Through the sales process there is a lot of moving parts involved in getting quality leads. There are some businesses that may be able to manage with spread sheets or an email. But beyond a certain level it is difficult to manage the sales process manually. At this juncture enterprise CRM comes to the fore. This is of large scale organizations at a massive level to be managing their sales process in an effective manner. Even the sales leaders can use an enterprise CRM to track down the levels of productivity with their own team.
More about an enterprise CRM
An enterprise CRM provides a comprehensive CRM solution that is designed around the needs of large companies having a big sales department. More bigger is the size of a sales team more they will require to communicate with each other. They are known to collaborate with each other, and the sales leader will be able to track down the performance of each and every one. An enterprise CRM on the lines of Microsoft Dynamics, are designed in a manner to provide complete customer relationship management that experiences a particular form of interface for a larger team where there is numerous data points customers or deals to manage.
The features of an enterprise CRM
Apart from the basic features of SBM, CRM is known to provide enterprise CRM an extensive set of tools, for collaboration with your team members, take stock of your pipeline and have a tab on the analytics and productivity.
If you are planning to choose the best CRM possible, you have to take into consideration on how it is unique and your organization will be able to match it. With CRM it may require a long term financial commitment, which is going to lock you in a contract for months or years. Below are a few features of Enterprise CRM that you need to be aware
Sales forecasting
This enables a sales team to be predicting future performance, which is based on potential leads in the pipeline. On an average the sales personnel 2.5 hours per week on forecast. An enterprise CRM may dig into your pipeline, score leads to understand on how it will help you to convert, and the data will enable you to formulate realistic forecasts.
Market automation
An enterprise CRM is expected to be taking the hard work from your process, and triggers specific actions where your prospects will be able to take a series of steps. It goes on to use the if in logic, where the prospects or existing customers may plan out a series of steps.
Sales process automation
An enterprise CRM has a series of sales automation tool, that triggers an action when a condition is met or prospects take some steps. The sales automation would enable SDR to close deals as they would be able to automatically follow up with deals. An example of a sales process is
- You may invite the prospects to be signing up for newsletter when they are visiting your website for the first time
- To send out emails to prospects, if they go silent once they receive quotes from any of your after 36 hours
- Based on ticket size assigning leads to different SDRs
The sales process, relies on the use of logic rules, to be automatically carrying out a structured programming module, where there is no direct input from the sales team.
Sales analytics
It is possible for an enterprise CRM to dig into numerous data points, and redefine the metrics that you are using to keep a tab on the sales performance of your team. Some of the performance metrics includes sales growth, opportunities, sales target etc. Rather than manually calculating all these metrics in a spread sheet an enterprise CRM would dig deep into the data points that would clearly showcase the health of your operations.
Last but not the least enterprise CRM would make it easy to be collecting and storing information on an individual prospects. The prospects are at the end of the sales efforts. An enterprise CRM tends to engage them via multiple channels as the details are kept up to date.