In any department, it is assumed that only what is measurable can be improved. Therefore, to improve performance, it is necessary to be clear about the indicators to be measured. That is exactly what a CRM for salespeople does : a system to see in real time what is happening within the sales cycle, in order to be able to correct in time the behaviors that are harming the business and get salespeople back on the right path.
In this article you will find the information you need to choose the right CRM for your work as a salesperson, and we will also show you how to use it to improve your productivity.
What is a CRM for commercials?
A CRM for sales agents is a sales and customer relationship management solution. It is used to manage all areas of the business process, with the goal of attracting prospects and satisfying portfolio customers.
The relationship between the commercial team, which is the sales force, and the client, is fundamental, because salespeople are the visible face of the company. A solution that optimizes operations will ensure the best results.
How to use a CRM for commercials?
The real-time visibility of the processes makes CRM an essential system for the seller. To know how to use it and get the most out of it, we must know the tools it makes available to us. We present them to you in the following table:
The sales dashboard
With the CRM the seller will have a history of the activities carried out and will be able to plan future ones. The control panel makes all activities, appointments and scheduled calls available to the salesperson on a single screen : a simple and safe way to not forget anything. Not only that, but the seller will have: a summary of the activities carried out, an overview of the situation of open opportunities and their expected closing date, a graph to check the trend of their orders and billing. The tasks loaded in the CRM will also be visible from the calendar.
The contact book
Essential module within a CRM for commercials. Once the seller has started recording their activities, tracking them will certainly be easier. To develop relationships with new prospects or portfolio customers, the salesperson can organize their agenda and associate all the information with each contact: status and origin of the contact, sales stage, role and much more: tasks, appointments, notes, sending emails, etc. emails, sales opportunities (with the indication of the amount and the expected closing date), budget proposals, sales negotiations, etc.
The client file
With the CRM, the salesperson has a 360° vision of the client : in the file they will have complete and always updated data, the schedule of activities and notes related to the company (to plan and share information); and, above all, the generated documents. This feature provides the agent with additional insight into administrative tasks, of which he normally has limited knowledge.
Management of sales negotiations
The objective of a CRM for commercials is to help increase the number of clients and income. For this reason, the management of sales opportunities is a key point in the salesperson’s work process . The sales stages can be configured according to the type of business or the habits of the commercial team; and not only that, but forecasts can be made: salespeople and managers will be able to consult the portfolio of opportunities at any time and make closing forecasts by stage of the negotiation, by date and by value.
Create quotes and sales orders
The salesperson can create a quote in a few minutes and send it directly by email. Generated documents are automatically archived for future reference and easy access from anywhere, with a history of revisions made. Not only that, but when the customer accepts the quote, with a simple click you can convert it into a sales order.
Marketing List Building
By creating lists, you can plan specific marketing actions directly from the CRM , to provide contacts with the information that interests them and qualify their interest.
Types of CRM for commercials that you will find in the market
When choosing, you will find proposals for various types of CRM for sellers. The main difference between customer relationship management systems is based on the installation mode.
1. Local CRM, for commercial agents who carry out their work from the office
This type of CRM is installed on the company’s equipment and all maintenance and update management is the responsibility of the buyer. The initial investment can be significant.
The user buys the license , installs the software on their servers and is responsible for its operation, updates, data security, etc.
2. CRM in the cloud, for sales agents who need mobility
Cloud CRM does not require special facilities or equipment, and this is an advantage especially from an operational and economic point of view. If you opt for a CRM in the cloud , you will pay a monthly subscription for the use.
This system is recommended for salespeople who work outside the office, as it allows you to connect to the software from any digital device with an Internet connection . It is available 24 hours a day, 365 days a year. One aspect to keep in mind is that updates and maintenance are the responsibility of the provider.
Benefits of using a CRM for commercial agents
Here are some of the benefits that a sales team will obtain by incorporating a CRM system:
- It gives you a complete vision of the business. When you have detailed information about your customers, your strategy is optimized.
- Modernize your sales systems. Sales processes and methods are automated. In this way, the management of orders and the resolution of special situations becomes more efficient.
- Detect opportunities. The information available in real time helps you to observe business opportunities, for example, looking at the data to carry out cross-selling actions.
- Get a much more attractive presentation of products and services . You can design interactive and multimedia catalogs that facilitate the purchasing process.
- Customer service is personalized . The software allows you to anticipate their needs and offer an excellent quality service.
- Save time and money. With a CRM, operations are streamlined. With automation, errors that cause delays and cost money are avoided. Reduce the time to organize contacts and business visits.
What to consider when choosing a CRM for a seller?
When the time comes to choose, the providers will offer you various solutions among which you must choose the one that best suits your work system.
We suggest you face the choice calmly and with time, talk with the suppliers, clarify all doubts before deciding. It is always good to request a demo, and, if possible, a free trial time.
Beyond these forecasts, we present some suggestions that will help you in the final decision:
- Define your goals and what you expect from CRM.
- Keep in mind that the client is the center of any commercial management.
- Evaluate the technological equipment you have.
- If you are part of a sales force team, meet with the other players and listen to their opinions.
- Make sure the CRM is intuitive and easy to use.
- Find out how updates and technical support develop.
- Make sure that the CRM is scalable, that it allows for growth.
What is the best CRM for commercials? Open Source System vs Commercial Software
When choosing a CRM for vendors, it is likely that, for cost reasons, you will be tempted to work with an Open Source system. However, we suggest that you analyze the pros and cons, for this option to be effective.
- CRM Open Source or free. Open Source solutions are very cheap and some are even free, they are up and running in a few minutes and are easy to use. The support is non-existent although you can find user communities willing to answer your questions. Its tools are basic and the CRM has very few features. For the most part, they are generic CRMs, which are not specialized in any particular sector. You can see several examples in our list of free CRM’s .
- Commercial Software. There is a developer company that supports the software. They integrate very powerful and modern tools, and add functionalities that can be customized. They generally have specialized technical support, which resolves all doubts and problems. It is a CRM with cost, which offers specific proposals, adapted to special business sectors. You have several examples in our CRM for sales article .
Prices of a CRM for commercials
As with all technological solutions, there are different pricing plans in a CRM for sales teams.
If we talk about a solution in the cloud, the rates range between €10 and €79 per month. They depend on the number of users for which it is contracted and also on the functionalities that the CRM offers.
There are providers that also offer customized developments , a solution integrated with your applications and specifically adapted to your needs, whose cost is higher than that of a standard solution.
In the case of local systems, the price will depend on the requirements of the company.
Conclution
A CRM for commercials will increase your sales. The factors you control are keys to success. Sales opportunities must be detected in time to take advantage of them, and a CRM solution allows you to identify them in order to attend to them.
