This is the second of three articles spanning a three-week period that takes a look at how your sales team can draw the maximum benefits from customer relationship management (CRM). (For Part 1, see here.)
It is imperative that you optimise your company’s performance and brand through Microsoft Dynamics CRM – delivering amazing customer experiences and driving greater success. Today we look at achieving your growth targets and how to increase lead generation.
ACHIEVING GROWTH TARGETS
13. Goal management
Sales teams need clear and realistic goals to motivate them and against which to measure their performance. Microsoft Dynamics CRM benchmarks performance against key performance indicators. Data is analysed to inform sales directors, managers and other sales professionals on the performance of each member of the sales team via easy-to-follow charts and reports for real-time monitoring of individual and team progress.
14. Automated lead scoring
Dealing with hundreds if not thousands of new leads a month can make it difficult to decide which ones are sales ready. Microsoft Dynamics CRM has an automated solution that consistently grades and scores each lead based on your parameters, ensuring that your sales team receives the right leads at the right time.
15. Understanding which lead sources convert best
Microsoft Dynamics CRM technology has the capability to maintain lead intelligence, enabling your sales and marketing teams to identify which lead sources created the most valuable opportunities and which resulted in the best conversion rate over any time period. With the benefit of this insight, teams can prioritise activities and focus resources on the most profitable sources.
16. User adoption
User adoption is essential for any customer relationship management initiative to achieve its objectives. Microsoft Dynamics CRM technology is an enabler, but without sales adoption, understanding and support, it will fall short of expectations.
17. Lead routing
Microsoft Dynamics CRM captures leads from web forms and other sources and uses defined rules to route them to the correct sales team or individual based on product, location, account status or criteria from any other data stored in the program. Applying routing rules and automatically directing leads to the correct person saves time and effort.
Guided Microsoft Dynamics CRM processes ensures that your telemarketing agents are prompted to ask the right questions in order to identify and qualify new sales opportunities. By following these defined steps, leads are consistently processed to improve overall quality of leads and ultimately increase conversion rates.
19. Web lead capture
The program integrates with web forms to automatically import enquiries, registrations, downloads and other online activity. Not only does this eliminate the need for entering data manually, these actions can also be set to trigger Microsoft Dynamics CRM workflows that will send automated email notifications to members of your sales team and schedule follow-up activities to ensure timely communications are made.
20. Importing data
Microsoft Dynamics CRM offers the option of importing data purchased from list providers or collected from external data sources either as a once-off import or using a recurring batched process. This saves your sales team time by getting a complete view of every relationship from a single interface.
21. Event management
This new technology includes the flexibility to manage all the key steps to plan and follow-up business events. Post-event processes handled in Microsoft Dynamics CRM can include attendance reporting, automating follow-up messages and converting registrations to opportunities. This will help your sales team to maximise lead generation and boost the return from each event.
22. Social listening
Microsoft Social Listening integrates with Microsoft Dynamics CRM, which enables your sales team to monitor conversations around their products and market. They can follow prospective customer needs, problems and concerns, and join the social conversation to turn a cold contact into a hot lead. Furthermore, the social insights gained by listening to these conversations can help to shape sales strategy, dialogues and even product development.
23. Email marketing integration
Microsoft Dynamics CRM is constantly enriched with campaign reporting data, via integrated email marketing solutions. This includes which emails are opened and which links are clicked. This real-time insight into customer behaviour equips your sales team with more information when they make sales calls to tailor communications according to known interests and anticipate new requirements.
Our Microsoft Dynamics CRM solution is invaluable in increasing the volume of lead generation and in reaching your growth targets. Next week, we will look at increasing your chances of winning clients and how you can learn to sell as a team.