Customer Relationship Management is used by companies to track their relationships with customers through the buyer’s journey. It can store information on client and prospect interactions. The CRM System also tracks marketing and sales touchpoints, thereby giving the employees that face customers detailed information on the client’s activity and feedback. CRM can be very helpful to the sales team. It can keep everything at peak productivity by organizing all tasks and personnel. With the growth of the company however, it becomes more difficult to uphold a structured and accurate CRM system, which results in reduction in organization, increase in confusion, and lesser number of closed deals.
Low Adoption RatesThere are times when marketing and sales teams do not have the same objectives before they implement a CRM system at the company. Sales teams often do not think that a CRM system gives them a good ROI of time and resources.
IntegrationsMore than half the sales reps believe that they use too many sales technologies, which they feel have a negative impact on their performance. What B2B sales reps need are integrations, platforms for automation, among other technologies which will help them for their on-the-go prospecting efforts. By nullifying research, guesswork and manual data, a sales rep can just focus on selling.
Data QualityThe quality of your customer and account information determines how beneficial your CRM engine will be. Data is the lifeblood of any CRM system. Poor quality data can have a direct impact on the bottom line. Your prospect and customer data can become old in a second, and when that happens, an unreachable contact is the last thing you need.
- Customer Relationship Management systems track the buyer’s journey to improve their relationship with the company
- A structured CRM system in place is necessary for both sales and marketing teams to be able to improve the quality of service and product provided
- There are a few pain points that the sales teams need to keep in check when using a CRM system such as having the same goals as the marketing team, integrating it efficiently with other applications and managing the quality of data used