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5 Must Have Features of an Enterprise CRM to Optimize Sales

By CIOReview | Monday, July 27, 2020

FREMONT, CA: Customer relationship management (CRM) helps manage a company's interaction with current and potential customers by using data analysis about customers' history with a company. It improves business relationships with customers, primarily focusing on customer retention and ultimately driving sales growth.

Here are five components that a great CRM needs to have to help optimize sales in a business:

Mobile Version App

Having a good CRM with a mobile version of its app will be an added advantage for a strong outside sales team.

They can easily update their lead data on the go, view alerts, and deal updates, and check up on everything they need to, without opening their laptop or computer.

Document Management Feature

A CRM with a document management feature will help connect marketing and sales teams and also have all important documents uploaded in a single location to prevent possible information mismatch. Documents such as proposals, contracts, technical specifications etc can also be uploaded for customers.

Monitoring Interaction

An efficient CRM needs to have the option to monitor every interaction that a lead makes with a business, starting from the time they viewed the website, opened the mail to when they got a call from the representative. This will help the company understand where they need to improve and work on their strengths as well. It also makes it easier to track who handled what in the sales process.

Built-In Dialer

The phone remains one of the main ways to get in touch with the right decision-maker, especially in B2B, and it is necessary to have a built-in dialer in the CRM app if a business relies heavily on calls.

Having a built-in dialer in the CRM app will allow calls to more numbers in comparison to a stand-alone phone app and add calls to the list of lead interactions with many more benefits to it.

Flexible Integration

A sales professional's end goal is to work smart and not hard, and this requires plenty of integration and the ability to automate tasks. Therefore, CRM should be able to work well with various tools in order to save time and money.