According to a sales optimization study conducted by CIO Insights, sales representatives spend only 33% of their time actively selling. The rest of their work time, they focus on other tasks of rather low value, such as preparing for a phone call with a customer and manually entering data into spreadsheets. Luckily, sales teams and sales departments can nowadays easily increase their productivity and their efficiency by automating various sales operations, which allows them to focus on moving their sales forward. All they need is a CRM software solution. What is it and why should you use it?

What is a CRM

A Customer Relationship Management software is a powerful tool which assists you in converting leads into customers. It is equipped with easy-to-use features which enable you to automate multiple business processes and focus on more challenging tasks. Collecting and thoroughly analysing customer information allows you to meet the exact needs of your customers in a shorter period of time and thus drive sales. If you are interested in other benefits of a customer relationship management system, continue reading.

How to tell you need a CRM

You may implement a customer relationship management software solution at any time, no matter how many customers you have and how prosperous your company seems to be. It is advisable to introduce such a solution to your organisation before you start losing clients to your competitors and dropping in sales.

The clear indication that your company could benefit from using a CRM is when you find it hard to gain an accurate view of your customers and their expectations and, more importantly, when you find it difficult to correctly address their needs or it takes you too much time. In such cases, the sooner you implement a customer relationship management software, the better.

Key features of a CRM

Regardless of the industry, a clear view of what your customers need and on which stage of the sales cycle they currently are enables you to provide an excellent customer service and thus drive sales. If your business requires any additional features, such as marketing automation, social media integration and call centre management, bespoke software developers are always ready to provide them. However, the most common features of a customer relationship management software solution are:

Benefits of a CRM

Whether you run a small, medium or large business, you can enjoy the advantages of a customer relationship management software solution. Automation, which follows implementing such a solution, enables you to save hours of work and reduce the amount of operational errors, but it more importantly allows your organisation to:



Automation and thorough data analysis are the two factors which enable every company to drive their sales and succeed. A customer relationship management system is an inevitably necessary tool which allows your company, regardless of the industry, to become much more effective and successful. The only thing you have to do is to choose which features you need.

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