The ultimate purpose of CRM is to grow your business, by providing a better service to your customers. Here are just some of the processes CRM can help you improve. Increase sales with sales processes • Ensure your sales processes support business best practice in complex and simple sales environments • Bring new sales people quickly up to speed through clearly defined sales processes Create an effective management tool Identify the primary factors that improve sales performance. These may include the number of: • Client meetings • Prospecting phone calls • New quotes or proposals

Improve sales forecast and pipeline management
• Total visibility of future business through good opportunity management
• Keep track of which account managers are working on which business accounts
• Identify the top 10 opportunities to close according to value and close date

Improve account managers’ efficiency
• Prioritise and schedule activities to progress and close business
• View a history of all communications

Consolidate account and contact lists
Integrate all account and contact information into a single CRM database, giving account managers an immediate overview of individual customers and prospects.

Manage opportunities
• Identify and list individual opportunities
• Prioritise opportunities by value and close status

Streamline sales processes
• Use a defined sales process to close business faster
• Identify what stage a sales opportunity has reached and the next action to take
• Reduce the length of the sales cycle

Store reference documentation
Keep up to date with product documentation and presentations in one central store

Manage communications with customers and prospects
• Store introductory emails and letters to be sent after initial contact
• Merge frequently-used documents, such as meeting confirmation letters or more complex proposals, with contact and opportunity information
• Reduce administration time recreating commonly-used documents and provide a faster level of service
• Quickly reinforce key features and benefits of your products and services through a standard email/letter

Integration to Financial Information
• Pull key customer financial information by linking CRM and financial systems
• Display sales order history or customers’ credit ratings
• Create a total customer overview

Increase awareness of customer issues
• Record and resolve customer support issues
• Enable account managers to assist customer service by resolving issue face-to-face

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