Initially sales CRM developed to help company sell more. It is a group of the software designed to facilitate work of sales managers has received the name Sales Force Automation — automation of the trade state. But management didn’t stand still — on modern sales the client became at the head of a corner, so classic CRM evolves continuously. On this place usually the long tale about loyalty, predictive marketing, and other PR features, but the message is much simpler. What we created, whether it be corporate software, a game, the application or the data-center, it needs to be sold, having quickly bypassed competitors. How does the sales manager act and why to him CRM work?
There are hundreds of KPI for the sales manager and tens of methodologies of sales. One demands long negotiations, others are valuable a short cycle of sales, the third are based on analytics, the fourth — on kickbacks.
Partly it is a joke. Really, the growth of sales volume and revenue is considered the standard indicator of the efficiency of sales managers. At you, revenue and sales volume due to an increase in the speed of sales grow — and it is the key accent. So what you get with proper CRM?
At you revenue and sales volume growth, at the same time, the prime cost doesn’t grow and the proportional level of marketing and advertising expenses remains.
Your client base extends, but regular customers remain.
The system of loyalty works discount program, cards, mailings, bonuses, and discounts. At the same time sales go even out of actions and sales.
You haven’t enough claims and complaints of clients.