Learn what CRM is and how it helps our business stay organized, track important data, follow metrics, and increase our conversions.
As your business grows, manually keeping track of your prospects and customers with spreadsheets and random notes in different places becomes near impossible.
Not only is this type of system time- and energy-consuming to manage, but things also start slipping through the cracks at an alarming rate. This only serves to exhaust your team and disappoint your customers.
This is pretty much how Advent Trinity started out trying to manage contacts when we began this business. We soon realized that we needed to do something different. We needed a CRM.
A CRM has helped us keep up with our clients and potential clients and serves as an important marketing tool.
CRM stands for “customer relationship management.” A company’s CRM program stores all interactions with potential and existing customers — everything from someone’s first visit to your website and activity on your website to the exact time they opened your sales proposal and how long they looked at it.
There are many benefits to having a CRM. It keeps you organized and on task.
Using Hubspot’s CRM program has allowed us to keep track of important data we can use to boost our ROI. Here are a few reasons why we love it:
CRM allows our entire sales team to keep all prospect information — over any duration of time — in a central database. This allows for quick cross-team access as well as the ability to easily manage all information via a shared location. It helps reps avoid spending time digging through files and records to find the information they need about prospects to follow up and close deals.
All communication, both internal (rep to rep) and external (rep to prospect), can be managed through a CRM. This allows us to track all parts of the buyer’s journey, including every interaction, email, phone call, and more.
For example, CRM helps a rep determine if and when they need to reach back out to a specific prospect. We can set reminders to do this. It also helps our reps remember whether or not they already sent a prospect the resources they requested.
With a CRM, our team never has to spend time logging emails, calls, meetings, and interactions — all of this information is automatically collected and aggregated within the system.
Additionally, a CRM allows reps to update all deals by the stage they’re in — then, the system will automatically handle the rest (e.g. weighting, summation, visualization), keeping this process as efficient as possible for everyone involved.
CRM allows our team to easily keep track of every contact (and their related data), no matter their buyer’s journey stage. In fact, reps are able to see if a contact visited the company website, downloaded content from the site, or spoke with another member of our sales team already.
Additionally, reps can log notes from their calls or email interactions with their contacts and leads. All of this information is always searchable within the CRM.
Hubspot’s CRM allows our team to collect and organize data about prospects and deals using reporting features such as sales dashboards and reports. This allows reps to better automate and manage their pipelines, deals, and contacts. They can also evaluate their personal performance and keep track of their goals and necessary work to reach their quotas.
Sales managers can use these sales reports to see how their team is tracking towards quota attainment and review the number of closed deals. VPs and other organization leaders can also monitor the amount of revenue that’s been generated.
The key to any successful sales organization is the ability to plan strategically and make informed decisions. With the CRM reports just mentioned, we can pull in key metrics like monthly recurring revenue (MRR) and year-over-year (YOY) growth which make it easier for sales leaders to identify trends and develop performance-related forecasts.
Plus, CRM allows reps and sales managers to see which activities and sources are the most profitable lead generators for reps. This data helps team leaders create sales projections for upcoming months and adjust pipeline estimates as necessary.
CRM provides our sales team with one place where we can keep track of leads, prospects, and customers over any duration of time. It also allows us to review specific activities like emails, calls, and meetings booked.
Sales managers can then use this data to identify patterns and see which sales processes are working for their team and which ones could be improved — which is how the sales team can use information stored in the CRM to scale our processes as our business grows.
CRMs can do so much for your business. Organization is key. Data is key.
Using a CRM system will boost productivity among reps, keep all information regarding prospects in a central location, help your team close more deals, and foster important business relationships.