Sales management software can help you to automate your sales force and actually increase your conversion ratios from leads to sales, which increases your profitability.
Increase Sales Conversions
When you use sales management software effectively, you have information at your fingertips that can tell you at a glance which inquiries are ready to be converted into buying customers right now.
This kind of instant qualification can seriously increase the productivity of your sales team, as they’ll know which inquiries they should be working on right now and which customers aren’t ready to buy just yet.
Track Sales Targets
There’s no point in worrying about missed sales targets at the end of the month when those statistics can’t be changed. However, by using sales management software you can track your progress throughout the month so you’ll always know whether you’re on target or not.
This can help you to effectively manage your sales staff as they’ll also know what they need to do to keep on track each month.
Improve Marketing Effectiveness
While most businesses attempt to ask incoming inquiries about how they heard about the business, this kind of tracking is not always the best way to monitor the effectiveness of your marketing campaign.
Sales management software can increase your knowledge about what prompted each customer to make an inquiry. You can then use that knowledge to replicate successful campaigns or tweak any marketing efforts that aren’t performing as well as you’d like.
Sales Team Accountability
Aside from tracking the sales targets for the entire business, you can also run reports on each individual staff member. While rewarding high-performing sales staff is always a good motivator, encouraging those members of the staff who might be having difficulties could help to increase productivity.
By having access to sales management software, you could begin to isolate any areas that under-performing staff members might be having. By recognizing them and then focusing on training to overcome those problems, you could easily increase the effectiveness of even your low-performing sales staff.
Having a way to categorize each client throughout the sales process means you can control each deal at every stage. You might have customers who are interested in buying but don’t have access to funds right now. This allows you to work on alternatives to turn that inquiry into a sale.
You may have customers who have placed orders, but the goods haven’t arrived or weren’t shipped to the right place. You may also have other customers who are having a hard time with your after-sales service.
These forms of tracking can help you to keep on top of which customer is stuck on any particular stage of the sales process.
Customer Contact Management
Keeping a database of customer’s contact details is a good start, but are you capturing the right information? Your business’s past customers are your best source of new business, so having access to their buying habits and their preferences can mean more than just knowing what they bought from you.
You’ll also know which products they might also be interested in buying so you can aim for direct marketing information to suit those needs. You might also want to encourage feedback from customers so you’ll know what they liked and what they didn’t. This gives you an opportunity to improve service.