CRM systems help to generate more revenue for companies. Their contribution is a complex one, with a number of factors. We will publish more articles on this subject, but we can begin with this first.

CRM systems help to generate more revenue for companies. Their contribution is a complex one, with a number of factors. We will publish more articles on this subject, but we can begin with this first.

The Juggler

In most companies, especially SMBs, all personnel are extremely busy. A guarantee of high quality service comes with great responsibilities. We all want to provide excellent service and satisfy every client. First and foremost, we must respond to potential and existing clients promptly and with the highest service standards of service. However, we all have physical limits beyond which we become ineffective. For example, if we have numerous lead prospecting activities and/or or prospecting is mixed with operational tasks, we risk not being able to respond adequately to all the demands. Like a juggler who launches a fourth, fifth, six, or seventh ball in the air, eventually something gets dropped.

It’s the same regarding potential new clients or new business opportunities from existing customers. Traditionally, we don’t measure anything at the “opportunity” stage; measurement are not performed until transactions are complete.

So how does a CRM system help? It helps you identify the balls you don’t want to drop. It lets you quickly classify potential opportunities, early on in your sales cycle. It helps identify potential revenue-boosters and determine which deals you can close on relatively easily. In doing so, it makes opportunities more identifiable, measurable, and manageable. A number of parameters and automated functions are built in to a CRM system so we will know which “balls” are too important to be dropped.