With 94% of sales leaders using a CRM for contact management it is a tool that many can’t live without. But excelling in the world of lead generation and sales means looking at your CRM as more than just a system for data storage.
When an inside sales team is able to take advantage of every CRM function available to them, they can learn to maximise its use as a time-saving, team-building, motivational system.
1) Improved informational organisation
Starting with your CRMs most obvious functionality, the capabilities to collect, store and manage data is perhaps the most beneficial feature. Every day your team are gathering more and more information about your prospects, identifying, documenting and recording every interaction they have with your organisation.
Your Inside Sales Team are also most likely prone to jotting down thoughts, ideas and reminders for themselves, to help them better target and reach out to the prospects they are hoping to engage with. By ditching the paper, and saving these too within the CRM, your sales team will be able to ensure that these critical thoughts will never be lost and saving valuable time in the long run.
Ensuring this information is properly collated, organised is crucial to the success of your team; taking advantage of your CRMs functionality means that all this information will be accurately quantified and categorised for future reference, while providing complete and easy access to data across departments. Allowing you to monitor and track the complete journey of a lead from prospect to customer.
2) Help your team keep on top of things with a built in to-do list
The members of your inside sales team are always busy, and there are always things to do: arrange call backs, send follow-up emails, book meetings amongst their many other daily tasks. By making best use of your CRM your team will be better able to manage their time and streamline their day with a virtual to-do list. Each team member can assign them self tasks from directly within the CRM, allowing them to jump smoothly from task to task without wasting time or energy. Re-occurring tasks can be created, ensuring that your team never miss an opportunity and are always on top of what is most likely an ever-growing to-do list.
3) Motivate with metrics
Seeing evidence of daily hard work and the results it has produced can go a long way in boosting morale. By taking advantage of the reporting capabilities offered by your CRM system, your team will be able to keep track of and measure productivity metrics including: number of calls, meetings and the other relevant KPIs which can be used to keep your team keep on track of their day-to-day responsibilities as well as monitoring measurable activity goals.
A CRM system which catalogues all of these metrics into a comprehensible dashboard is highly invaluable for both Sales team leaders and the team members themselves. Customisation allows team members to track their own tailored metrics, measuring them against personalised benchmarks and KPIs. Motivating each team member to participate in one of the healthiest forms of competition; one against ones own previous performance.
4) Strengthen team communication
It is inevitable that your team will need to communicate with each other about the prospects they are targeting and communicate with team leaders about the progresses and successes they’ve had. And traditionally these communications happen over email.
But why remove this information from the CRM itself? Use the additional functionality of your CRM system to let it do the talking for you and remove the need to switch platforms.
Not only will your team save time by operating consistently within a central system, they will ultimately be saved from an overflowing inbox, and the efforst required to sift through every email to find the relevant email which details the needed and essential information on recent engagements with a prospect.
Sales team members can capitalise on the functionality of a CRM to send direct reports links to different areas of your CRM such as contact and company records. This means that everyone can quickly jump to the information which needs their attention and efficiently comprehend the stored notes and recent engagements.
5) Increase transparency with reports.
Every Sales team puts in an a wealth of time and energy into putting meaningful information in the CRM, let that energy not go to waste by capitalising on the reporting features of your CRM system to create translate your data into meaningful visualisations and dashboards which the entire team can reference.
Specialised reports can be created to highlight and communicate all key information areas to the rest of the team. With easy-to-access reports, you can ensure your team members are all kept abridge of the same developments, knowledge and insights; ensuring every one is on the same page in terms of high performing areas and those which require additional considerations.
The HubSpot CRM has been designed from the ground up in order to support the daily activities of many sales teams. Intended to eliminate much of the manual work that many inside sales consultant’s experience on a daily basis, it was built for the modern approach to lead generation and sales, helping users to hit the ground running, finding, nurturing and qualifying prospects as they move through the buyer’s journey.
The HubSpot CRM helps sales consultants take care of all of the little details – logging emails, recording calls and managing data – in a very intuitive manner, streamlining processes, increasing productivity so as to free up crucial time.
Maximise the use of your CRM and take your lead generation efforts further with our eBook: The Power of Sales Enablement.