Contact Management

Contact Management or Contact Intelligence refers to the in-depth knowledge of your key stakeholders. Having a complete insight over your stakeholders ensures that you personalize the communication accordingly. Knowing the right stakeholders and decision-makers is a key aspect of B2B sales. If you are not in touch with the right people, you may lose the opportunity of winning a deal. Hence, contact intelligence within sales CRM software ensures that you interact with the right people and use the right mode of communication improving the customer journey, and overall customer service experience.

Related Resource – Optimize stakeholder interactions with contact intelligence, ensuring you connect with the right decision-makers effectively.

Opportunity Management

Identifying and managing sales opportunities is the most important aspect of a sales process.  Opportunity management or Deal management refers to the entire sales process starting from lead management to deal closure. Implementing Sales CRM software is crucial for streamlining opportunity management and ensuring an efficient and structured sales process. Implementing deal management best practices ensures clear visibility into the sales funnel, ensuring quick deal closures and improved sales efficiency.

Related Resource – Streamline your sales process with deal management tools that drive efficiency and faster deal closures.

Activity Management

Execution excellence within a sales process is as important as putting your best foot forward. Activity Management refers to the different activities and tasks performed for an opportunity. Comprehensive activity management within a Sales CRM software ensures that your sales team keeps track of all tasks and activities. Timely reminders ensure that no task is missed. Keeping track of activities to be carried out increases the overall operational efficiency.

Related Resource – Boost sales efficiency with activity management tools that ensure no task is overlooked.

Sales Pipeline Management

Also referred to as sales funnel management, sales pipeline management is important for predicting sales revenue. Sales pipeline refers to all the qualified opportunities within your sales funnel. 

It is equally important to measure the weighted pipeline of your deals. It gives you a clear understanding of the total achievement expected. The below screenshot shows you the difference between a sales pipeline and a weighted pipeline.  A weighted pipeline is one of the ways to arrive at a realistic sales forecast.

Related Resource – Achieve accurate sales forecasts with effective sales pipeline management tools.

Sales Velocity Management

Sales velocity measures how quickly your deals move through your sales pipeline. It is the only metric that takes into account the value, sales cycle, and win-rate aspects of the opportunity.  Calculating the sales velocity over a period of time provides you with actionable insights for better control over your business.

Related Resource – Gain actionable insights with sales velocity metrics to accelerate your sales pipeline.

Business Advantages of Implementing a Sales CRM Software

Enhanced Sales Efficiency

With automation being its core, sales CRM software can automate mundane tasks making the sales process more efficient. All tasks from lead scoring to creating activities, when automated allow the sales reps to concentrate more on revenue-generating tasks. This enhances sales efficiency, increasing productivity and growth. Research says that 79% of sales reps find using a CRM  tool effective in streamlining operations.

Improved  Collaboration

A sales management CRM software serves as a unified platform giving real-time updates across all departments. Therefore all teams involved in an opportunity can easily collaborate to complete tasks. This ensures all departments are on the same page and execute tasks pertaining to them with utmost clarity and efficiency.

Greater Productivity

Many CRMs offer robust mobile CRM App, ensuring your teams can update and access data on the go. Gone are the days when reps used to carry heavy laptops to update and access even a small amount of information. They can now store documents and forms all within a mobile CRM app and remain connected and productive anytime, anywhere.

Download Mobile App – Streamline your sales on the go! Download our Mobile CRM app now on the App Store and Google Play to manage leads, track deals, and boost productivity anytime, anywhere. 

Strengthened Customer Engagement

CRMs consolidated data in a unified platform permits teams to work collectively. It ensures that all members across all departments work towards one unified goal of delivering exceptional value to the client. This holistic approach helps you build connections beyond transactions, transforming one-time buyers into lifelong customers.

Data-Driven Decision Making

You can easily track different metrics like sales velocity, sales pipeline, performance trends using a sales CRM software. Intuitive dashboards help you gain clarity on different metrics with just a click. This enables you to make quick and data driven decisions, identify challenges and mitigate them.

