CRM - INFAWORK

How to pick a sales CRM? What do you need to know.

Choosing the right sales CRM (Customer Relationship Management) system is crucial for the success of any sales team. With thousands of options available, it’s essential to conduct thorough research to find a platform that aligns with your business needs. A well-chosen CRM can streamline sales processes, improve customer relationships, and boost overall productivity. Key Takeaways Understanding Sales CRM and Its Importance Definition of Sales CRM A Sales CRM, or Customer Relationship Management system, is a tool designed to help businesses manage their interactions with current and potential customers. It centralizes customer information, tracks interactions, and facilitates the management of sales processes. This system is essential for maintaining organized and efficient sales operations. Key Benefits of Using a Sales CRM Implementing a Sales CRM offers numerous benefits, including: Sales CRM systems provide a gold mine of information for businesses looking to close more sales at every stage in their pipeline. Common Features of Sales CRM Sales CRMs typically come with a variety of features designed to support sales activities, such as: These features enable sales teams to work more efficiently and effectively, ultimately driving better sales outcomes. Identifying Your Business Needs Assessing Pain Points Begin your CRM selection process by considering your company’s obstacles and why your current solution isn’t working. Initially, small business owners choose a CRM system to replace a spreadsheet and better manage customer data, like contact information. But you may pinpoint other business processes a CRM can improve, from customer service activities to sales management. Setting Clear Goals Create a short list of the CRM features you must have. Understanding what you need can help you identify any software that’s just too limited. You should also consider a second tier of features that would be nice to have but aren’t crucial. During this process, gather feedback from your team about what they need ― remember, they’ll be using the CRM software so it should meet their expectations. Involving Team Members The most important things before committing to a CRM software is to map out the needs and expectations of your business and your sales team. Evaluate what management tools and programs you are currently using and how they are used, is it: Bold: Ensure the CRM meets your team’s expectations. Consider the following business objectives: Essential Features to Look for in a Sales CRM When choosing CRM software, consider the following features: Sales Pipeline Management Sales pipeline management is crucial for tracking the progress of deals through various stages. A robust CRM should offer visual pipelines that allow sales teams to easily manage and follow up with potential customers based on their position in the sales funnel. Integration Capabilities Integration capabilities are essential for ensuring that your CRM can seamlessly connect with other tools your business uses, such as business phone systems, project management, and collaboration tools. This helps in creating a unified workflow and reduces the need for manual data entry. Automation Tools Automation tools in a CRM can significantly boost your team’s productivity by automating repetitive tasks such as email marketing, workflow management, and customer support ticketing. This allows your team to focus on more strategic activities. Try INFAWORK CRM for free today! It is easy to use and integrate with any business. Identifying your must-have CRM features is a critical step in the selection process. Make sure to align these features with your business needs and goals. Budgeting for a Sales CRM When budgeting for a Sales CRM, it’s crucial to balance cost with the value it brings to your business. Leverage your monthly sales budget as a tool for continuous improvement and ensure that the investment aligns with your business goals. Researching and Comparing CRM Platforms Conducting Market Research Start by researching CRM platforms that align with your business needs. CRM platforms are evolving all the time as technology improves, so make sure you’re up to date on which vendors are keeping up with the cutting edge of the technology and which are falling behind. Consider the types of integrations CRM platforms provide with other business software you may already be using. Reading Reviews and Case Studies Check out review websites and customer reviews. Look at the differences between plans to ensure the one that fits your budget has your must-have features. If you have relationships with other businesses that are similar to yours or have similar needs, ask them about the CRM software they chose. This insight may help you determine whether your shortlist includes the best providers available. Utilizing Free Trials Complete the following tasks for each CRM platform on your shortlist: Encourage employees to navigate the knowledge bases and trial software. Implementing Your Chosen Sales CRM Implementing a CRM involves a few more hurdles that you’ll have to jump over, such as customizing your CRM software and integrating it. But once it’s up and running, and you’ve automated as many tasks as you can and tweaked it just right, your salespeople will appreciate it — because most of them probably just want a simple, strong solution that supports them doing what they’re great at: selling. Common Mistakes to Avoid When Choosing a Sales CRM Overlooking User Experience One of the most common mistakes is overlooking user experience. If the CRM is not user-friendly, your team will struggle to adopt it, leading to wasted time and resources. A complex interface can result in a steep learning curve and customization demands that eat into your schedule. Ignoring Scalability Another critical error is ignoring scalability. Your business will grow, and your CRM needs to grow with it. Choosing a CRM that cannot scale can lead to unsuccessful CRM implementation, which can be disappointing and counterproductive. Neglecting Customer Support Neglecting customer support is a mistake that can have severe consequences. Customer support might come with extra fees, and without premium service, you could face limited hours and long wait times. This can be particularly problematic if you encounter issues that need immediate resolution. About 70% of CRM projects fail because of poor communication, misaligned goals, and lack of the right team. Rushing into trendy tech without a solid..

