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How To Use A CRM Software To Grow Your Business Sales

A CRM (Customer Relationship Management) software is a specific type of software, that you can use to automate your sales force’s (that is, your sales people/team) personal selling activities, track and promote your marketing campaigns/promotions, grow your business sales, track and manage your communications and interactions with your targets (that is, your business’ leads and customers) etc.

In order for you to be able to grow your business’ sales with the help of a CRM software, you will need to do the following

(a). You will need to do the researches that your business will need to do to profit, and will need to know and be familiar with how to profit in your business, you will also need to set/define an overall sales goal, for your business for some specific period of time. You can learn more about these through the courses at Building Six Figure Income Businesses and The Profit Blueprint.

In order for you to profit and achieve the specific $X amount in sales that you may have set for your business, you will generally need to do some promotions to

  • Generate some sales directly for your business
  • Get or gain some leads, subscribers and traffic/visitors for your business
  • Generate some sales through the leads, subscribers and traffic/visitors that you may have got/gained for your business

You would typically have designed and created such promotions, as part of the overall marketing strategy/plan for your business, for some specific period of time.

You should ideally have set up some process, your business and your website, to add your customers (when you make the sale), and your leads and subscribers to some list/database, in your business, if you wish to achieve your business sales/profit goal. You will generally need such lists/database, to promote and make some sales, and more sales through your customers, leads and subscribers.

You may choose to create such lists/database with autoresponders, CRM software or some other type of marketing automation software.

You should note that you can typically use personal selling (that is, face-to-face selling), and/or marketing promotions or both, to generate sales for your business.

(b). If you will be using face-to-face selling (that is, personal selling) through sales representatives to generate your business sales

  • You will need to set a sales goal for your sales force based on or derived from the overall sales goal that you may have set/defined for your business for some specific period of time
  • You will need to define one or more sales processes for your business based on your business’ needs
  • You will need to determine if you will be the salesperson for your business, and/or if you will be using one or more internal or external sales people/teams for generating the sale for your business through personal selling
  • You will need to determine the number of salespeople that you will be using to generate the sale in your business within some specific period of time
  • You will need to choose an experienced sales leader/manager who can, and who will also be able to help you to manage your sales staff or salespeople

(c). If you will be using marketing campaigns/promotions to generate the sale for your business, through the lists (that is, the database) of leads and/or customers, that you will be creating for your business with the help of your CRM software

  • You will need to decide on how much of your overall business sales goal, you would want to achieve through such marketing campaigns/promotions, and then set this as the sales goal that you would want to achieve, within some specific period of time through your lists of leads and/or customers
  • You will need to create a marketing strategy and plan, that can help you to potentially achieve your sales goal, of making some specific $X amount, through your marketing campaigns/promotions with your lists of leads and/or customers, within the specific period of time that you may have set or defined for it
  • You will also need to compare some of the marketing options, that you can use to achieve your sales goal of making some specific $X amount, through such lists with your marketing campaigns/promotions, and then choose what you can afford and what will work for your business
  • You will need to either choose to use DIY (do-it-yourself) marketing, or a marketing expert to generate some sales through your lists of leads and/or customers with your marketing campaigns/promotions
  • You will need to implement the marketing strategy and plan that you may have defined to potentially make the $X amount in sales, that you may have set/defined to make through such lists with your marketing campaigns/promotions, within the specific period of time, that you may have set/defined for it
  • You will need to ensure that you are getting to enough number of leads and/or customers on a daily, weekly, monthly basis etc, with the marketing campaigns/promotions that you will be using to market and promote to such lists, in order for you to be able to achieve the sales goal that you may have set/defined for your lists
  • You will need to ensure that you are generating enough sales on a daily, weekly, monthly basis etc, with the marketing campaigns/promotions that you will be using to market and promote to such lists, in order for you to be able to achieve the sales goal that you may have set/defined for your lists

(d). You will need to compare and try out two or more CRM software

(e). You will need to choose an affordable CRM software to use with your business, your sales people/team(s), your marketing team etc

(f). You will need to set up your chosen/selected CRM software for your business use

(g). You will need to train your sales people/team(s), marketers etc to use your chosen/selected CRM software

(i). You will need to use your chosen/selected CRM software to grow your business

About Your Ad Tracking And Sales Tracking Software

You will most likely need to generate or gain your business sales and customers, through different types of ad media/methods and promotional methods, and will need an ad tracking software and a sales tracking software, to track the promotional results of the content, ads and offers that you will be using for your business promotions.