Proactive Strategic Planning

A good sales forecast is essential to run a predictable business. Leveraging tools like sales pipelines and weighted sales pipeline values calculated automatically by a sales CRM software allows you to accurately estimate the likelihood of deals closing. These near-accurate forecasts empower better planning for inventory management, efficient manpower allocation, and improved response times. By aligning resources proactively, businesses can enhance operational efficiency, minimize delays, and ensure readiness to meet customer demands effectively.

How to Choose the right Sales CRM Software

Types of CRM

While selecting a CRM, it’s crucial to consider the different types of CRM.

• Cloud Vs On-Premise CRM – Cloud CRM is hosted in a cloud easily accessible, scalable, cost-efficient, and fosters teamwork. On the other hand, On-Premise CRM has limited access, high initial costs, and ongoing maintenance. Our blog on cloud crm vs on-premise software explains these differences more clearly.

  Related Resource – Cloud CRM vs On Premise CRM Difference: A Complete Guide

• B2B CRM or B2C CRM – The clients you work with decide on the type of CRM you need to select. The best way to differentiate is as B2B clients and B2C clients. B2B clients are those you raise invoices on companies and legal entities. B2C clients are those you raise invoices on individuals and end-consumers. The needs of both clients differ and it is important to select a CRM on this basis. You may read a detailed difference here.

  Related Resource – B2B CRM vs B2C CRM – Which is Right for Your Business?

• Industry Specific CRM – Different industries have unique requirements for their choice of CRM. For example, a CRM for small businesses requires basic features like lead management, account management, opportunity management, and reporting dashboards.

  Related Resource – Importance of CRM for Small Businesses in 2024

A manufacturing industry CRM might need to have features like installed-based management, service management, etc. along with other essential CRM features.

Capabilities & Features

You might at first glance think all CRM offers the same features and capabilities. But it is not true. Each CRM is designed with a specific goal in mind. It can be tailored to a particular industry vertical, or department etc., While many might have overlapping functionalities, the design and workflows may be very different. It is important to analyze these intricacies before choosing a CRM.

Scalability

CRM investments are not short-term solutions but critical tools that must support you in the long run. Therefore, it’s important that you take a forward-thinking approach. Plan for a 5-year horizon to align with your business’s future growth. Scalability can be increasing the number of users or adding new features and capabilities. It is essential that your CRM vendor does not burden you with excessive costs when you expand.

Total Cost of Ownership (TCO)

This is an important criterion that many overlook while selecting a CRM. Many consider only the software cost as the TCO. But that’s not the case. You need to take into account the total of all costs, including implementation, training, support, customization, and consultancy costs if applicable. Select the tool that fits within your budget and needs after calculating the TCO.

Ease of Use

The success of a Sales CRM Software implementation depends on the adoption by its users. Select a CRM that needs a minimum amount of training and with a well-designed user interface. Most surveys point out that 85% of the users say they consider the user-friendliness of a CRM as an important criterion for selecting a CRM. It should be easily accessible from any browser or device. Choosing a CRM with an integrated mobile app is a great choice.  HappSales has been recognized by G2 as one of the best easy-to-use software of 2024.

HappSales Winning High Performer G2 Badges – Exciting achievements unlocked! Discover how HappSales is making waves with outstanding milestones on our Raining Badges page. Celebrate the journey with us!

Integrations

You may need to integrate with various software solutions like lead generation tools, portals like Indiamart etc., To ensure seamless integration and workflows it is important to choose a software that supports these integrations.

Implementation Vendor

Few CRM vendors outsource the installation to external partners. In that case, it is advisable to select an implementation vendor when you are selecting the CRM software vendor. This is to avoid surprises later. It is a necessity to evaluate the implementation vendor’s experience and domain knowledge. Please check if he is well-equipped to carry off the implementation smoothly.  Discuss the timelines, implementation costs, and milestones before you select the implementation vendor.

Support

Last but certainly not least, select a CRM vendor that backs their product with exceptional service and support.  Beyond functionality and features, the quality of support plays a crucial role. Starting from resolving your queries from day one, a responsive support team ensures smooth and continuous operations of your CRM solution. Exceptional customer support via WhatsApp, phone, and email reduces downtime significantly.

