A custom CRM can help you increase sales and win more clients. Adapting your CRM to your sales process can save you time, improve your marketing, and help you to systemize what you do best.When it comes to CRMs, the benefits you receive are proportional to the amount of effort you put in. If you don't define your process, you'll end up with bad data and poor performance.Customizable CRM software also boosts reporting, as insights tailored to your organisation give you a better chance of success by allowing you to pinpoint exactly what needs to be improved.
This article is intended for sales and marketing professionals looking to systemize and improve their sales processes. It describes the possibilities for customising your crm setup for business and how you will benefit as a result.
What Exactly is a Customizable CRM?
Improving your sales process is critical to achieving results. Your CRM should be optimised to match that process so that you can make your sales team's lives easier and get better data.CRMs that are customizable enable you to add features or make changes to better meet the needs of your business. This includes things like updating pipeline stages and defining what data is collected about organisations or customers.
CRM customization begins with your goals and needs.
Your sales process is where customization begins. Consider each stage of the buyer journey and how it can be best captured: what information should salespeople be recording? What are the critical steps in the procedure?
11 Advantages of Customizing Your CRM
This section includes suggestions for how to customise your CRM as well as the benefits of making these changes.
Create your pipeline
The stages in your sales pipeline should reflect your sales process, both in terms of the steps potential customers take as they progress through the pipeline and the likelihood of closing deals.Customizing your pipeline allows you to accurately track sales and encourages salespeople to use best practises.Looking back on sales conversations is a good way to break down the process into steps. This may include discovery calls, product demonstrations, and proposals. It varies by business, but typically consists of four to seven stages.
It's a Good idea to Include The Following at Each Stage of your Sales Process:
- The stage's title
- What is required to get a deal to this point? (eg. completing a demo)
- The likelihood of completing transactions
- The final point is critical in determining your weighted sales pipeline (the value of deals you're likely to close based on what's in your pipeline).
- Make several sales pipelines.
Your company may sell a variety of products with distinct sales processes. Consider separating these revenue streams into different sales pipelines in this case.This means you can have distinct deal stages and success expectations. It also means that you can easily report on the various areas of the business.Assume you sell computer hardware and provide IT consulting services. It's likely that the stages deals go through and the time it takes to close deals differ. You might also want to easily see how much consulting work you're likely to win from non-customers and people compared to people to whom you've already sold hardware over the next quarter.
Improve your lead generation procedure.
Leads are typically added to the CRM as opportunities. Someone may contact you through your website or provide contact information when downloading a guide.
- Important lead information to gather includes:
- source of information
- The "warmth" of the contact
Whether it's a qualified marketing or sales lead, Tracking where leads come from is essential because it allows you to determine which sales and marketing tactics are effective. Using a list for your deal source instead of allowing people to enter text simplifies reporting. Someone who has responded to a marketing campaign is referred to as a marketing qualified lead. A sales qualified lead is a prospect who has indicated a desire to become a paying customer.
Developing sales Strategies based on data
Once you've configured your perfex crm customization estimate to collect specific data, it can provide a wealth of information about your sales process and how to improve it.Drilling down into the data to see behaviour based on characteristics aids in the identification of opportunities. Customers in a specific area or vertical may respond particularly well to a campaign or new product. Alternatively, there are unexpected demographic details that predict deal size.
Enhance Reporting With a customised Dashboard
Sales reporting is an essential component of business growth. Refining reporting data allows the team to focus on the important things, while having access to real-time data allows you to respond quickly.
Here are seven components of a sales KPI dashboard.
- new bargains
- Deals closed
- Lost motives
- Average time to close a deal
- Average transaction value
- Conversion of a funnel
- Open deals according to stage
Sales dashboards can be designed for a variety of purposes. You could have an overview dashboard that everyone can use to track progress, as well as individual dashboards for salespeople who want to concentrate on their own activity.CRMs such as Pipedrive enable you to personalise your insights and reports. You can also filter reports based on custom fields, such as average time to win deals by lead source or deal size by region.If the data collection is done correctly, the potential for insights is limitless.
Customize Notifications and Alerts
We've all experienced the anxiety of not following up on deals quickly enough or of losing sales because we missed steps in the process.CRM notifications ensure that you do not pass up opportunities. Receiving a heads-up when a deal is about to expire or a nudge when an activity is due prompts people to complete tasks, and staying on top of that communication increases your chances of success.
It is critical to tailor your CRM so that these notifications correspond to your sales process.Investing in a large corporation? A lengthy sign-off process may lengthen the time it takes to pursue a proposal or mark a deal as rotting. Similarly, B2B sales of products to small businesses may rot faster because they require supplies right away.
Modify the Permissions and Security Settings
Permissions grant users the ability to access and edit various types of information.You may have less experienced team members working on data entry, but you do not want them to change critical data. Similarly, you can protect your data by preventing anyone other than administrators from downloading entire data sets.
The most basic method of managing access is to create permission sets for specific groups of team members. Customizing your permission and security settings improves data security and lowers the likelihood of data loss.
Should we order a custom CRM?
Custom CRMs are designed for specific businesses, allowing them to specify every aspect of how the CRM operates.
However, developing a CRM from scratch is costly. Using a customizable CRM is typically the best option, especially for small businesses.
The important thing is to ensure that the CRM you choose has the functionality you require to effectively execute your sales process.
Last Thoughts
The foundation of growth is the refinement and systemization of your sales processes. It increases your chances of winning business and aids in the training of new salespeople.That is why it is critical to personalise your CRM to reflect your sales process. It's pointless to work on your buyer journey or gather prospect information if your CRM can't capture that value.
It's also amazing how much time a properly customised CRM can save you. Salespeople only need to enter valuable data, marketing has a rich data set to target prospects, and custom dashboards supercharge your reporting. That means you'll need to find the most adaptable CRM.
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