In today’s world, with more employees working remotely — including sales, marketing, and customer service teams — keeping track of leads, opportunities, and sales can be a challenge. CRMs are designed to assist employees to keep track. There are numerous CRMs a business can choose from such as Salesforce, Dynamics 365, Zoho CRM, Pipedrive, and more.
With a CRM up and running, leads and customer data are available for anyone that needs it, no matter where they may be working (from home, in the field, traveling, etc.) This is especially beneficial for companies with a remote sales workforce, such as Miller Plastic Products, that worked with Plus+ Consulting and Commercient to connect Salesforce Professional with their ERP, JobBOSS.
“To have that JobBOSS data in Salesforce via SYNC makes a world of difference for us trying to find things and comment on jobs,” said Tim Zeliesko, COO at Miller Plastic Products.
To enhance the CRM experience, Commercient SYNC connects the CRM with more than 85 ERPs (Sage, Epicor, Infor, JobBOSS, Microsoft Dynamics 365 Business Central, and others). This way, the sales team has access to ERP information such as orders, invoices, customer data, and more.
How can a CRM help your sales team to keep better track of leads and opportunities, and close more deals? Read below.
Leads and Customer Data is More Accessible
When your ERP data is integrated with your CRM, it becomes easier to track, since it is stored in one place. It can be easily accessed by your sales, marketing, and customer service teams from any place, on any device, and at any time.
This helps to avoid lost time and increases productivity, as no employee will spend hours digging through redundant files to look up opportunities and close deals. The sales teams will be able to find information quickly, helping to build better customer relationships.
With the partnership between Commercient and Plus+, their mutual customer Miller Plastic Products benefitted from having access to their JobBOSS data directly in Salesforce. They can spend more time growing their sales.
Quoting Process Made Easier
Once your ERP data is integrated into your CRM, all the necessary information is there to effectively create a quote. A CRM can help your sales teams by creating quotes directly from opportunities, and can automatically be added in as a document that assists in streamlining your sales process.
In your CRM, each quote can be modified according to the opportunity, and once completed, it is then sent to the prospect or customer via email. Quotation management can also assist in keeping a history of quotes made, to keep a record of that data, in case needed in the future. Once the quote is completed, it can then be converted into an invoice to close a deal.
“It really helps when it gets down to the quoting aspect to quickly be able to pull up information from previous jobs and similar jobs,” explained Zeliesko. “Or if a customer ordered something a few years ago, and we want to see that historical data, we can get that pretty fast, as well.”
Good communication is important, in order for your business to grow, and having a CRM to track interactions between customers and employees will help achieve that. Allowing your CRM to track tasks can help with communication, linking departments, and helping everyone stay on the right path. It can result in improved sales, customer relationships, customer satisfaction, and efficiency.
But how does communication work in a CRM? First, it can track conversations that have attachments and messages in an accurate way, preventing mistakes. You will be able to discover any errors and/or adjustments that need to be made within your sales process.
Second, employees are able to access the data in the CRM at any time or anywhere. This allows communication to take place over projects instantaneously.
And finally, communication in a CRM can improve customer experiences by seeing historical data, and finding leads to close deals.
“It’s definitely going to increase the efficiency of our sales, and increase communication and contact with potential customers and current customers,” said Zeliesko. “I see a lot less things slipping through the cracks with Salesforce.”
Projections and Forecasting
Having a CRM like Salesforce is especially important in order to have accurate forecasting and projections, since it can pick up on opportunities in order to close deals faster. In addition, forecasting can help a company or a sales team determine what is going to be sold in a week, month, or year, as it helps with identifying risks that can be handled before it is too late.
But how does a CRM do this? By using historical data within your CRM, it can help build trends to provide an accurate picture of what your business looks like. From there, sales strategies can be created with the given reports and a salesperson can provide quotas to their managers based on the projections from the forecasting.
In addition, historical sales data SYNC’d from JobBOSS to Salesforce helps the sales team at Miller Plastic Products to quote customers better. It also assists the company with projections and forecasting.
Commercient can close the gap in your CRM to assist your sales team by using the SYNC ERP and CRM data integration platform. Leads and opportunities will be easier to track and clients will get the most out of their data.
If you found these guidelines helpful, please contact us today to find out how we can help streamline your business.