Best Practices for a Sales CRM Implementation Software

Goal Setting and Planning

Start by clearly defining your goals and objectives. Identify the pain points and challenges you want to address and the expected business outcomes.  A well-defined goal will serve as a road map at every step of your CRM journey. Visualize where you want your company to stand post-implementation of the CRM. Key details like customization, and data migration needs to be well documented.  This structured approach streamlines execution.

Empowered Leadership

Strong leadership commitment is essential for a successful CRM implementation. Seamless implementation demands focused effort, determination, and alignment across all levels of the organization.  The leadership team should champion the change by clearly communicating the benefits of implementing sales CRM software.  Transparent communication about the ‘how’ and ‘why’ ensures that teams understand the need for transition.

End-User Participation

End-user adoption is a critical aspect of the success of a sales CRM implementation.  It involves that all stakeholders, particularly the users of the software understand the need for the change.  Clearly communicating the benefits fosters acceptance and enthusiasm.  Including end-users in the evaluation and selection process makes them feel valued and builds trust.

Lead by Example

Leaders play a crucial role in leading by example. The leaders need to transit from the traditional mode of reviews using excel sheets and embrace CRM systems to do performance reviews.  By using CRM for sales performance reviews and interactions, leaders send a strong message to their team that the new system is not just a tool but an integral part of daily operations. End-users get motivated when they see managers actively engaging with the CRM software.

Gradual CRM Adoption

Avoid overwhelming users by introducing all sales CRM features at once. Focus on the essential features to start with. Also, try to pilot the CRM with a few users and gradually roll it out to all the users. The initial users can champion the implementation. 

Provide Comprehensive Training

It is important to invest in thorough training sessions for the end-users. They must  understand the features and capabilities of the Sales CRM software they are using. Ongoing training sessions address gaps and ensure early user adoption.

Continuous Feedback Mechanism

Continuous feedback from the users is one of the important best practices of a Sales CRM software implementation. Gathering information based on the ease of use, ability to meet the objectives, and its impact helps in taking proactive steps to improve.  Management can easily identify the gaps and ensure it is addressed quickly. Addressing users’ challenges proactively motivates them to use the software.

Common Mistakes to Avoid When Using a Sales CRM

Despite its benefits, many companies fail to maximize their CRM’s potential due to these common pitfalls:

• Lack of Clear Goals: Implementing a CRM without predefined objectives can lead to CRM implementation failure. Statistics say that only 40% of companies define clear goals before CRM implementation, one of the major reasons for CRM failures.

• Low User Adoption: Lack of proper training or buy-in from employees leads to underutilization of the Sales CRM software leading to low adoption rates. Many CRM implementations fail due to low adoption rates.

• Unnecessary Features: Choosing a Sales CRM software loaded with unnecessary features can overwhelm users, complicating workflows instead of simplifying them. This leads to a fear of using the software thinking it’s complicated.

• Neglecting Customization: Every business has unique workflows, but failing to customize the CRM to suit your business sales process reduces its utility.

• Failing to Monitor Performance: Without continuous monitoring of CRM usage and performance, it’s difficult to identify areas needing improvement. Not taking timely measures to improve performance leads to implementation failure.

• Skipping Training: Without ongoing training, employees may struggle to effectively utilize the CRM system, resulting in frustration and underutilization of its features. While your CRM may offer robust functionalities, its potential remains untapped without proper training. Continuous training ensures that users can confidently navigate the system, and drive better outcomes for the organization.

Read our detailed blog on – Top Challenges in CRM implementation

How to Measure ROI from a Sales CRM Investment?

Measuring ROI (Return on Investment) from your Sales CRM is crucial to ensure its effectiveness and justify its costs. Here’s how you can evaluate it:

• Track Revenue Growth: Compare your sales revenue before and after implementing the CRM. According to research, businesses that adopt a CRM can see an average increase in sales revenue by 29%.

• Assess Time Saved: Measure the reduction in time spent by your sales team on manual tasks. A sales CRM can save sales reps up to 23% of their time, allowing them to focus on other productive initiatives.

