This is how you can get the most out of your CRM

[jrineakter]

Having a CRM system to manage customer relationships is important for any company, regardless of its size. It is a fundamental driver that can ensure that the business strategy achieves the intended objectives, and it will do so based on the three basic tasks that are driven by the CRM itself : sales management, marketing and after-sales or customer service.

Whether you are considering implementing one in your company or you already have one and want to know how to get the most out of a CRM , this article will serve as a guide to help you know the steps to follow in order to maximize sales and increase conversions.

First, you need to understand that a CRM compiles the data that people provide when interacting with a particular brand or product . An effective CRM is one that collects data from multiple channels, from the brand's website to its newsletter or social networks designed to facilitate communication with customers.

But what can a CRM actually achieve? In principle, there are many ways to take advantage of this tool, and it depends, above all, on the objectives that the company in question sets denmark number data itself. This system can manage the relationships with clients that have already been achieved or it can focus its resources on potential clients ; it can measure the results of past campaigns and shape future campaigns that improve conversion.

CRM also has the ability to follow the customer throughout the entire purchasing process, from browsing a specific website until the purchase is made and even after, strengthening the relationship with the customer so that they return to buy or recommend the products we offer.

On the other hand, the things that a CRM will never achieve include the impossibility of executing an effective strategy for a company. The platform will provide you with relevant information to make decisions accordingly, but it will not do your work for you.

How can I get the most out of my CRM?
There are many CRMs on the market, so performance depends greatly on the needs of each company. Here we recommend the CRM from Holded, a tool with which we can manage our retail sales opportunities through multiple sales funnels that can be customized with the stages of each sales process.

However, beyond focusing on a specific CRM, this article aims to approach the issue from a more structural point of view, with some tips to ensure the best possible use of CRM.

The first thing we need to do is identify the business problems, create a concrete strategy and, from there, determine the software that best fits those needs. It may seem obvious, but there are many companies that acquire a CRM expecting it to solve the development of their strategy. It is extremely important for any business, whether online or physical, to first identify the workflow problems within the business. Then they must develop the strategy, determine who the customers are, define the value that will be provided to them and build the best path from which to go to market. Only then, once the foundations of the business have been implemented, is it time to hire the CRM.


At this point, in addition to the general strategy, it is also worth developing a CRM strategy. The CRM strategy helps define how data will be collected and entered, how it will be retained in the future, and even how often a company can interact with its customers in a given period of time. In short, the CRM strategy is a bit like the strategy of the company itself , and the success of the entire organization depends on its proper functioning.

Another key issue related to the effective implementation of CRM concerns the management of staff training: it is very important that the entire team understands the need for CRM and feels comfortable with it. The cultural change towards digital management, however, must start at the highest levels of the company and filter down to lower-ranking employees.

Everyone who comes into contact with customer data must be aware of this need, because in the end it is they who will determine whether or not the CRM is effective. If these employees do not take care of the quality of the data, the software's influence will be merely symbolic.