Not having a sales system in place is not viable today. The data proves it: the 2016 State of Sales Report , conducted by LinkedIn Business, found that 64.2% of companies that use CRM rate their sales system tools as “impactful” or “very impactful.” The term “impactful” refers to those factors that are critically important to generating the sale.
However, the reason why that figure is not 100% - and why there are companies that still do not use this type of technology - is due to a lack of knowledge: not all businesses, sales teams and their representatives understand in depth or know all the different use cases of a sales system that exist. That is why, in this post we tell you all about it!
What is the purpose of a sales system?
A sales system can help a company's sales team work in an organized manner, helping them manage their contacts, track sales deals they are processing more efficiently, and, in general, invest their time more efficiently.
Thus, the ultimate goal of a sales system is to save the company money while increasing profits .
All of this is closely linked to the customer experience , which is the basis for the sales system. Considering that 65% of customers are lost due to indifference and not due to errors – according to a study by Ironpaper – caring for and paying attention to the interests and needs of the customer has become a priority when building a sales system.
Practical examples of use cases of a sales system
There is hardly any business where sales do not play an important role. Whether through products or offering services, the truth is that selling is one of the main channels through which profits can be generated.
Below we present three possible use cases for a sales system – among many others – so that you can get a practical understanding of the purpose of a sales system and the advantages it can offer you.
Know what stage of the sales process your customers and leads are in
Imagine you own a clothing brand and a potential customer is browsing your online store. They've been looking at your products for a while, especially pants, and it's your chance to capture their interest and offer them something that will make them take that step to make a purchase.
Through the sales system you can monitor your customer's activity and, using that information intelligently, approach them, showing them that you know about their interest and offering them, perhaps, a discount on pants, or helping them find other options.
In this sales system use case, technology allows you to see key information about the lead that is entering the sales pipeline . By knowing what their interest is, you can offer personalized, more human experiences. Without a sales system, you might not even have known that you had a lead interested in buying pants.
Read now: Know the stages of the sales process and accelerate your business
Without a sales system, each member of the sales team would have to invest their time and effort – as has traditionally been done – frequently calling both clients and prospects, holding numerous meetings and manually organizing all that information from various sources, each at different stages of the process.
A sales system doesn't just free you from personalized customer relationships , it allows you to close more deals with less work . With a sales system platform, you can bring all your information together in one place and easily manage contacts and deals, track each customer's activity, and generate leads.
On the other hand, a use case for a india mobile no sales system that is in line with these examples is the ability to generate automatic triggers for routine tasks in the sales pipeline, which means that they are able to be resolved quickly and on their own, allowing sales agents to focus on those cases that really require their attention.
Find out more at: Sales Automation: How to Sell More by Doing Less
Fully visualize sales channels and stay ahead of the curve
Every sales team has periodic cuts, usually quarterly. What you can achieve through a sales system is to accurately forecast and manage your sales pipeline , in real time, so that you don't have to find yourself in unexpected and awkward situations at the end of each quarter because of something you missed.
When you work in an area where data matters so much, you can't afford to be inaccurate and have human errors that will later take their toll. In that sense, a sales system gives you full visibility of the sales pipeline, both for new deals and those already closed, so you can plan, track and analyze your process without errors or missing details.
Other articles of interest: Omnichannel sales: 6 steps to integrate commercial channels