These are the main and most important metrics that can be measured with the help of Salesforce CRM. They make the lives of sales reps much easier. But we all know that there’s more on top of that which can’t be measured. And efficient use of these non-measurable tools makes your sales teams super successful.
So what are they? Let’s dig deeper.
Know well your customer
Sounds obvious, right? Still it’s worth mentioning. Before making the first contact with the customer make a short research: visit the website, read the company news, check social media, find out who is the decision maker and other possible stakeholders and check their profiles on LinkedIn. Surf through every available source to know more about the customer. The more you know your target persona - the better you will be able to find the touchpoints.
Find out what are the business needs of the customer
During the first contact try to find out as much information as possible: what are the pain points of the customer, what are his business needs, can you offer the solution that solves his problems or whom can you address his pain points to find the best solution. If you’re able to do that - you can make the business.
Find out if the need is urgent
You need to make sure that the business need or the pain point of the customer is really urgent, in other words how likely he’s ready to purchase. If his problem isn’t that critical and not causing real problems at the moment, your chances to close the deal are very low. In such a case it’s better to close the opportunity with the note about the customer's intention to buy later and reopen it within some time again.
Know your competitors
Ask your customer who is taking part in the tender together with you. Make a research on their strengths and weaknesses. After you find out this information it’s important to keep it in your CRM system in order to use it afterwards when talking with a prospect. This data gives you the complete picture why your CRM system is better than the one of the competitor and it also helps to avoid the negotiation if it yields to your competitor’s CRM.
When you measure your results, they are obliged to improve. Your CRM metrics are important to evaluate the success of your sales efforts. Use them to optimize your achievements, benchmark your campaigns and forecast the revenue. If your results are supported by hard data, be sure that your team and your customers will be confident in your future success.