Increased revenue and profits -- Finding the right CRM software that matches companies' strategies and objectives allows management to develop a plan for increasing sales and profits for the long term. CRM software makes sales data and forecast information all immediately accessible and permits decision-makers to accurately study revenue and expenses to decide where to cut costs, decide how much inventory to stock, and determine what discounts may be allowed.
Improved capture of sales leads -- When companies generate a large amount of leads, they can then increase their sales and revenues. With an automated workflow system that includes set timers, CRM software enables the sales team to view leads on the computer screen and then see those leads disappear when they become customers. In addition, CRM software creates specific sales territories so that the sales team can manage their areas via CRM generated reports that give complete, concise information.
Flexibility through scalability -- Scalability is an especially important factor for expanding small-and medium-sized businesses who wish to develop their customer offerings in the near future, but don't wish to outlay a great deal of money for their CRM software solution. Many CRM solutions, like SalesProCRM offer a package that requires no software installation on the user's computer and gives new users the confidence to slowly build their system to match their needs.
Other CRM vendors allow smaller companies to rent licenses and to then have that vendor manage and maintain their CRM solution, which leaves small companies free to perform other day-to-day tasks. Once the business gains more customers and wishes to expand their CRM capabilities, the CRM vendor can offer the company user licenses, which require yearly maintenance fees, but give the company complete autonomy from the CRM vendor. Having a license may give the company a greater sense of security, since vital customer data is now only housed in their IP network.
Some CRM software solutions for small businesses use web-based solutions to share data with other applications such as Microsoft Outlook and ACT! which helps these companies integrate a CRM solution into their business plan, while lessening their administrative time.
Improved customer service -- The CRM software should include access to centralized customer data as well as e-mail templates that allows CRM associates to quickly key in on important customer details and communicate effectively with those customers when they need assistance with their services or products. This customer information has been captured from either point-of-sale (POS) systems or through sales and purchase data.
Increased cross-selling and up-selling opportunities for existing customers Businesses make money when they keep their customers through loyalty, more than by depleting their resources trying to find new customers. With "A-list" sales leads in hand from call centers, surveys, and other inquires, along with the existing customer data, customer service reps or the sales team can offer expanded services to their customers.
Accessible decision-driving information -- When the CRM software solution contains a competitor tracking function, management and the sales team can access these reports to identify trends, measure and forecast sales, track sales processes, and evaluate their own business performance. The CRM software also includes access to important resources such as brochures, white papers, and competitor reports.
Improved customer profiling and target marketing -- In order to know customers and serve their needs, the CRM software system must be able to capture customer details like present accounts, pending orders, and payment history. The centralized database is also integral for customer profiling and for predicting what services that customer may need in the future.
