The sales process - real time data for your sales team

19th June 2020

Sales has always been a fast paced environment. With the evolution of smartphones and other communication technology, it’s now become almost instantaneous. As CRM systems have developed, it’s now become easier than ever for sales teams to access real-time data. In competitive industries like dispensing appliance contractors, it’s important to have the analytics and data to hand in order to fully optimise performance in the market. You have the data at your fingertips, now what to do with it? 

Analyse the campaign performance

Throughout the course of any sales process, it’s important to continually evaluate your performance. Every CRM will be slightly different, but each one will offer you a series of analytics. Dynamics 365 has a comprehensive set of analytics you can use to break down the performance of any given campaign or sale. It’s crucial to have outlined your success measures in the planning phase so that you can clearly measure the success during your evaluation stage. 

What was successful? What didn’t perform as well as expected and why? Has there been any particularly surprising results? Going through these questions will help you build a picture and identify where there’s room for changes and improvement. 

Because a CRM can offer you the data so quickly, it means you’ll benefit from the advantage of speed and reactivity. This will help when it comes to the next stage of the process, adaptation. 

Analyse team performance

Working in sales is highly competitive. Therefore, it’s not only important to assess the success of your sales campaigns, but also the performance of your sales teams. The real-time data will give sales managers a clear idea of who is thriving and who maybe needs some additional support. 

This data will help sales managers and directors to build a clearer forecast. They will also be able to devise realistic and challenging targets and KPIs in alignment with the current team performance. 

Adapt 

You have a picture of your campaign performance, now it’s time to adapt and improve. Again, real time data means speed is of the essence. You want to know you’re putting yourself in the best possible position within your market. It might be a case of changing part of your process, editing your content or designing a new buyer persona to attract the right kind of customers. 

On the flip side, you may need to adapt to extend the reach of your campaigns following a great success. Your analytics may have highlighted a particular audience you weren’t expecting. For some DACs, success might be accessing a new area or a great reaction to a new product or service. 

It’s important to stay on top of the game when it comes to sales. In such a competitive industry, you need to be one step ahead of your competition. At ixRM, we help those sales teams wanting the best from their CRM; from implementation to training and maintenance. Fully utilise the real-time data available in your CRM to revolutionise your sales process and create a memorable experience for your customers. Contact us today to find out more.

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