subject: Does CRM Make You a Good Salesperson? [print this page] Does CRM Make You a Good Salesperson? Does CRM Make You a Good Salesperson?
There's tons of information on very topic imaginable on the Internet. This is certainly the case when we're talking about sales. In addition to the Internet, there're books, magazines, coaches, seminars, magazines and other sources of direction, instruction and advice.
Another source of help could be a CRM system.
Let's review what makes for a good salesrep; and if CRM can help in any way.
A good salesrep builds relationships. What does this entail? Well, certainly staying in touch via the phone, email, written correspondence, personal visits and meetings and sending the occasional gift can be facilitated and tracked using CRM. Every good CRM app has a built-in calendar and event/activity monitor.
A good salesrep answers his/her phone and email. Outfitted with a smartphone and laptop the salesrep is available to communicate when not in a meeting. CRM on the phone can pop up the client phone number with Caller ID. Notes can be briefly reviewed while on the phone getting the rep up to date on what's happening with the customer.
A good rep listens to their clients. Capturing thoughts and notes is essential to nurturing the vendor/customer relationship.
A good rep knows what and when the customer purchases. Likes and dislikes are also noted. This information is valuable for up-sells and cross-sells.
A good salesrep listens to and responds to complaints. Good CRM systems have a built-in ticket system or problem resolution manager to handle complaints and shipment or delivery problems.
A good salesrep is helpful even when it doesn't involve a sale. Articles and clippings can be sent keeping the customer up-to-date on what's going on in their industry. CRM can handle this with aplomb.
A good salesrep can respond quickly when asked to meet or provide information on a product or service. The rep's calendar is always at hand on her phone or laptop.
A good salesrep has information at their fingertips. CRM can certainly help here. Store as much as you need to build a "dossier" on each customer.
So, does CRM make you a better salesrep or marketer?
The answer, of course, is No. but it sure can make a good salesrep a much better salesrep.
