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By: Anusha

CRM AND SALES


     CRM - Customer Relationship Management Software in an important part of the growing business. If your organization has a need to keep track of all your customers/clients, then the appropriate solution is CRM –  Customer Relation Management. 

 All business needs a way to track the customers ( Present Customers, The Past, and Potential customers ).Different types of CRM and its characteristics etc,were discussed in  earlier blogs : /blog/crm-all-about-odoo-crm

Maybe you think that “ why Customer Relationship Management system is important for a business organization? ”

And “ How can we select the appropriate CRM for our organization? ”  Wait ... We are here to give you all answers ...

    How to choose the right CRM ???

       Initially, you have to make a list in which you have to mention what feature would you need, your overall goals, your business process and new requirement etc.

 

So what are all the criteria for selecting the right CRM  . ? ??

 

1 . KNOW WHAT ALL FEATURES YOU REQUIRE.

2 . CHECK HOW LONG IT TAKES TO IMPLEMENT. ?? AND HOW MUCH IT COSTS. ??    

3 . CONSIDER THE SOFTWARE AND HARDWARE YOU ALREADY USE. 

4 . CONSIDER A SYSTEM THAT PROMOTES USER ADOPTION.

5 . CHECK OUT YOUR CUSTOMIZATION OPTIONS.

6 . INSPECT HOW IT WILL IMPROVE EFFICIENCY.

7 . TRY BEFORE YOU BUY.

 

 

1 . Know what all features you require.

It is important that you understand what issue you are trying to solve.

Nowadays CRM is very powerful. And make a clear cut idea about your goals or requirements.

 


2 . Check how long it takes to implement .?? And How much it costs .??     

Nowadays CRM implementation processes are quick, easy and FREE ... Ask your CRM vendor ( OR shortlisted vendors ) how long the implementation will take. And how much it will cost?

                

 

3 . Consider the software and hardware you already use ...

Before, you decided to implement the software you have to confirm that “ will the new system is integrated with the existing system  . ? ” Integration with the existing system is important for ease of use; If the integration is easy then the new system can work seamlessly with you're the existing system.

 

4 . Consider a system that promotes user adoption...

Try to find a CRM that minimizes the “friction” so your team will use the new system easily.  Make sure that the new CRM system will definitely ensure a great user experience and is easy to use. Because our employees will easily adopt with such systems.

 

 

5 . Check out your Customization options...

Each business process is different this difference makes differentiates you from your opponent.  Business should grow so, business processes also change, hence, make sure that your system has the capability to handle the processes, and it has the flexibility to adopt the new changes.  

Ask your vendor about the future customization level of the new system.

 

6 . Inspect how it will improve efficiency ...

Your CRM should boost the productivity. The aim of any CRM is to produce the growth and profit. Hence,  try to find out a CRM that automates the tasks.

 

a . Is CRM to centralize your business processes and make you much more organized . ?

b . Is CRM to scale your business operation and make you more productive . ?            

 

7 . Try before you Buy ...

“ It is better to go for a test drive  ”. Because it helps the users to understand the features.  If you get a chance for testing before buy,  let your team test out every single feature available. Get their feedback and take it back to the vendor.

These are some factors. However, open your eyes and ears to every corner of your business process.

Now, I would like to share some ideas about Odoo OPEN ERP CRM Menus and its functions ...

 

Lead Management


One basic feature of Odoo Open ERP CRM is Lead Management. Here, you can manage all your leads by various users of your organization. You can further convert the lead into opportunity and further more. Creating lead is simple.


Opportunities Management

The leads which are converted are considered as important to track the sales channel of your business. You can track the opportunities in various stages and can schedule meetings and phone calls or chat related to the opportunities.

 

Meeting Management

 

The Odoo Open ERP CRM you can manage and schedule all your meetings or demo with your client with single mouse click. Here we get another advantage that is calendar integration which helps us to schedule and manages all meetings and calls easy and proper.

 

Phone Calls Management

 

Next important module of Odoo Open ERP CRM is the Phone call management module. In which you can manage all your incoming and outgoing calls. You can easily plan and schedule the calls to various clients or customers.

