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Evolving Business Operations: Why CRM Matters Marketing Articles | May 7, 2008
One of the most effective ways in increasing customer relations is to implement the use of CRM software and sales force automation.
In the business world there is always a natural affinity towards increasing productivity and efficiency while reducing both the time and cost that is put into business processes.? These tendencies arise not only to improve the functions of the company, but more so to ensure that their customers remain content through their services.? One of the most effective ways in increasing relations is to implement the use of CRM software, which provides a dependable and easy platform for both companies and customers.
However, some companies believe that relying solely on simple contact management will satisfy their need for storing and organizing customer information, and that using costly CRM software provides no benefits beyond that.? This approach may be sufficient for business that simply use excel and outlook in a stationary environment to maintain their information, but in the ever-expanding business world the customer relationship is becoming more complex as a result of increasingly mobile sales teams and capricious staffing.? In these types of growing businesses, it becomes imperative that customer information be managed with reliable software in an otherwise possibly unreliable work environment.? This includes providing multiple access methods for customer to contact sales teams while reducing complexity and time through automating common processes, and allowing secured sharing of information with your team members and customers.
Despite the apparent advantages of CRM software, many will? say that the cost of using CRM software is far too high for the benefits it provides, suggesting that it merely promotes busywork, that it is inflexible and difficult to find information, that it micromanages all the work that is performed, and that inevitably it will not drive new business.? Is this in fact the case, or could it be that the software is simply not used correctly by all businesses?? When using CRM software, there must be several practices that occur to maximize the benefits, these being giving information that is valuable in regards to the customer identity, providing ways the salespeople can monitor their own progress through quotas and commissions, and designing automated best practices to increase efficiency and create more relevant policies.? By properly using CRM software, it enables the salespeople to enter their information easier, to keep track of their clients more reliably, and to enhance the quality of work they provide.