• Monitor Conversion Rates: Adopting a scientific lead management solution using a sales CRM can help your sales teams to concentrate on the right kind of leads. This leads to a high deal conversion rates because they don’t spread very thin.

• Evaluate Customer Retention:. CRMs are known to improve retention by 27%, thanks to personalized follow-ups and better service.

• Monitor Sales Cycle : A sales CRM software, helps your sales teams to efficiently manage the deal stages and overall sales funnel. With better visibility on the deal progress, management can intervene at the right time and take proactive steps required to close the deal. This reduces your sales cycle, which is defined as the number of days taken to close a deal.

• Cost Reduction: Many factors contribute to a decrease in operational cost. Since most of the tasks are automated, acquiring new clients becomes cheaper and faster. This reduces your overall costs.

• Increased Profits : Calculate your business profits before and after implementation of the CRM. With reduced costs of sales, better sales forecasting, and enhanced sales processes you will be able to see a significant increase in your profits.

Bonus TIP – Read our detailed blog on Accurately Measure Your CRM investment to get more insights on this topic.

Why HappSales stands out as the Best Sales CRM Software

One Intelligent Platform for All Your Revenue Operations

Our HappSales Revenue Acceleration framework simplifies your Revenue Operations by seamlessly aligning every aspect of your revenue engine on one intelligent platform. This approach drives unmatched productivity and delivers faster, more efficient outcomes than traditional CRMs.

Voice-enabled AI Copilot

Speak, and our Copilot delivers, making HappSales stand out by integrating Conversational AI. This feature helps users complete tasks faster and more easily than ever, improving efficiency and productivity far beyond conventional CRMs.

Learn More

RAG-AI powered Actionable Insights for Predictability

HappSales equips you with advanced real-time insights for precise decision-making and predictable outcomes. This gives you a competitive edge that goes beyond the capabilities of a traditional CRM.

Embedded Global Best-Practices

Gain unprecedented control over your operations with key metrics like rolling 4-quarter pipeline and sales velocity. With these insights, you can confidently make informed decisions driven by real-time data, putting you a step ahead of the competition.

Unmatched Affordability

Many enterprise grade CRMs burden you with high implementation costs and increased TCO.  With HappSales you experience seamless in-house support, without the need of any  external implementation partner, slashing your total cost of ownership by almost 40% than other enterprise grade CRMs.

Integrated Workflow Solutions

With HappSales, experience seamless workflow management that unifies tasks and processes. Our solution stands out by providing real-time visibility and customizable workflows, driving unprecedented efficiency and empowering your team to excel.

Zero Risk with Ultimate Data Security

Client data security is our utmost concern. We are an ISO 27001 company that runs on AWS infrastructure, world’s #1 cloud infrastructure that adheres to stringent global security standards.

Transparent Pricing Structure

Our straightforward, transparent pricing model eliminates hidden fees and complicated tiers. Combined with dedicated support, the HappSales team ensures that you scale seamlessly and achieve customer success from the start.

Try HappSales for FREE before you make your decision. Try Now.

Ranked among the Top CRMs on G2 – 

• 100%: Ease of Doing Business With
• 98%: Meets Requirements
• 97%: Quality of Support

Outstanding Support

HappSales stands out by offering users direct access to our Customer Delight Team through phone, WhatsApp, or email at no extra charge, making us different from CRM vendors that make support hard to reach.

Final Thoughts

Sales CRM software is no longer a luxury but a necessity for business. It streamlines your sales, enhances customer engagements, and drives revenue. With centralized data, automating repetitive tasks, and providing actionable insights a CRM serves as a pillar of well-oiled sales operations.  This blog highlights that the true success of a CRM does not only lie with overwhelming features but on what features align with your businesses. 

Whether you are a small business aiming to increase sales efficiency or a large enterprise looking to scale up your operations, choosing the right sales CRM software is the first step toward success. But also remember that the key to CRM success is planning, leadership engagement, and early buy-in from users. Continuous monitoring and feedback from end-users should not be neglected.

Invest in a Sales CRM software that’s just not a tool but turns out to be a partner in your growth journey.