You will also need your ad tracking and sales tracking software too, to track the business leads, sales and customers, that you may have generated or gained, through all the different types of ad media/methods and promotional methods, that you may have opted to you in your business, for your promotions.

You will generally need to track in this way in your business, if you want to be able to achieve the sales/profit goal, that you may have set or defined for your business, within the specific period of time that you may have set/defined for it.

What you will need to track in your business with an ad tracking software and a sales tracking software are listed at Tracking Your Business’ Leads, Sales And Referral Sources For Optimal Profits, you can learn more about these by clicking here.

Your CRM software is an additional software that you can use together with your ad tracking and sales tracking software, in order for you to be able to achieve your business sales/profit goals. You will typically need to link, connect or integrate your ad tracking and sales tracking software together with your chosen/selected CRM software, in order for you to be able to use these software effectively together for your business sales.

You will most likely need to work with a web developer and/or a software developer on this. You may also need to use the services of a CRM software consultant, with this too, if you wish to profit with your use of these software together in your business.

Some Of What You Should Be Able To Track When You Are Using A CRM Software In Your Business

Once you’ve started to use your chosen/selected CRM software in your business

(1). If you will be using personal selling (face-to-face selling) through sales representatives to generate your business sales, you should be able to track and determine

  • The number of sales that you are getting through your sales team daily, weekly, monthly etc
  • The number of sales that you are getting through each of your salespeople daily, weekly, monthly etc
  • The amount of sales (revenue) that you are getting through your sales team daily, weekly, monthly etc
  • The amount of sales (revenue) that you are getting through each of your salespeople daily, weekly, monthly etc
  • The salespersons that are providing your business with some sales within some specific period of time
  • The salespersons that are providing your business with the most sales within some specific period of time
  • The number of qualified sales leads that your business is getting on a daily, weekly and monthly basis etc per salesperson in your business
  • The amount of sales opportunities (potential sales) that your business is getting on a daily, weekly and monthly basis etc per salesperson in your business
  • The number of qualified sales leads that your business is getting on a daily, weekly and monthly basis etc per sales team in your business
  • The amount of sales opportunities (potential sales) that your business is getting on a daily, weekly and monthly basis etc per sales team in your business
  • The number of products/services that were purchased by each of your customers within specific periods of time
  • The customers with the highest number of purchases within some specific period of time
  • The customers with the highest amount of purchases (in terms of sales revenue) within some specific period of time
  • The content, ads and offers that is providing your salespeople with leads daily, weekly, monthly etc
  • The content, ads and offers that is providing your salespeople with the most leads daily, weekly, monthly etc
  • The number of potential targets that your sales team are getting to on a daily, weekly and monthly basis etc
  • The number of potential targets that each of your salespeople are getting to on a daily, weekly and monthly basis etc
  • The ad media/methods that are providing your salespeople with leads daily, weekly, monthly etc
  • The ad media/methods that are providing your salespeople with the most number of leads daily, weekly, monthly etc
  • The referral sources that are providing your salespeople with leads daily, weekly, monthly etc
  • The referral sources that are providing your salespeople with the most number of leads daily, weekly, monthly etc
  • The referral sources that are providing your salespeople with sales daily, weekly, monthly etc
  • The referral sources that are providing your salespeople with the most sales (revenue) daily, weekly, monthly etc
  • The total number of leads that you are getting through your salespeople in your business daily, weekly, monthly etc
  • The total number of leads that you are getting from the internet, offline and/or through mobile platforms in your business daily, weekly, monthly etc
  • The number of leads that you are getting daily, weekly, monthly etc through each of the ad media/methods that each of your salespeople are using for their lead generation
  • Each of your target’s (that is, your leads and customers’) niches, categories and locations
  • The products (and/or services) that your sales team sold per customer and their sales amounts/revenue

Your sales people/team can then use all of these, to determine their conversation rates, in order for them to be able to determine and know, how much and how frequently, they will need to sell next.

