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Customer Relationship Management Options for Sales Part 1: Salesforce

Monday, May 23, 2016

For salespeople and managers, tracking sales efforts is vital to success. At its most basic, using CRM allows you to track sales activities and corresponding results. Used effectively, using CRM will allow you to refine and optimize your sales and revenue generation processes towards reaching your sales goals on a reliable and predictable basis.

Over the course of the next few months I’m going to review several CRM options. Hopefully this will be helpful in pointing you in the right direction toward choosing the one that is the best fit for you and your team.

Let's start with Salesforce.com, one of the most widely used and recognized sales tracking tools.

Salesforce starts at $25 per month with a 30-day free trial. The fees vary based on number of users etc., so get clear on that so you can derive your costs.

The dashboard allows users to see an overview of their day at a glance, including their tasks and calendar. There are a variety of reports available which reps and managers can run to see their sales opportunities, new business won, and existing accounts. I find the dashboard to be quite readily customizable. You don't need any technical knowledge to do so, just some patience with clicking on drop downs.

It is easy to add new leads, and track tasks and activities connected to them. Because it can integrate with Outlook, all correspondence can be attached to that record for easy reference and increased productivity.

Excel tracking can be eliminated by using the opportunity forecasting tool. Reps can identify where to focus their sales efforts based on what is in their sales pipeline.

Collaborating with other reps can be done through the Salesforce Chatter tool, which works far better than email.

Managers are able to readily analyze sales activities and results across the business and eliminate the need to track down individual reps for information. They can also easily communicate where sales are now and where they are trending.

The bottom line... Salesforce is a robust CRM tool that will do just about anything you ask it. It has numerous bolt-on options to increase functionality and just about every sales automation app out there will interface with it. The only downside I've experienced is that to make it really hum you'll need a third party integrator to ensure all of the bolt-ons you want are connected properly so they function as desired.

Rating: 4.5 / 5


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