 

After sales services

 

Support module of CRM within Odoo Open ERP allows you to help your customers with after sales services, some features of Support management is client claims management, technical support, help desk etc.

Generally CRM fields includes ;

1 . Company Name .

2 . Primary  & Secondary Contact .

3 . Company Address .

4 . Phone Numbers .

5 . Email Addresses .

6 . Website .

7 . Social Media Sites .

8 . Contact Dates .

9 . Status .

10 . Notes .

From the above details, we can easily conclude the customer/client follow up details. We can easily identify the status of each customer or client. By analyzing these details we can form any new marketing strategy. 

 

Some CRM functions....

1 . Dashboard Reporting View

2 . Field Customization

3 . Add or Delete Fields

4 . Standard Reporting

5 . Create Custom Reports

6 . Contact Client from Within the CRM (Emails, Campaigns, Skype, etc.).

 

You cannot judge a book by its cover ” similarly you can not judge Odoo CRM  with this small article. 

However, now we are going to discuss different ways of business improvement capability of CRM.

 

1 . SALE INCREASES BY IDENTIFY THE POTENTIAL CUSTOMERS.

2 . DIFFERENTIATE YOUR CUSTOMERS WHICH HELPS TO FOCUS ON RIGHT CLIENTS.

3 . QUICK AND BETTER DECISION WITH AUTOMATIC REPORTS.

4 . KEEP UP WITH REMINDERS AND POP UP ALERT.

5 . IMPROVE THE EFFICIENCY OF CUSTOMER SERVICE

6 . MANAGE AND IMPROVE THE ACTIVITIES OF MARKETING TEAM.

7 . LET MEMBERS OF YOUR TEAM KNOWS WHERE THEY STAND.

8 . KEEP TRACK OF IMPORTANT CONTACTS .

9 . IMPROVE AND ORGANIZE THE STORAGE OF DATA.

  

1 . SALE INCREASES BY IDENTIFY THE POTENTIAL CUSTOMERS. 

  This is very important. CRM can help you increase sales by better managing your sales pipeline & accurate business forecasting. A business process needs to be well systematized; systematic and organized approach to CRM helps us to avoid the misplacing of leads and CRM makes sure that every opportunity is followed up at on time. Better sales management of CRM gives the sales growth.

 

2 . DIFFERENTIATE YOUR CUSTOMERS WHICH  HELPS TO FOCUS ON RIGHT CLIENTS.

      Some customers are more valuable to your business compared to others. We have to spend some time to identify those customers for example which of your customers are price sensitive and which all are less sensitive to price? etc. ,. In your CRM system create a field where you can save a number of relevant questions that you plan to ask your customers. While you are calling you can quickly update with answers and use it as a reference for future conversation. Information of Customers such as requirements and preferences should be entered and pulled from your CRM as needed. You can use a colour code for different customers. So without checking the all communication history you can identify the potential customers easily.

 

3 . QUICK AND BETTER DECISION WITH AUTOMATIC REPORTS.

         CRM system, enabling you to review the whole data. It can help you to access all the available data and make more informed and appropriate decisions.  With the help of dashboards and automation features CRM help us to gather a variety of information without much manual work for the purpose of reporting.  As you all know gathering of information and analyzing those data are not a simple process. But CRM has the capability to present the data in a single click which makes you make the most important and proper decisions.

 

4 . KEEP UP WITH REMINDERS AND POP UP ALERT.    

        A business process needs to be well organized in every aspect, hence,  we need such an efficient system is to manage all activities like CRM.  Otherwise, it is impossible to keep up with everything. Another feature that makes Odoo CRM different from others is “ ALERTS ”.  Just like a reminder or alarm. CRM alerts or reminds your team or individuals when some event needs to occur,  about any meeting ( date, time, place )  about any demo or scheduled call etc. , these alerts or pop-ups helps you to follow all activities without any help of old sticky notes or notice board. CRM makes sure that you never miss out any event.

 

5 . IMPROVE THE EFFICIENCY OF CUSTOMER SERVICE.

