer Relations Management software, your small business is probably suffering for it. Your salespeople are roadblocked; information isn’t coordinated between departments, leading to delays and duplications of effort; and sales opportunities fall through the cracks.
These days, there are many software options tailored to specific industries and sales processes. So many, in fact, that making a choice can be overwhelming. Here’s how to analyze what you need so you can choose the best tools for your business.
- How many stages in your sales process?
Map out the prospect’s journey through the sales funnel, with input from your reps and marketing team. If it takes 6 steps, then your software should be capable of tracking the customer through each one.
- How do you acquire leads?
Your CRM software should make it easy to track the source of every lead. Having the ability to gauge marketing efforts into a single platform is key. Track traditional marketing efforts with a business card reader app, that imports contact information digitally.
- What activities do you want to automate?
If you send out email campaigns to sales leads, choose a system that does so automatically when the new lead is added, or at defined times and stages.
- Data Accessibly
Should members of the sales team be able to access each other’s data? Do you need to keep some data secure, only accessible by designated users?
What kinds of reports should the software generate? How easy will it be to export or extract data from these reports?
- How much integration do you need?
A CRM system that ties in with your business management software can save you even more time and effort. Say you’re a landscaping small business. Your sales team sends approved quotes to the scheduling department, scheduling sends the info to the work crew, and the work crew sends it to the accounting department to generate an invoice. So you’d want a system that integrates all those departments, eliminating the need to enter the same information multiple times.
If you operate in multiple locations, a cloud-based system may be a great solution for you. In the landscaper small business example above, work crews could access scheduling and materials updates on their mobile devices while they’re in the field.
This is just one of the many reasons why Xendoo uses cloud-based accounting software for its small business services and solutions. It leverages the power of technology to deliver faster, more accurate and more responsive service — just as your small business does with your customers.