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10 & 11 NOVEMBER 2020


Why SMEs NEED to have a CRM system in place!

In today’s business world, CRM systems often find themselves at the heart of the company presenting a useful means to constructively organise extensive lists of prospects, partners and clients. Many companies rely on such systems to ensure a seamless journey from lead to prospect, through to paying client.


CRM systems are not only useful but imperative for progression and operational planning. Here are a few reasons why SMEs need a great CRM system to ensure continued, measurable growth.


A) Businesses, and their employees, have targets to hit and keeping track of customers, or clients, can be difficult if not organised in a coherent manner. Not only do CRM systems allow management to keep track of KPIs, they also allow individual employees to take responsibility for their own targets and keep themselves up-to-date. Giving employees the ability to track their own progress throughout the month allows them to adapt their approach owing to the fact that they’re able to accurately, and regularly, gauge what leads they should be targeting, checking in with or closing.


B) Prioritising leads within your pipeline is another key advantage to employing a CRM system that works for your business. Having all lead-information (as well as supporting information about the prospect) in one place saves time, and frees up additional time for your sales staff to do what they do best – sell. An additional advantage to having all of your information in one place is that colleagues can take calls and leave notes on the CRM system, ensuring everyone is kept up-to-date.


C) Knowing where your best leads come from is a vital element to sales and marketing. If sales teams can efficiently report lead-generation successes back to their marketing teams, future campaigns can be tailored to reach a specific demographic. CRM systems allow marketing departments to run regular reports on individual campaigns which not only saves time but also minimises the risk of human error and negates the need for over-complicated – and easily miss-read – spreadsheets.


In short, CRM systems allow for better reporting (by management as well as individual staff members), free up sales-people which allows them to spend more time making money, reduces the risk of human error and allows for more targeted marketing.