A comprehensive CRM solution allows businesses to spend less time on internal facing tasks and more time interacting with customers.

One of the paradoxes of business is that sales are accomplished by interacting with customers, yet it is necessary for sales members and customer service representatives to spend time doing paperwork and keeping track of customer data.  Every hour spent on these internal facing tasks is an hour not spent driving sales, and so businesses must find ways to eliminate wasted work time.  A comprehensive CRM solution streamlines the customer service and sales process so that employees are free to engage with customer.

Status Updates

Management needs to know the status of sales and projects in order to make decisions about the allocation of resources.  Too often these status updates are funneled through email inboxes and the sales staff and customer representatives have to spend valuable work hours providing information for the managers.  A CRM solution eliminates this problem by updating the status of a customer automatically as they are guided through the sales pipeline.  The sales staff can change the status of a customer from “sales lead” to “in negotiations” and management will know instantaneously about the change because the manager’s CRM platform will reflect the update.  No longer do managers need to wait for email replies and no longer do employees need to spend hours a day answering internal emails.

Updating Spreadsheets

Updating sales data through spreadsheets or other accounting platforms is a tedious and time consuming process.  Salespeople that are inputting numbers into their computers are not making sales calls and this decreases the amount of time the business is interacting with customers.  A business that is not making calls or encouraging customer interactions are not generating revenue.  Sales people will also tend to put off inputting their data into the spreadsheets, since doing paperwork does not help the sales staff increase their commissions.  When the data is needed, managers do not have the numbers at hand, since the sales staff has not yet logged all of the data.  Because CRM solutions can automatically track sales data and generate reports based on that data, sales personnel no longer need to spend time entering data by hand.

More Effective Management

One of the tasks that managers spend most of their time on is gathering data, whether from individual employees or from a pool of shared data.  They have to collect the status reports, find the spreadsheets and then distill all of that information into a usable report in order to monitor sales activity.  A CRM solution solves this problem through the automated generation of reports and up to the minute sales updates.  Managers do not have to collect data from multiple sources with a CRM solution; all of the information they might need is available in one place.  This allows managers to spend more time analyzing data, so that they may make more informed decisions about the allocation of resources and evaluating employee performance.

Businesses hate wasting time on internal matters, and a CRM solution is the best way to eliminate these problems.  By automating the generation of reports and allowing the instantaneous spread of information, CRM systems give companies the ability to maximize the amount of time they spend attracting, developing and serving their customers.

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