The CRM sales agenda has become a key tool for many sellers. It records team meetings, training attendance and, perhaps most importantly, visits to clients.
The digitalization of the sales process has impacted and transformed the salesperson’s work. In a short time, management has gone from paper to the use of applications that increase productivity and automate work. It can be said that the appearance of the CRM has been a before and after in the agent’s daily work. But, as with any IT solution, taking advantage of all the possibilities it offers depends greatly on the user’s organizational capacity.
So that you can “squeeze” the commercial agenda of your CRM like a true professional, I put at your disposal 5 easy tricks to follow and implement in your daily routine.
5 Tips to take advantage of the CRM commercial agenda
I assume that we are all clear about the concept of CRM , and the multiple advantages it brings us in sales. I propose to you what, according to my experience, are the 5 secrets to get the most out of the CRM commercial agenda.
1. Spend some time each week planning and scheduling appointments
As in any other area, planning is a basic element to obtain maximum benefits, allocating minimum resources. A well-optimized and planned agenda will save us time, travel and many headaches. With the CRM commercial agenda, you can group visits by area thanks to geolocation tools , schedule the times that most benefit you, and thus save those precious minutes that we will value so much at the end of our day.
On the other hand, clients will know how to value punctuality and formality, that client will never be left hanging, nor will you have to go through the ordeal again of having to inform them that you must cancel your visit due to “a last minute unforeseen event.” Think about the possibilities that a correct organization of your agenda offers you thanks to the CRM, and explore the tools that it puts at your disposal. You can even find free CRM on the market with all the functionalities.
2. Prepare visits to potential clients
Does your client need to place a large order? Or during this visit did I have to pay you two invoices that were pending? Trusting that everything will magically work out when you arrive for your visit may work for you with a low volume of clients, or with clients you have been working with for years, but if you work with a large number, or simply want to be methodical To improve your workflow, trust the tools that the CRM agenda puts at your disposal .
Choose each client, prepare the visit, mark in the CRM commercial agenda the time of the visit, the topic you discussed in the previous appointment and the aspects that were pending. Make your agenda work for you, and let you know about that invoice that was left in the air, the product that didn’t arrive or any questions that may arise… In short: Go to your appointment with your homework done.
3. Take advantage of the information recorded in the CRM
The acronym CRM ( Customer Relationship Management ) already indicates its reason for being: Customer Relationship Management . You should not underestimate the possibilities that this software offers. You can analyze their previous interactions with customer service, study the needs they have expressed, previously placed orders, their reactions to any marketing campaign, etc. The CRM resources are enormous, explore the application and learn its secrets… IT IS A SAFE INVESTMENT that will help you enormously in your daily life.
4. Make reports after visits
You finish your visit and return to your vehicle, the office is still far away, and the notes are piled up on paper on the passenger seat… Does this sound familiar to you? We have all gone through those moments, and in these conditions, we lose feedback with the client, we forget to write down essential information, or doubts that have arisen, or that special request… Take a few minutes after the visit to prepare a report. The multiple tools of the CRM Commercial Agenda allow you to make a hot report right at the end of the visit, even taking notes on the fly that are instantly recorded in the system. In a few minutes you will have all the information written down, updated and ready to take advantage of. Do not underestimate the importance of making these reports, after dozens of visits a day, you will appreciate it.
5. Optimize and segment your commercial agenda
And finally, some advice on using the CRM commercial agenda that you probably don’t know, and that can be really useful to you. In marketing, and that includes relational marketing, you learn to segment your audience, in order to be able to offer everyone what they are looking for in a product. Learn to read the data from the agenda and segment it to be able to offer your visitors that new product that they probably don’t know about but that they need. Is your client’s profile more classic, or more jovial, are they newly landed entrepreneurs, or established businessmen who value face-to-face treatment? Tag and group contacts in the CRM agenda and take advantage of it in each of your visits.
Get ahead of the needs of each of your clients, and carry out detailed monitoring of each of them. Learn how to reward your good clients, and understand why another is dissatisfied. As they say, information is power, and your CRM AGENDA can be really practical in this regard .