Any business that has seen a considerable amount of growth will tell you that for all its advantages, it did not come without the unavoidable growing pains. As your business grows, you will quickly discover that you need to find a better, more scalable way to engage with your clients to compensate for your growth or you will be heading for the graveyard.
But, how do you know when you're ready?
The bright side is that if you focus on a few clear signals, it can help in saving your company from a few of the pains. Adding a Customer Relationship Management (CRM) system to manage your growing company is a fantastic first step in building out more effective systems that grow with you.
Here are seven tell-tale indications that you have no need for a CRM:
1. You don't need a centralized source for details
Are you or your sales team using G-suite and spreadsheets for a sales process? Or even worse, post-it notes on your computer or stacks of business cards on your desk to monitor your sales leads, you just may need a CRM.
If you have several places where you keep your sales info, you are not alone. Research studies have shown that 61% of workers state that they need to search four or more systems to obtain client details.
CRM permits you to have one view for all information relating to your sales process. CRM will keep it in one central database that is upgraded in real time.
2. No need for accountability into the sales process
Even the most experienced sales reps can find themselves missing out on consultations or forgetting to follow up with potential customers without the proper systems in place. Without a central place to collect this information, your management team will be in the dark about these types of issues (that is up until they begin seeing it impact their sales numbers).
Don't let your business's sales leads fall through the cracks. CRM can provide you insight into every action of the sales process, keep salespeople accountable and provide valuable information about the attainability of your sales targets and objectives.
3. You love manual reporting
Manual reporting is time-consuming and not scalable. If you are investing a great deal of time producing manual reports and finding that it takes more time than it deserves, chances are you might benefit from some automation.
CRM can allow you to run adaptable reports based on the info that relates to your business in only a few actions. Automating this will provide you more time to concentrate on the most vital part of reporting, examining the data.
4. You don't care if you lose data
Keeping info outside of a central place can make it simple to lose valuable information that needs to be shared with your team.
One area where information loss can have a huge influence on your organization is through employee turnover. If you have a sales representative leave the company, and you do not have a CRM system, your leads could stroll right out the door with them. Having all of your lead's data in one place helps to guarantee they stay with the company, and not the outbound sales representative.
5. You want every customer to get a different experience
Your clients will expect you to understand their business needs as well as they do. They also have come to expect personalized service.
If your prospect/customers need to repeat themselves each time they call your organization, they will not feel much trust in your ability to take care of their needs.
Customer-facing staff members should have easy access to all prospect/customer details: previous calls, emails, conferences and other activities to inform their interactions.
Having the ability to individualize and tailor the sales process to the prospect's specific needs can likewise produce a much better relationship with that prospect.
A CRM system can offer you the ability to target potential customers based on their interests, needs, issues, location in the sales process, geography, industry and more. This will allow you to offer your salespeople the best chance to sell to these potential customers while giving your them a much better, more individualized experience.
6. If irregular sales processes don't drive you crazy
An inconsistent sales process is a trap that many companies find themselves in. If everyone on your sales team has their own process, with different messaging or follow-up timing, it becomes a bit of a mess.
A recent study by CSO Insights discovered that salespeople invest only 25-30% of their time selling, with the rest invested in busy administrative work. Systematizing your sales process can make it so that your sales team can focus on what brings in the business.
Now, let me caution you, this is not as clear cut as simply getting a CRM for this one. Naturally, creating a consistent sales process takes more effort than just implementing a CRM. However, to truly attain consistency, you will need everything CRM provides to automate your follow-up activities. You can also utilize CRM to house design templates and messaging for your sales team to send for preliminary follow-up.
7. You don't plan on scaling your business
It's safe to assume that your organization has an interest in growing and making money. If you are using excel sheets and post-it notes as your methods of organization, there is a definitive limit to the quantity that your business can grow. If you do not have an established procedure to look into your sales pipeline, how can you accurately evaluate your development strategy? A post-it note is not going to give you that insight.
Without this central system of sales information, you are in danger of not allocating appropriate resources to the proper places, making it hard to grow your company in a scalable, efficient method.
As you can see, I wrote this sarcastically, but I have come across people who are in this boat. It's probably true that if you are reading this article, you are on the lookout for a new CRM.
Check out my e-book "BEGINNER’S GUIDE TO CRM" It will help you determine what exactly to look for when choosing one.
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Helping small businesses find their way to sales email prospecting with CRM