How to better manage your small business’s money.

Master small business financials with our guide on foundation, cash flow, spending, health, accounting business software and future planning for success.

5 Reasons Why Salespeople HATE CRMs

After conducting thorough research and consulting with numerous software companies, you’ve finally pinpointed the ideal Customer Relationship Manager (CRM) software tailored to suit your business needs. With great anticipation, you’ve enlisted the expertise of a consultant to configure the system and diligently trained your team on its effective utilization. As you flick the switch, brimming with excitement over the prospect of increased sales, reality hits hard—your sales team detests the new CRM and adamantly refuses to engage with it. If this scenario strikes a chord, rest assured, you’re not alone. Countless businesses grapple with the all-too-familiar tale of CRM adoption woes. However, despair not, for there’s a silver lining. In the following discourse, we delve into five critical reasons why CRMs might unwittingly impede your journey toward success rather than facilitating it: 1. Time-Consuming Data Entry Sales is a fast-paced environment where every minute counts in the sales process. Yet, constantly updating a demanding CRM with too many fields that are not relevant at the initial sales stages can drain valuable time that could be better spent on revenue-generating activities. If salespeople could redirect the hours spent on data input towards closing deals, productivity would skyrocket. 2. Lack of Customization Not only does every sales team operate differently, but salespeople have their own process. Employees need autonomy to feel engaged so trying to implement a singular approach is damaging to morale. Many CRMs lack the ability to be tailored to individual workflows and processes without significant investment in time and resources. This lack of customization can limit efficiency and force sales teams to adapt to rigid systems that don’t align with their unique needs and strategies. 3. Not Adding Value Using a CRM can feel like a 2nd job. Are salespeople working to help their customers or to help the CRM? If the CRM is designed only to be fed information without providing a significant value add in return, it is a one sided relationships. Anyone that has been married or in a successful relationship knows all-too-well that success is about give and take. A good CRM must provide a good ROI not only for the company, but for the salespeople. 4. Complexity Overload Sales professionals have a lot on their plates without adding a complex software system to the mix. Many CRMs prioritize data collection over user-friendliness, resulting in wasted time and energy on learning and navigating the platform. Sales teams shouldn’t be burdened with the role of data entry clerks. A clean and simple user interface and a helpful and friendly user experience as critical. 5. Data Inaccuracy Relying on salespeople for data entry often leads to inaccuracies and incomplete information within the CRM. This can significantly impact decision-making, as sales leaders base forecasts on this flawed data. In some cases, CRMs are so riddled with errors that sales teams resort to manual methods like pen and paper or spreadsheets. Automating information vs open field entry can not only be a significant time saver for salespeople, but ensure accurate and complete data. If you find yourself resonating with the challenges outlined above, take heart in the fact that solutions exist to overcome these obstacles. Rather than resigning yourself to the notion that CRMs are inherently flawed, consider alternative approaches and solutions. Whether it’s exploring more user-friendly CRM options, implementing comprehensive training programs, or investing in customization to align the CRM with your team’s workflow, proactive steps can be taken to turn the tide of CRM adoption. By acknowledging the grievances and actively addressing them, businesses can transform their CRM from a hindrance to a powerful asset that propels them towards sales success. Embrace the opportunity to refine and optimize your CRM strategy, and witness firsthand the transformative impact it can have on your sales team’s performance and overall business outcomes. Share your thoughts with us at info@infawork.com. If you’re ready to break free from CRM constraints and other small business software restraints, consider joining our mission at www.infawork.com.

