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Optimize your sales process by adopting a CRM system

It’s that welcome opportunity to hit the restart and build better sales management

Inevitably, when your company implements a new CRM system, everyone learns a lot about how your company operates too.

Because when you start to analyse how you do business, who does what, time spent on tasks, order of tasks, you always find leaks in the bucket.

The best installations of CRM system come complete with a self-analysis of your company’s business cycle. A CRM consultant who comes to set up your system wants it to be optimized for best possible outcomes of sales management, accounting practise and customer relationships.

Analysis of a business process can sometime be painful. It’s filled with “why do we do that” moments, and sometimes embarrassment over obvious holes in the current system, which affect short and long term business results. Sometimes it brings delight when duplication and miscommunication moments are exposed – and problems that have always been process pain points quickly go away.

But the pain of analysis is always worth it. It’s that time to start fresh with everyone understanding an improved business process. It’s that time where everyone is on the same page of the book, pulling the same way and knowing, they’ve got the support of other departments and the power of information retained in the CRM system.

You are reaching new targets and new markets all the time. The better the information at your disposal, the more dynamic your sales presentation and account management becomes. In this increasingly global environment, A strong CRM system and a CRM culture keeps you engaged, current and provides the kind of reporting opportunity to identify where the future lies.

The flexibility, diversity and quality of CRM systems is ever increasing – just look at the recent advances that allow CRM data mobile access. That in itself saves time, money and significantly closes the potential time to close a sale.

Rick McCutcheon is a Dynamics CRM MVP with expertise in sales process design, social selling and CRM strategies. Rick has been involved in the CRM industry since 1990 as a company founder, senior executive, reseller, industry association board member, educator consultant and professional speaker. He is the creator of the Full Contact Selling (FCS) methodology for Dynamics CRM. He can be reached at .

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