You may need to integrate your CRM software with some other type of software, and may also need to work with an IT professional on this, in order for you to be able to create or get the above details/reports in your business.

You can use the above details/reports to

  • Determine if you are making the sale or not through your sales people/team in your business
  • Determine if you are generating enough sales or not through your sales people/team in your business daily, weekly, monthly etc
  • Determine if you are getting to your potential targets or not through your sales people/team in your business daily, weekly, monthly etc
  • Determine if you are getting to enough potential targets or not through your sales people/team in your business daily, weekly, monthly etc

Your sales people/team can also make use of the above details/reports too

  • To determine where they should promote and sell next, in order to generate more sales for your business
  • To achieve their sales goal

Your Sales People/Team Will Need To Promote And Sell Based On Their Conversion Rates In Order For Them To Be Able To Generate Some Sales And More Sales For Your Business

You should note that, after your salespeople may have done some initial promotions, to generate some leads and/or sell for your business, in order for them to be able to achieve their sales goal, their subsequent promotions and selling activities after this, will need to be based on their conversion rates, that is, the rates at which

  • The potential targets that they are getting to are converting to leads (that is, leads that may be interested in your product/service)
  • The leads that they are getting to (that may be interested in your product/service) are converting to sales leads (that is, qualified leads that are likely to buy your product/service)
  • Their sales leads are converting to sales opportunities (that is, potential sales). Sales opportunities may also be referred to as deals.
  • Their sales opportunities are converting to sales

Your salespeople will need to determine the conversion rates for the potential targets, leads (that is, the targets that may be interested in your product/service), sales leads (that is, qualified leads that are likely to buy your product/service) and sales opportunities, that they may get or generate for your business, in order for them to be able to determine the number of promotions, and the personal selling activities, and where they (that is, your salespeople) will need to promote/sell next, in order for them to be able to generate some sales and enough sales next for your business.

Your salespeople will need to determine their conversion rates in this way, on a daily, weekly and/or monthly basis etc, in order for them to be able to achieve, their sales goal.

Your salespeople can also use their conversion rates too to determine

  • How often and for how long they will need to promote next to get more leads
  • How often and for how long they will need to sell next to get more qualified leads, more sales opportunities and more sales
  • Where they may be having some issues or problems with generating sales, for them to be able to resolve such issues or problems by themselves, or with the help of your chosen/selected sales leader/manager

In additional to using your CRM software (with possibly some other type of software) for all of the above, you can also use your CRM software to

  • Determine the number of phone calls made by each of your salespersons to clients within some specific period of time
  • Determine the number of emails sent by each of your salespersons to clients within some specific period of time
  • Determine the number of visits made by each of your salespersons to clients within some specific period of time
  • Determine the average number of phone calls that resulted in conversations and responses
  • Determine the average number of sent emails that resulted in conversations and responses
  • Determine the average number of visits that resulted in conversations and responses
  • Determine the average number of sales opportunities that your sales team are getting for some specific X number of phone calls, emails, visits etc. You can use this for instance, to compare what obtains in the industry, to determine if your sales leads are warm/qualified enough.
  • Determine the type of sales activities that are providing your sales team with desired results
  • Determine the average number of sales activities that each of your salespeople much do or engage in order to get desired results
  • Determine the average number of follow-up activities that were needed to move an opportunity to from one sales stage to another. You can use this to determine if your team are struggling with follow-ups.
  • Determine if your sales team are not getting enough leads (that is, leads that are likely to be interested in your product/service)
  • Determine if your sales team are not getting enough sales leads (that is, qualified leads that are likely to buy or purchase your product/service)
  • Determine if your sales team are not getting enough sales opportunities
  • Determine if your sales team is not winning enough deals
  • Determine if the number of open opportunities for each of your salesperson is higher or lower than they should be. This will affect the number of sales opportunities that each of your salesperson can handle, and will determine if they will be able to meet their sales quota or not.
  • etc

You and your sales team can repeatedly determine all of these in your business, in order to determine and know what may be working for your business, and what you and/or your sales team may need to review, evaluate or correct, in order for your team to be able to achieve the sales goal, that you may have defined/set for them, within some specific period of time.

