How CRM Can Improve Your eCommerce Sales Teams’ Productivity

By Matt Goldman

Tuan86 / Pixabay

CRM software was heralded as an innovative way to help businesses better manage their sales pipeline and customer relationships. Unfortunately, its launch was accompanied by a host of new challenges: Configuration was complex, implementation pricey, and teaching new employees the intricacies of a whole new system proved time-consuming. Even after lengthy training, users were faced with tedious tasks and a disjointed experience. It’s no wonder, then, that many sales representatives still loathe CRM software. It just brought increased frustration to the workplace rather than fulfilling its original promise.

New CRM software, however, has subsequently emerged that now addresses the most common user complaints. Nowadays, CRMs are ushering in systems that genuinely increase sales productivity; these new systems are elevating eCommerce sales, as well as those in brick-and-mortar companies. Here’s how.

Developing a Successful Business Model

CRM for eCommerce is only as good as the data it holds. After all, people cannot analyze data they don’t have. Previous CRMs required users to enter contacts manually, thereby negatively impacting efficiency. In an industry that demands everyone be a hare as opposed to a tortoise, this can be very problematic.

Contemporary CRMs now automate the collection of data by integrating with the productivity apps that businesses already have in place. eCommerce CRMs instantaneously compile data, such as spreadsheets, emails, and calendars, and glean insights from that information. Consequently, sales reps and their managers receive beneficial insights that can help them make important business decisions right away.

By capturing the right data at the right time, sales teams spend far less time in sales meetings discussing what took place and focusing on strategies to meet business goals instead. By involving everyone in the process of providing sales reports and updating client information, managers can gauge whether performance matches expectations; doing so can also help identify employees who are ready to move upward within the company.

CRMs also include numerous tools that help sales teams be more productive. Things like asset libraries, email templates, individualized reports, and data analysis allow employees a convenient way to improve their work capabilities. Moreover, they provide managers with an efficient way to measure individual performance and identify areas that can be improved.

Empowering Sales Representatives

CRM in eCommerce should provide insight that sales managers and representatives can act on to improve the sales funnel. Prior to having efficient CRMs, companies were forced to rely on numerous software programs—not to mention the time and money spent training, testing, and upgrading these systems—to stay current with other businesses.

CRMs can now organize and visualize the information in an easy-to-interpret manner. This allows sales managers and representatives to make sound business decisions. Teams are handed tools to track progress toward goals and review performance. By having this information readily available, sales employees no longer have to guess what will come up during a performance review or question how they measure up against sales quotas.

Moreover, customer service representatives benefit from having information like product inventory, customer purchasing history, and payment background a mere click away. They can utilize data, Go to the full article.

Source:: Business 2 Community

Be Sociable, Share!