CRM Software Should be a Revenue Driver, Not Just Software

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When planning for CRM software implementation, your sales and marketing teams should be heavily involved.  After all, its functionality in that area should be leveraged to the best of its ability.  Software isn’t going to find the leads and close the sales itself, so you still need an active sales team and creative marketing team to work together toward the success of your business.

Microsoft Dynamics® CRM is an intelligent and easy to use software that will encourage collaboration between the sales and marketing departments.  Improve sales with better planning and lead management.  Set up territories for your sales teams and create defined roles and goals for each team.  Tracking leads and opportunities in Microsoft Dynamics CRM will create accountability and reduce the chance for lost leads.  Tasks can be assigned based on pre-determined rules and automatic emails can notify sales staff to follow up on a new lead.  Each lead can then be tracked and customized offers or special pricing can be applied to each opportunity.  The entire sales pipeline can be monitored and reported on in real-time so you can identify trends, make projections, and see when revenue goals are being met.  Revenue goals can be evaluated by time periods, financial measurements, or other criteria.  Sales quotas can be reported by team or individual, and you can evaluate trends on won or lost opportunities.

The marketing team can manage campaign data in Microsoft Dynamics CRM which will correlate with the sales data.  Mass mailings can be quickly created and sent out using the built-in mail-merge features.  Microsoft Office Outlook contacts can be added into marketing lists with just a few clicks and the Microsoft Office Outlook synchronization will eliminate redundant email tracking issues.  Marketing staff can plan and track individual marketing activities, create alerts or reminders on campaign milestones, and create a special Internet landing page for specific campaigns without the need for confusing coding.  Being able to track successful marketing campaigns will save time and improve profitability.

Putting sales and marketing data in a single platform, such as Microsoft Dynamics CRM, will improve communication and results between the two departments.  The sales team will find it easier to identify the most current leads, be notified to follow-up on older leads, and have access to real-time key performance indicators.  The marketing team will be able to capture responses for each marketing campaign, quickly convert responses to leads for the sales team, and identify trends with Microsoft Dynamics CRM analytics.  Sales and marketing staff can also access all of their data, in real-time, from any web-enabled device.  Even when on the road, they can create or update marketing campaigns and assign or follow up on leads.

Using Microsoft Dynamics CRM will streamline sales and marketing processes, improving productivity and drive revenue.   Contact Sikich to find out how to put your sales and marketing teams on the same page with Microsoft Dynamics CRM.

By Jim Drumm with Sikich, Chicago IL Microsoft Dynamics CRM partner serving IL and MO


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