Sales management is a difficult task. The sales representative think for themselves, take their own decisions. They do something which others cannot. So, they are labelled as hard to get along.
As new leads come, there are major headaches involves who gets which leads. Customer Relationship Management (CRM) refers to practices, strategies and technologies used to manage and analyze customer interaction in order to improve business relationship with customer and increase in sales. CRM software consolidates information of customer and documents into a single CRM database so that business users can easily access and manage the information.
The sales management CRM would help to assign leads based on number of criteria which may include zip code, state, city, number of employees, your own custom fields.
CRM gives sales manager a clear view of sales process such as what lead exists and who is assigned, what sales is ready to close, what are priority and much more. Without CRM, Sales manager often rely on information from sales representative. The information may or may not be accurate but management decision will be based on the reports passed. So, without accurate data, sales management can take incorrect decisions.
The sales manager is managing the daily work of sales department and asked by the management how the sales is progressing. There must be regular report on sales standing, predicted output for month, quarter and for year.
CRM makes these task more reliable. The sales management can report with confidence the current scene in sales pipeline and make accurate forecasts. The CRM software should have friendly reporting options so that the sales manager is not often indulged in time consuming activities while making reports.