How to Use a CRM to Bolster Sales
- 1). Analyze your CRM data. Go beyond the raw numbers and concentrate on the demographics and buying behavior of your database. The numbers, while helpful, have limitations of which you must be aware. You can help reach your goal of increasing sales using historical numbers. Manage your CRM database by developing insight into how the system's numbers relate to your customers' needs, wants and forecasted future buying habits.
- 2). Create a marketing campaign targeted to your customers' forecasted buying habits. Depending on your industry, your customers may be "habit oriented" buyers, allowing you to use your CRM historical numbers as an accurate forecaster of future sales. Other industries attract "cutting edge" customers, who consistently want the newest, most advanced products. Focus on the trends your CRM data indicates and target those tendencies with your sales campaign.
- 3). Launch your new sales campaign from within your CRM software, if possible. For example, you can launch Microsoft Dynamic CRM right from Outlook. This feature puts your CRM data for sales and/or customer service right at your fingertips and in real time.This step keeps you plugged into current data and the most up-to-date customer information. Should you need to modify your marketing plan quickly, you'll do so with the most relevant data to help your strategy succeed. Use your CRM system to help you increase your response and sales rates as your plan progresses.
- 4). Track and analyze your results diligently. If possible, tie in your CRM marketing to your sales modules to deliver valuable and timely information to your sales staff. By launching your marketing plan from your CRM system and delivering timely information to your sales department, you should have valuable tracking data to help you bolster sales by using the most up-to-date results to perform your analysis.
