Last week, a survey by a company out of the UK came back with an interesting headline, “Only 17% of customer relationship managers believe their CRM is generating revenue.”
Hmmm…really? Though those results surprise me, the data is based on a poll of 500 CRM managers. As they say, “you can’t argue with the people.” So, for the 83% who are struggling to understand how to generate revenue from their CRM. Here are five ways a sound CRM investment drives revenue:
CRM increases sales rep productivity – Some industry data suggests salespeople spend only one-third of their time actually selling. The rest is spent on administrative work like qualifying leads, and data entry. CRM will streamline and cut down that time, so reps can spend more time selling. The more time selling, the faster deals can close.
CRM help reps prioritize – If configured correctly, CRM helps reps prioritize their time by focusing on the deals that are more likely to close so they don’t chase low percentage opportunities.
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