Find your success with CRM
Finding your success with the complete CRM
Beyond a self-help cliche, success can have many meanings.
Everyone defines success and little differently. It’s important that you take the time to write down what it means to you, both personally and to your business.
If you have a lifestyle business, your goals maybe more driven around giving you free time. If you’re growing a for-profit business, your goals may be centered on maximizing top-line revenue or profit. If you minded your nonprofit, your goals maybe focus on the nation and or maximizing how much you can deliver to your cause.
In every case, success is unique to you so take time to be clear on what benefits the CRM can offer both for you and your organization.
You can use a few metrics to determine your level of success. These metrics are examples and are suggestions for you but it is important to consider all these when laying out your plans for your CRM.
Your strategy and the way you set up your complete CRM should focus and driving you toward the success metrics that means the most to you.
Growth
Whether you’re measuring over a short time span or a longer history, you should be able to see numbers that indicate improvement on a large scale.
Top line revenue
Revenues usually measured through actual dollars receive, but if you’re on an Acurral based accounting system it can also include total amount of business booked.
Your CRM should attach revenue to contacts and companies and should track each individual by your journey and what drives that revenue.
Number of customers
If your customer are mostly similar or you sell a limited number of similar products/services, you may use the right number of customers as a good metric for measuring success. Your CRM holds all your customer data including groups of customers to help you segment them for analysis, automation and marketing.
Average revenue per customer
When you sell a wide range of products or services, you may want to measure the amount of revenue you’re collecting for each individual customer. This metric indicates whether you’re capitalizing on cross-selling or upselling opportunities.
Marketing reach
This metric is usually related to awareness of your brand. The number of brand impressions, the number of followers or likes in your social media networks, the size of your email list, or the number of contacts in your CRM are all metrics you can use to measure your reach.
Revenue
Revenue goals measure raw dollars coming in the door.
Total top-line revenue may not be indicative of how well you’re doing or where you may be able to improve.
This is why you will need to dive deeper and look at such metrics based on Revenue :
Revenue by channel
If you sell through different channels you can see which bring in the most business. Your CRM tracks Revenue by grouping or by campaign ID, so you can measure which channels have the greatest impact on your business.
Revenue by salesperson
Evaluate the performance of each salesperson. Are they meeting quota? Is there average deal getting bigger?
Your CRM follows every client, including which sales people the client work with, so your sales managers can easily see their top performers and those who need more coaching.
Average revenue per user
Oftentimes average revenue per client syndicates the type of client you’re closing. If this number goes up, it may indicate, your ceiling to larger clients or you’re selling at a higher rate to your target market. If you have multiple clients within an organization, you may also measure, how much each client within that organization is contributing to your top line revenue. Your CRM gives you the ability to dive into details about each client’s so you can extract metrics and valuable insight about them.
Revenue by region
If you sell your product in different regions, you want to see how much is coming in through each area. Because your CRM stores Regional information about each contact in company this filter is easy to run to manipulate data about each region.
Revenue by demographics
Knowing whether certain demographics make up your Revenue sources help you focus on your marketing resources on the markets that demand your product or service. A CRM platform stores almost unlimited number of field you can use to find which demographic characteristics and impact your business.
With the included Predictive Analytics and advanced user can apply this knowledge to help focus and leads most likely to convert and provide more revenue.
Profit
Profit is usually very closely related to efficiency.
Many people think a CRM is only for sales and marketing. It can also track interactions with vendors and partners. By setting up your CRM and automation around all aspects of your business you can measure and control variables that contribute to your costs.
If you have labor that contributes to your cost of goods sold, you can measure how long it takes your operations to complete a task. Deviations eyeing light inefficient procedures vendor mistakes or lack of training for employees.
A complete CRM will make your team better at what they do by arming them with more information. Their conversation with leads or more efficient and targeted which increases their close rates. It also can contribute to improvements in their ability to cross-sell and up-sell.
Higher average revenue per client usually correlates to higher profit per client, all driven by the increase in efficiency.
Efficiency
Efficiency is about being able to do more with less effort.
Using machines it to scale your business results in Greater efficiency :
- Physical machines to save manual labor
- Computers to save data entry or manipulation of documents
Some key ways that complete CRM contributes to efficiency :
Alerts
When measuring with leads and clients do across multiple channels :
- Websites
- Text
- Phone
Your CRM can tell yourselves team when a hot lead needs an immediate follow-up.
Auto-responders and drip campaigns
When the leader client fills out a form or activate another types of trigger you can set things in motion to automate what happens next such as a series of email or personalized printed material. Logs of these automated marketing functions are stored in the CRM, along with what your contacts did when they receive these messages.
Overdue warnings
When you set up workflows or automated CRM activity schedules you can set predefined to-dos for your team. If someone drops the ball on a regular schedule management can see it immediately.
Automatic CRM updates
When software automatically update your CRM it saves all the manual data entry.
For example :
- 1-to-1 emails or save data automatically
- Phone calls are recorded and transcribed automatically
- Chat sessions with clients service
- Video that are watch by your clients
- Email newsletter that are opened or click
A complete CRM automatically transfer this data to your contact record saving you time and harming your stuff with information to do their job more efficiently and effectively.
Cussed associated with labor that could be automated often contribute to an unnecessary overhead. These costs could be labor but it could also affect your team’s ability to respond to opportunities.
If your salespeople don’t know when a hot lead is showing interest, they aren’t spending time effectively, which results in waste or missed chances to close deals.
Lifestyle
When men tell you that the through measures of one’s wealth is in the amount of free time one has available. If you can take the morning the afternoon or the day off and not stress about it you’re making progress toward building a more free lifestyle.
Lifestyle isn’t always just about free time. It’s also about the quality of life while at work. When stress levels are lower at work people are happier.
Ultimately, people are in search of more happiness and a complete CRM brings you closer to that by giving you inside into how your business is doing and improving the client experience. Better tools create efficiency and consistency for your team improving morale and performance.
Workers and managers alike feel more stress when mistakes are made. Sometimes people forget things, and sometimes they were told about something that could have helped them do their job better.
Having a complete CRM is your recipe to remove those mistakes by having relevant information available and automating reminders to complete tasks in a timely fashion.
When someone in your organization drops the ball. someone has to pick it up.
Usually, there is some amount of apologizing to a customer coaching for the person who dropped the ball and a re-evaluation of internal processes. Every time this re-evaluation happens, the team should think about how a complete CRM solution could help prevent it from happening in the future.
A complete CRM solution gives you and your team of the confidence of knowing everything is handled and as intended. By designing internal processes, you demonstrate confidence to everyone in your organization. Confidence then transcends outwardly to your leads and contacts building, your brand and overall client experience.