      This is another valuable feature of CRM system. The CRM helps us to manage the customers ie, . Their inquiries, issues, claims etc, . And it also helps us to manage the business relationships by giving the details and communication history. CRM help us to track the client problems and quick and easy follow-up on the same. This is important to the follow - up and follow-through service portions of customer relationships.  The software has tools that allow you to schedule email and phone contacts during and after sales. Automation and E - mail integration capability of CRM system help to track the emails ( send or in - box ). These all lead to quality and efficient customer management solution.

 


6 . MANAGE AND IMPROVE THE ACTIVITIES OF MARKETING TEAM.

       Generally CRM has a specific role in managing and improving the activities of the marketing team .  And the marketing head can track all the details of the marketing team and he/she can give necessary advice or direction to best meet the business goals and to improve the activities of the marketing team . CRM helps you form the plan and organize steps and tasks for high-value client conversations . And CRM also helps you prioritize these opportunities and manage them till closing of the sale.   You need to be efficient only with the best opportunities and CRM can help you identify those opportunities.

 

 

7 . LET MEMBERS OF YOUR TEAM KNOWS WHERE THEY STAND.

       Self-evaluation of each marketing team has also helped to improve their performance. Each member of your marketing team needs to know how they are doing, are they meeting their individual goals ? Or How far off are they from their goals ? What is their position in a particular month ?   Self-improvement also leads to business development . So an important step to attain the self-improvement is understood about ourselves; both weakness and strength . Evaluate self performance daily or weekly basis and improve the performance according to the daily or weekly report . Many of the  people have different ability and weaknesses . Some people weak in presenting and proposal developing or appointment making and proper scheduling or may be closing and follow ups . But ,  CRM helps to evaluate the marketing people at each stage of the sales process from leads to close , you can easily find out the areas for improvement and give the necessary training  to overcome the weaknesses . You can quickly identify the problems in the process and you can apply new methodologies or new plan or restructure the procedures . Without a reliable CRM system this task would have been impossible .

 

 

8 . KEEP TRACK OF IMPORTANT CONTACTS.

Each and every business process is unique, and every business owners have a lot to keep track of. Which includes all your contacts and other important details.  Who is the person in – charge? You need to know the when the next important call to your potential client or sending the next critical email? Etc,. CRM solution can be used to monitor and note the changes or updates to client’s social media sites like LinkedIn. Make short notes on this update and use these details as a starting topic of your conversation the next time you call. For example; If your client mentions that they planning a party (  birthday party of son or daughter or any get-together party of friends or any business party ) make a note on this on your CRM system so next time you call you can ask them about the party. This will make your relationship into a new level by establishing trust and integrity.

9 .  IMPROVE AND ORGANIZE THE STORAGE OF DATA.

In a business , you have data coming in from your marketing teams, if the amount of data is too large we can store the whole data in different locations. A CRM software will help us to manage the data and also help us to improve the quality of the data by editing and add new details.

A good CRM system collects a large amount of data about customers and develops different strategies to use that data to increase sales . For these types of data stored can also use to solve any particular client problem or we can use to identify the customers’ needs and behaviors. A good customer relationship management tool will enable teams to record whatever they want.

Anything related to your business can be stored within a CRM system, including customer details, such as the history of purchase, details about current or future marketing strategies, sales strategies, details of the contract , and employee data. A CRM system can integrate and set up this data in numerous ways, allowing users to see many directions of their businesses and customer relationships at a single click. In short, a CRM can store anything about your business all in a single place.

 A good CRM solution can store, all customer interactions include emails and calls and messages and even meetings all details can be carried out in a consistent and systematic way.

CRM gives a chance to find new clients based on current customer trends, target them with the products/services they’re looking for based on current statistics and other details.

Additional benefits a business can gain from a good CRM include: -

·         Reduced costs because the right things are being done quickly and efficiently.

·         Heightened focus on maximization of opportunities.

·         Increased customer satisfaction because their needs are being met.

·         Notification of poor operational processes.

·         Long–term relationships and sustainability.

·         Greater access to a source of market and competitor information.

 


  




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