In any department the starting point is that only what can be measured can be improved. Therefore, to improve performance, you must be clear about the indicators to measure. That is exactly what a CRM for salespeople does: a system to see in real time what is happening within the sales cycle, to be able to correct in time the behaviors that are harming the business and get salespeople back on the right path.
In this article you will find the information you need to choose the right CRM for your work as a salesperson, and we will also tell you how to use it to improve your productivity.
In this article you will find
What is a CRM for salespeople?
A CRM for sales agents is a sales and customer relationship management solution. It serves to manage all areas of the commercial process, with the objective set on attracting prospects and satisfying portfolio clients.
The relationship between the commercial team, which is the sales force, and the client, is essential, because the sellers are the visible face of the company. A solution that optimizes operations will ensure the best results.
How to use a CRM for salespeople?
The real-time visibility of the processes makes CRM an essential system for the seller. To know how to use it and get the most out of it, we must know the tools it puts at our disposal. We present them to you in the following table:
The commercial’s dashboard
With the CRM the seller will have a history of the activities carried out and will be able to plan future ones. The dashboard makes all scheduled activities, appointments and calls available to the salesperson on a single screen : a simple and safe way to not forget anything. Not only that, but the seller will have: a summary of the activities carried out, an overview of the status of open opportunities and their expected closing date, a graph to check the trend of their orders and billing. Tasks uploaded to the CRM will also be visible from the calendar.
The contact book
Essential module within a CRM for salespeople. Once the seller has started recording their activities, tracking them will undoubtedly be easier. To develop relationships with new prospects or portfolio clients, the salesperson can organize his agenda and associate all the information with each contact: status and origin of the contact, sales stage, function and much more: tasks, appointments, notes, sending emails, sales opportunities (with an indication of the amount and the expected closing date), budget proposals, sales negotiations, etc.
The client file
With the CRM, the salesperson has a 360° view of the client : in the file they will have complete and always updated data, the schedule of activities and notes related to the company (to plan and share information); and, above all, the documents generated. This feature provides the agent with additional insight into administrative tasks, of which he or she typically has limited knowledge.
Management of sales negotiations
The objective of a CRM for salespeople is to help increase the number of customers and revenue. Therefore, managing sales opportunities is a key point in the salesperson’s work process . Sales stages can be configured according to the type of business or the habits of the sales team; And not only that, but forecasts can be made: salespeople and managers will be able to consult the portfolio of opportunities at any time and make closing forecasts by stage of the negotiation, by date and by value.
Create offers and sales orders
The salesperson can create a quote in a few minutes and send it directly by email. The generated documents are automatically archived for future reference and easy access from anywhere, with a history of revisions made. Not only that, but when the customer accepts the quote, with a simple click they can convert it into a sales order.
Creating marketing lists
By creating lists, you can plan specific marketing actions directly from the CRM , to provide contacts with the information they are interested in and qualify their interest.
Types of CRM for salespeople that you will find on the market
When choosing, you will find proposals for various types of CRM for sellers. The main difference between customer relationship management systems is based on the installation method.
1. Local CRM, for commercial agents who carry out their work from the office
This type of CRM is installed on the company’s computers and all maintenance and update management is the responsibility of the buyer. The initial investment can be significant.
The user purchases the license , installs the software on its servers and is responsible for its operation, updates, data security, etc.
2. CRM in the cloud, for sales agents who need mobilityÂ
Cloud CRM does not require special facilities or equipment, and this is an advantage especially from an operational and economic point of view. If you opt for a cloud CRM , you will pay a monthly subscription for use.
This system is recommended for salespeople who work outside the office, as it allows you to connect to the software from any digital device with an internet connection . It is available 24 hours a day, 365 days a year. One aspect to keep in mind is that updates and maintenance are the responsibility of the provider.
Benefits of using a CRM for commercial agents
We present some of the benefits that a sales team will obtain by incorporating a CRM system:
- It gives you a complete view of the business. When you have detailed information about your customers, your strategy is optimized.
- Modernize your sales systems. Sales processes and methods are automated. In this way, order management and resolution of special situations becomes more efficient.
- Detect opportunities. The information available in real time helps you observe business opportunities, for example, looking at the data to carry out cross-selling actions.
- Get a much more attractive presentation of products and services . You can design interactive and multimedia catalogs that facilitate the purchasing processes.
- Customer service is personalized . The software allows you to anticipate their needs and offer an excellent quality service.
- Save time and money. With a CRM, operations are streamlined. With automation, errors that cause delays and cost money are avoided. Reduces time organizing contacts and commercial visits.
What to take into account when choosing a CRM for a salesperson?
When the time comes to choose, providers will offer you various solutions from which you will have to choose the one that best suits your work system.
We suggest you approach the choice calmly and with time, talk to the suppliers, clarify all doubts before deciding. It is always good to request a demo, and, if possible, a free trial period.
Beyond these forecasts, we present some suggestions that will help you in the final decision:
- Define your objectives and what you expect from the CRM.
- Keep in mind that the customer is the center of any commercial management.
- Evaluate the technological equipment you have.
- If you are part of a sales force team, meet with the other actors and listen to their opinions.
- Make sure the CRM is intuitive and easy to use.
- Find out how updates and support are developed.
- Make sure the CRM is scalable, allowing for growth.
What is the best CRM for salespeople? Open Source System vs Commercial Software
When choosing a CRM for sellers, it is likely that, for cost reasons, you will be tempted to work with an Open Source system. However, we suggest that you analyze the pros and cons, for this option to be effective.
- CRM Open Source or free. Open Source solutions are very economical and some are even free, they are launched in a few minutes and are easy to use. Support is non-existent although you can find user communities willing to answer your questions. Its tools are basic and the CRM has very few functionalities. For the most part, they are generic CRMs, which are not specialized in any particular sector. You can see several examples in our list of free CRMs .
- Commercial Software. There is a development company that supports the software. They integrate very powerful and modern tools, and add functionalities that can be customized. They generally have specialized technical support, which resolves all doubts and problems. It is a cost-effective CRM, which offers specific proposals, adapted to special business sectors. You have several examples in our CRM for sales article .
Prices of a CRM for salespeople
As with all technological solutions, there are different pricing plans in a CRM for sales teams.
If we talk about a cloud solution, the rates range between €10 and €79 per month. They depend on the number of users for which it is contracted and also on the functionalities that the CRM offers.
There are providers that also offer custom developments , a solution integrated with your applications and specifically adapted to your needs, the cost of which is higher than that of a standard solution.
In the case of local systems, the price will depend on the company’s requirements.
Conclusion
A CRM for salespeople will increase your sales. The factors you control are key to success. Sales opportunities must be detected in time to take advantage of them, and a CRM solution allows them to be identified and addressed.
