+39 348.4127221
info@tradecompass.eu
+39 348.4127221
info@tradecompass.eu
Sede legale
Via Volturno Meridiana 80
20861 Brugherio (MB)
Sede operativa
Via Conservatorio 17
20122 Milano
Sede legale
Via Volturno Meridiana 80
20861 Brugherio (MB)
Sede operativa
Via Conservatorio 17
20122 Milano
In Trade Compass we are accredited by MISE as innovation manager, to guide your company in a process of digitalization, bringing more efficiency, forecasting capacity, optimization of activities and cost reduction.
WHAT WE DO IN TRADE COMPASS
CRM as an organizational model for your company
www.tradecompass.eu © All Right Reserved 2021 - P.I. IT03507780967
www.tradecompass.eu © All Right Reserved 2021 - P.I. IT03507780967
Given that Trade Compass does not sell CRM, we want to offer a picture of the benefits of its implementation.
Project Management
Digital Transformation
CRM
The good practice of the notes
There is incorrect information according to which CRM is a software, while it is a working method that, when applied, brings significant organizational and economic benefits to the companies that apply it. So what is it about?
CRM stands for Customer Relationship Management. In practice, it is an activitythat any good salesperson and manager carries out spontaneously, often unconsciously. It consists of taking notes on what you talk about with a customer and / or potential customer during a phone call or meeting, usually writing the information down in a notebook. In this case when we call back thatcustomer after some time, we will know what we talked about in the previous phone call; for example, if we know that our contact was about to leave for a sailing holiday, we will ask him if he had fun and if he found good wind, creating a subtle personal bond apart from purely professional relationship. Therefore, the CRM that good salespeople do in companies allows them to be more effective in contacting the customers they follow but, at the same time, itcould represent a risk for the employer. In fact, well-structured salespeople create a personal bond with customers through the CRM method, which is often not shared with superiors, with the risk of losing essential information for the company.The CRM on paper also has an organizational limit for the seller, since keeping the information of numerous negotiations and contacts under control and updated is complex or inapplicable.
WHAT DO WE DO
Beyond the notebook
To overcome the limitations of paper and pen, numerous IT applications called CRM have been created, which make it possible to make the sales process more efficient, introducing some very important functions including: contact agenda shared in the work group, also on mobile phones; immediate systems
for taking notes during a phone call or appointment; fast creation of sales opportunities and their monitoring over time; enhancement of the negotiations of the sales group, for the immediate creation of sales forecasts in the period ofinterest; monitoring the efficiency and effectiveness of team members, in relation to the various activities, in order to define training plans.
With good CRM activity turned across a well-calibrated software platform, we have measured sales group performance increases of up to 60%, with an average figure of 20-30%.
CRM
Why over 60% of CRM digitization projects fail
We have found that most businesses fail to apply a correct CRM policy for 3 main reasons.
The first is the lack of correct information on what CRM is and the impact it will have on the company. As we have explained, it is not software, but a vital business process, which must be correctly set up by the owners and socialized with the sales organization.The second is the resistance of the team, given that the software forces sellers to share their information about negotiations and customers, therefore it is seen as a threat to operational and negotiating autonomy.The third reason is that a CRM offers real benefits only if used by the entire sales team, by all members in the same way. Usually, companies do not socialize the platform's entry into the company correctly. The best sellers, strong in their influence on the organization, tend to shirk, creating a strong imbalance.
WHAT DO WE DO
The best practice for an effective and shared CRM
The correct start-up of the CRM allows to achieve exceptional results in a short time, with tangible increases in performance already in a few weeks of use. It allows sellers to shift the focus from agenda management to customer management, freeing up to 50% of working time in favor of negotiations. The advantage is proportional to the increase in the number of contacts followed and negotiations over time. These advantages are all in favor of the sellers who, through the platform and the new approach, see the possibility to significantly increase their efficiency and effectiveness, with excellent repercussions on the turnover produced, therefore higher rewards and commissions, as well as improving the corporate reputation. In fact, the implementation of a good CRM practice offers undoubted advantages both to the company and to the sellers, but it must be inserted and socialized correctly, with the right ways, a correct sharing of purposes, an effective training, the choice of best software tool, procedures that respect the corporateculture.
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