How to Choose the Best CRM?
Let's begin by defining what a CRM is. CRM stands for Customer Relationship Management, and it's a tool that should help you track interactions with your current clients, future clients, and prospects. It should be as simple as that; and if you have been shopping around for the best CRM for you, then you know exactly what I mean when I say "it should be as simple as that."
Many CRMs have made it more complicated than it should be, and they've done so by adding more and more features to their systems, thinking that's what their customers want, when in reality, what we need is something simple that will keep things organized and in place, that's all!
There are many options to choose from, and it's hard to say one is better than the other, because all of them will offer you more than what you actually need, but always keep in mind that the best CRM that you can choose, is the one that your whole company can incorporate.
Follow these steps to choose the right system for you and how to use it to the best of its ability:
1. Best Security System. A good CRM will be a platform that will let everyone on your sales team have editing permissions to the system. A great CRM will let you do that and also take care of that data by not giving everyone the permission to delete anything. Imagine one of your sales team member decides to move on to a different job, but decides to delete everything on your system before he leaves.
2. Good Communication. Have you ever called one of your customers and in return gotten some a complaint about something completely unrelated? It's important that everyone else in the sales team knows about this. So next time when they call this person, they can help him/her in a much better way, not to mention you also get the opportunity to build customer relations with this person, just because you documented what happened last time.
3. Email integration. In a big company everyone communicates through emails, even between you and your customer there might be a longer email history than a phone call log. The CRM must have a good connection with email, that way everyone gets the information they need without having to search for it.
4. Mobile friendly. When you have a big sales team, I'm sure you don't have them all sitting down at their computers at once. That's right, they're out in meetings, connecting with people, selling your product. How wonderful would it be if they could stay connected to the CRM through their phones and tablets?
5. Effective Follow-ups. When you have thousands of contacts, it's hard to keep track who needs a an update, a replacement, or who is running out of time on their demo, etc. If you make clear notes on the CRM, the CRM should be able to give you a heads up every time you need it. "Mary Lilith 123-123-1234 will need an update by OCT 30th" Now you know you must call her and sell her the update, without going one by one through your list and trying to figure out who needs what by when.
I hope these few points have helped you understand what a good CRM should look like. If anything else should have made it to the list, leave it in the comments!