Insights for Running Better Business

A Sales Process can be compared to a diet. The world is full of different nutritional guides and diets from simply eating everything, to very restrictive diets to help manage a chronic disease, such as a gluten-free diet. While you could simply grab and adopt one of these diets as-is for yourself, it will work, but you’ll find that over time, you'll get more attuned to your own needs, and modify the diet through observation, testing, as well as accommodating for your changing preferences and how you’re reacting to the diet.

Without a formalized Sales Process in place, sales reps are left to their instincts, supported by what worked for them in the past. Each sales rep follows their own steps, and gradually tweaks as required. When things go smoothly this works fine, however when things don’t, issues can arise. This also isn’t very effective when considering bringing new sales team members on board and getting them up and running in a timely manner.

When a business wants to grow it needs to be able to scale up: find more leads, support more customers, and onboard new employees. Trying to grow without being prepared to do so can be a one-step-forward-two-steps-back mistake.

One of the keys to being able to scale up is the Sales Process, yet many business never take the time to map and strategize around it.

When a business starts and it only has a few customers it’s simple enough to rely on your memory, your inbox, and handwritten notes to keep track of any progress you are having with your leads or customers. As the business grows so does the need to keep any update organized and easy to find. 

Customer Relationship Management (CRM) solutions allow businesses to establish and maintain strong relationships with sales leads and customers for the ultimate purpose of driving sales and increasing profitability.

CRM software also collects and processes customer data to help businesses identify trends and make more informed business decisions. If you're thinking about selecting a new CRM solution for your business, here are six features every CRM should offer.

Salesforce.com believe they offer the only CRM that provides customer success, incorporates Social innovations; has a mobile version; uses proven technology; or was designed for the cloud. I mean... seriously?