Why you need INFAWORK – Part 2: Software Pricing

by Anson Scoville If you own a business today then you are no stranger to the evils of software pricing. If you have looked at implementing a companywide ERP then, chances, are, the sticker shock on ERP cost has kept you up at night. No matter the size of the business, the rising cost of software is becoming more and more challenging as businesses rely more and more on software. One recent memory from my tenure at a prominent business exemplifies this struggle. It was approaching year-end and the rush to finalize the current year while simultaneously preparing for the next year was unmistakable. As we approached the close of another fiscal cycle with revenue nearing an impressive two billion dollars, every department was deeply entrenched in refining their budgets. Amidst this flurry of business activity, a particular evening stands out vividly. It was when my IT Director entered my office, a hint of concern disrupting his usual composure. What he conveyed was unsettling: our longstanding software provider, a recognized name in personal and business software, was proposing a daunting 30% software subscription fee increase for the upcoming year. Software Pricing Increases Our ensuing conversation mirrored a broader industry dilemma regarding software pricing and software subscription annual increases: Me: “Have they introduced any significant updates or enhancements this year?” IT: “Not really.” Me: “Have they integrated innovative features to improve our operational efficiency?” IT: “Unfortunately, no.” Me: “Have they consistently provided excellent service and partnered with us to overcome challenges?” IT: “Not quite.” These revelations highlighted a concerning reality: escalating costs without corresponding value addition—a stark reflection of the dynamics within the business software landscape. ERP Costs escalate – prioritizing their profits, not yours This narrative wasn’t unique to my organization. Software providers offer Enterprise Resource Planning (ERP) software, particularly public companies who have a primary duty to their shareholders not their customers, revenue growth is primary. This business model negative impacts the customers who grapple with a landscape marked by rising ERP cost, opaque pricing models, and limited customer-centricity. The consequences extend beyond financial strain, affecting organizational morale and stifling innovation. It’s a sobering reminder of an industry where short-term gains often overshadow long-term partnerships and sustainable growth. A customer first software subscription approach Recognizing these systemic challenges, INFAWORK emerged as a solution. At its core, INFAWORK transcends traditional paradigms, advocating for a customer-centric approach grounded in transparency, collaboration, and genuine partnership. Our mission goes beyond transactional engagements; it embodies a commitment to fostering enduring relationships, driving innovation, and delivering tangible value for our clients. Our transparent pricing model starkly contrasts with industry norms of hidden costs, vague pricing structures, and 3rd party resellers. If you ever see “Call for Pricing” advertised then run the other direction. Translation: “Call so we can understand exactly how many of your hard earned dollars we can extract from you”. When you go to a store, does the price tag ever say “Call for Pricing“? The INFAWORK difference Through affordable pricing structures, continuous improvement, collaborative innovation, and transparent communication, INFAWORK aims to redefine industry standards. We envision a future where all businesses have access to a scalable infrastructure solutions they can tailor to their unique business needs, fostering an platform where efficiency thrives, innovation flourishes, and entrepreneurship prevails. We want to help businesses succeed. We define our success by our customer’s success. The journey ahead In this transformative journey, INFAWORK remains steadfast in reshaping the business software landscape. Through unwavering dedication, collaborative innovation, and a relentless focus on customer success, we strive to set new industry benchmarks, ushering in an era defined by mutual respect, transparency, and shared success. To read the first part of this series, CLICK HERE

Why you need INFAWORK – Part 1: Business Simplified

A founder’s journey to solve problems with existing solutions and bring years of experience to small and medium size businesses.