5 Ways to Maximize the Effectiveness of Your CRM Software

by | Jun 30, 2014

The purchase of a CRM software is only the beginning of the Customer Relationship Management journey. More planning is needed to use the software to its full potential.

No one likes change – it can seem overwhelming to learn the new system. CRM software is designed to make relationship management easier. Don’t let the learning curve discourage you from all of the benefits CRM software has to offer.

CRM Tips and Tricks

Have a strategy. It’s important to have a plan in place before you purchase your CRM software. Know exactly how you plan to implement the software and what you hope to achieve.

Naturally you had the inklings of a plan if you decided to look at CRM software. Write this information down. Brainstorm some expectations for your CRM strategy before you install it in your company.

Involve your whole team. The success of your CRM efforts hinges on full commitment to the process from all of your team members. Make sure each employee is trained on the basics of the software. Include them all in strategy discussions to ensure everyone is on the same page.

Let your team know this process is designed to make less work for them in the long run. The CRM is designed to minimize miscommunication by providing a central hub where all team members can see the who, what, and when of each customer conversation.

Make a list of important information to track. It is easy to get lost in tracking every little detail about a customer. Design a standardized form in your software platform for all your employees to use with the key information you plan to track.

To maximize the full potential of CRM software it is essential to track every communication made with a prospect. A complete record gives everyone on your team a 360 degree view of what is going on at all times.

Decide which metrics to track on your CRM dashboard. Your CRM dashboard is the window to all of your campaigns. It is where you see what is working and what isn’t with your strategy.

The metrics you choose depends on the overall goal of each campaign. For example, for lead generation campaigns you want to measure how many leads you get and where they come from. Lead nurturing campaigns are focused on engagement metrics such as opens and click through rates.

Consistently update customer information. As your business grows it is important to keep all customer information up to date. Make sure to note each move a prospect makes through your sales process.

Keep track of the prospects who become customers and what they purchase. Also, make note of the sales leads in your lead nurturing campaign who are ready for a call from your sales team.

Implementing CRM software seems complex, but the long term benefits make the process well worth it. Follow these tips and tricks and you will realize the full capacity this software offers your business.