If you're into sales, the following questions would surely be at the back of your mind.
Is your firm's sales cycle operating smoothly?Are you aware of all your existing leads in your pipeline?Are there any upcoming activities with respect to any particular lead?Who all are assigned to those activities?
All of this is an integral part of Sales Management. Unfortunately, not many companies focus on actually taking care of the customers; sweating it out just for the revenues to kick in. And I don't fault them, because of the cut-throat competition & the demand to perform with less time.
Managing your sales effectively isn't easy! It never was & never will be. However let's clear the air around it, which says sales management is only about monitoring & managing all your sales representatives. With time, things have moved way ahead of just that.
The modern-day market demands you to plan everything smartly, set goals and thereby track the results at the end. Anything less than this is simply not acceptable.
Now, the question arises: Why some managers fail despite the best of their efforts?
Most of the times their failure has nothing to do with the quality of leads or their own abilities. The biggest reason turns out to be 'Lack of Focus on Lead Nurturing'.
The basic reason people go to a CRM is that it makes things easier to run a business. A CRM enables the sales folks to do more, in a better way... which in return benefits the entire business.
With time, many people have started realizing the fact that a CRM actually helps. Next thing is that they adopt a CRM & think they have done just enough. That's where the problem lies. There are tons of CRM apps available in the market & choosing 'just any CRM' out of the lot can be a BIG Risk! What if the CRM doesn't align with the way your business performs. What if the CRM isn't flexible enough or simply not meant for you?
Why choose a CRM that doesn't work out for you? Let's discuss a few factors which determine if you've chosen the right one.
There simply can't be any time wasting with a CRM. Your sales team should focus on selling, rather than having to update the CRM time and again. Otherwise, the chosen CRM is a misfit for your business.
The best decision would be to choose a CRM that lets you upload bulk data or simply adds leads automatically from your websites.
In my opinion, a CRM shouldn't take more than a few minutes to get started. And not more than a day to start working. Anything more than this is simply not good enough.
After all, a CRM is supposed to make things easier. If the onboarding process is complex & time-taking... there's no point in investing one more second in that CRM. Forget about the burden of bringing the entire team onboard!
Losing sales is every sales person's worst nightmare. And one of the biggest reasons why this might become a reality is 'Not Following Up'.
Even if you do follow-up campaigns once or twice, that's not enough. The games have changed, & selling your product/service is difficult than ever.
Research says that 75% of the times, a sales deal needs a minimum of 5 follow-ups to be closed. And unfortunately, more than 50% of the sales reps give up after just one single follow-up. And majority of those who go further ahead... give up before the potentially deal-closing 5th follow-up.
As per Marketing Donut, here's the breakdown of average sales follow-up rates:-
44% of sales reps give up after the first “no”22% give up after two “nos”14% give up after three “nos”12% give up after four “nos”
So that leaves a mere 8% of the sales reps, who go all the way & close the most number of deals. No surprises!
In fact, research says that as much as 80% of all the sales deals are closed by that 8 % of sales reps who do as many as 5 follow-ups. Bottom line is that multiple follow-ups are crucial. Very crucial.
The corporate world is a tough place to be. Tons of files to read, deadlines to meet, meetings to attend... apart from doing your actual work of contributing to the business. In the middle of everything lie a few smart choices which have the potential of making things a lot easier for you. Adopting a CRM like Wakeupsales is one such choice...
Let's take a look at how the Wakeupsales CRM solves your day-to-day business pain-points.