CRM Software Can Help Your Inside Sales Win More Deals

CRM software is particularly important when it comes to managing your inside sales team. Several key points regarding your business's inside sales team and software integration. Management, metrics, training, sales team integrations, documentation and goal setting are all affected by the CRM systems and implementation you use. 

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Management

While management is always people oriented, your software affects reporting and command structures within inside and outside sales teams. Tracking leads and deals gives inside sales managers the right information to address issues their direct reports are facing.

Information is key to any relationship: communication is the bridging of information between two or more individuals. With a good CRM software solution, many communication issues will be avoided because necessary information can be communicated objectively and realistically. 

Metrics

The foundation of any software system is its metrics. Tracking leads to win deals and generate more income entirely depends upon real-time, accurate metrics. With your inside sales team, metrics are increasingly valuable to winning deals. Inside sales creates "voluminous amounts of data to track" which in turn produces confusion and headaches for management, inside and outside sales teams.

The right CRM Software will automate the data processing and tracking. Automation produces relevant, understandable data for your sales teams to use at a moment's notice.

Training, Integration and Documentation

 Training, integration and documentation are all interrelated parts of your CRM development. Each of these are related to and affect development and implementation plans for your CRM. 

Any sales team needs training on a CRM software program. Your sales team loses leads, does not transfer deals, and cannot close pitches if they have no understanding of the software they are using. Where is information stored? Where does pertinent personal information get entered by different members so that when an outside sales member goes on site, they know the needs the inside sales team addressed last week? Proper training in the implementation process answers these questions. 

Integration includes software development across platforms, integration with other software systems and building disparate sales and management teams into one. With multiple teams, your CRM software can build communication across inside and outside sales teams: integrating them into one dynamic unit. 

Documentation is the last, and most important part of development and implementation. The cost of using software without adequate documentation is hours of labor lost, customers lost and employees frustrated. Documentation should be relevant and easy to understand so that your inside sales team understands how to use your CRM software and how to use your business's sales process.

Goal Setting and Motivation

A good CRM program will enable your inside sales team to set and track their own goals: individually and as a team. Motivation is essential to keeping star players on an inside sales team, and a key to motivation is goal setting. Your CRM software solution will not only give management and owners the ability to track sales member's performances, it will give sales team members the ability to manage themselves. 

For more information on CRM software solutions, please contact us at DentalLabSupport.com or inf@dentallabsupport.com 1.888.715.9099

Why Timing Matters in Sales Automation for Dental Labs

It's all about timing. Even the most well-intended sales automation strategy can fall apart if you don't reach your leads while they're most receptive to your message. And after reading this post, you'll understand just why this timing is so crucial, while learning best practices that help get you to better Sales Automation for your dental laboratory.

Timing Matters For Your First Email

Sales automation, as you might be aware, begins with the first email a contact receives from you after signing up and becoming a lead. And at this early stage, timing is already crucial: a study by the Harvard Business Review found that leads are no less than seven times more likely to become customers if they're followed up with in an hour or less. 

Unfortunately, most businesses do not take advantage of this fact. The same study also found that the majority of businesses don't follow up with their leads until at least 12 hours after the initial sign up. As you can imagine, this delay can result in a significant opportunity cost. But it's also an opportunity! If you follow up with your leads quickly and efficiently, you will not only increase the likelihood of turning them into customers - you'll also stand out from and make a better impression on potential customers than your competition.

Timing Matters Throughout the Funnel

Of course, the timing of your emails is not only important during the first part of your sales automation process. Instead, you should take special care that your automated emails are timed just right in order to optimize your lead nurturing efforts. That's true both in terms of the frequency with which you send emails, and the actual times at which your emails arrive in your audience's inbox.

There's a fine line between persistence and pestering. While most leads will welcome an email about once a week with dental industry and company updates, they will frown upon daily emails that keep pushing them toward making a sale. The best frequency will depend on your exact industry, but according to research firm MarketingSherpa, there is a clear correlation between an increase in frequency beyond once a week and a decrease in email performance. In general, once a week is a good goal to shoot for - as long as you have interesting content to share.

Timing Matters When Closing the Deal

Thanks to a fast follow-up email along with well-timed emails throughout the sales automation process, you're getting plenty of sales-qualified leads. As it turns out, timing matters one more time: when closing the deal. Put simply, you don't want to miss out on sales opportunities by missing the perfect window to make that sales call.

That's where lead scoring comes in, a process that allows you to determine which leads are ready to become customers based on their interactions with you. We've covered lead scoring extensively on this blog, but would be remiss not to mention it as a crucial mechanism to get the timing in your marketing automation just right.

Sales automation, in short, is all about the timing: from sending your first email to scheduling your lead nurturing efforts all the way to closing the deal, taking action at exactly the right time means increasing your chances of growing your customer base. And a good CRM can help with all of these efforts! Contact us to learn more. 

DentalLabSupport.com Sales & Marketing Platform Developed For Dental Labs 1.888.715.9099 - info@dentallabsupport.com