(2). If you will be using marketing campaigns/promotions to generate the sale for your business, through the lists (that is, the database) of leads and/or customers, that you will be creating for your business with the help of your CRM software, you should be able to track and determine

  • The number of sales that your business is generating daily, weekly and monthly etc through the marketing campaigns/promotions that you will be using to promote to the lists/database of leads and/or customers that you will be creating with your CRM software for your business
  • The amount in sales (that is, in dollars) that your business is generating daily, weekly and monthly etc through the marketing campaigns/promotions that you will be using to promote to the lists/database of leads and/or customers that you will be creating with your CRM software for your business
  • The content, ads and offers that is making you the sale through your lists/database of leads and/or customers with your marketing campaigns/promotions
  • The content, ads and offers that is making you the most sales through your lists/database of leads and/or customers with your marketing campaigns/promotions
  • The referral sources that are making you the sale through your lists/database of leads and/or customers with your marketing campaigns/promotions
  • The referral sources that are making you the most sales through your lists/database of leads and/or customers with your marketing campaigns/promotions
  • The number of leads and/or customers that are buying from your business on a daily, weekly and monthly basis etc through your marketing campaigns/promotions
  • Your promotional campaigns’ names, start dates, end dates, costs, revenue gained, net profits
  • The products (and/or services) that you sold to your leads and/or customers through your marketing campaigns/promotions, and their sales amounts/revenue
  • The products (and/or services) that you sold per lead/customer through your marketing campaigns/promotions, and their sales amounts/revenue

By using an ad tracking software and a sales tracking software, and your CRM software together, to track the sales from the marketing campaigns/promotions that you will be using to promote to your lists/database of leads and/or customers, you should be able to get the details/reports above in your business. You will need such details/reports in your business in order for you to be able to achieve the sales goal, that you may have chosen to achieve through your lists/database of leads and/or customers with your marketing campaigns/promotions.

You can typically use the details/reports above

  • To determine if you are making the sale or not through the marketing campaigns/promotions that you may be using to promote to your lists/database of leads and/or customers
  • To determine if you are generating enough sales or not in your business daily, weekly, monthly etc through the marketing campaigns/promotions that you may be using to promote to your lists/database of leads and/or customers
  • To determine if you are getting to enough leads/customers or not on your lists through the marketing campaigns/promotions that you may be using to promote to your lists/database of leads and/or customers on a daily, weekly, monthly basis etc
  • To determine how often and how many times you will need to promote next to your lists/database of leads and/or customers with your marketing campaigns/promotions in order for you to be able to generate some sales and more sales in your business
  • To achieve the sales goal that you may have decided to achieve through your lists/database of leads and/or customers with your marketing campaigns/promotions

You should ideally be able to get all of these details/reports by using together your ad tracking, sales tracking, CRM software and any other type of software, that you may need in your business.

You Will Need To Promote Based On Your Conversion Rates In Order For You To Profit

Note that after you may have done some initial promotions for your business, with your marketing campaigns/promotions to your lists, the number of leads/customers that you will need to promote to next, in order for you to be able to achieve the sales goal that you may have set for your lists/database of leads and/or customers, should be based on your sales conversion rates, that is, the rates at which

  • Your leads are converting to sales through your marketing campaigns/promotions
  • Your existing customers are converting to sales and more sales through your marketing campaigns/promotions

For example, if you have 500 leads on your list and you made 10 sales through them through your marketing campaigns/promotions, your sales conversion rate for this then will be 2%, with this you can then potentially estimate that you will need to get to

  • 500 leads next in order to generate some additional 10 sales from your list or
  • 250 leads next in order to generate some additional 5 sales from your list or
  • 150 leads next in order to generate some additional 3 sales from your list
  • etc

You will need to determine the sales conversion rates for your lead and/or customer lists, in order for you to be able to, determine how often and the number of promotions that you will need to do/use next with your lists, in order for you to be able to generate more sales, through your marketing campaigns/promotions.

You will need to determine the sales conversion rates for your lead and/or customer lists in this way, on a daily, weekly and/or monthly basis, if you wish to achieve the sales goal, that you may have chosen to make through your leads and/or customer lists in your business.

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