How Mobile CRM has Changed the face of Marketing

CRM allows businesses to keep customer data organized so that it can be accessed in an efficient manner to serve the client in a better way. But as technology is getting more and more mobile, businesses realized that perhaps the best way to maintain a good relationship with customers is by making CRM accessible while on the go. In other word, Mobile is changing the face of the business.

Further, consumers generally carry the cellphones everywhere for the vast majority of each day. This is very different from their relationships with PCs. By customizing a CRM program to a consumer’s mobile availability, brands find far more and far richer moments of opportunity to deliver their messages. Using Mobile CRM, brands can also use the consumers’ ability to take action at virtually any time and from virtually anywhere.

Enhance Sales Opportunity: With the use of Mobile CRM, Customers see the improved service and reduced turnaround times. As a result of this, employee productivity and engagement improve, and information becomes more accurate and practical. In the end, sales reps will see a definite increase in sales opportunities. Given the fact that mobile app experiences is getting richer, more engaging, and more entertaining compared to web apps, brands can deliver more effective messages in these environments.

Relaso Sales CRM is a mobile based on demand solution that integrates the following features to enhance the sales process.

  • Know prior communications, upcoming meetings, revenue generated, outstanding payments of the client, even before receiving a call from them.
  • Every call made/attended by the sales rep is logged into the CRM.
  • Add note during/after every call against the contact/lead.
  • Check-in at client location from the app to record the number of visits.

Better Customer Expectation: Since, more tasks can be achieved through mobile CRM, and better customer service is provided by sales rep, customers’ expectations begin to rise. Buyers will be satisfied because long turnaround times, delayed responses to inquiries, or disorganization will become things of the past. Customers now know what is possible, and they started to see these new possibilities as the norm when it comes to customer service. As per the recent study, “42% of service agents are unable to efficiently resolve customer issues due to disconnected systems, archaic user interfaces, and multiple applications.”

Improves Business Analysis: Businesses are gathering data with the addition of new contact, every sale, and with every minute during the day. The idea is that they will be able to organize the raw data into a meaningful and actionable results. Since, there is huge information available on a daily basis, it can be difficult to filter it all down into something actionable. Mobile CRM helps everyone in the sales process access the information as needed and updated in real time as it is collected. Additionally, CRM can organize and present the data in a comprehensible way, so that businesses can interpret easily.

Sales Funnel Management: A sales funnel is a visual representation of the steps required to sell your product or service. The sales funnel gives you a complete overview of where in the sales process your money is.

A sales funnel shows how many prospects you have in each stage of your sales cycle, and also details the conversion rates for each stage. This further tells you whether you have enough deals in your funnel to meet your goals, and whether you need to pay special attention to certain deals.

The first step for effective sales funnel management is to measure the sales funnel metrics of your business. Measuring all these metrics is not easy. Collecting the data on a regular basis takes hard work and Relaso Sales CRM helps you do it effectively. Your sales team can manage their sales funnel from the app while on the go.

More device Options with Mobile CRM: Companies have adopted gradually Buy Your Own Device (BYOD) work environment. As per the recent research, the new environment has generated $350 per year per BYOD employee in terms of increased revenue. Mobile CRM is cloud-based, and is designed to work with multiple platforms. That’s why the reps in the field are going to be more conversant of using familiar operating system. As a result of this, they will be able to generate more leads and close sale. In other word, they’ll be able to better focus their attention on the task in hand.

How mobile CRM can increase your business productivity

We live in a global marketplace. It has become more like a necessity rather than than luxury to conduct business while mobile and from anywhere. By utilizing a few key mobile applications, you can enhance the business productivity inside and outside the office. Gradually, companies started to give more attention on mobile CRM.

According to the study by Yankee Group, the goal of nearly half of companies planning to implement mobile CRM is to increase the number of client touches, while 40% hope to improve communication and coordination among employees, and 25% want to improve innovation. The survey found that 56% of mobile CRM users are executives, 40% are salespeople, and 23% are field technicians. The following points highlights this.

Must Have Mobile Technology: Modern sales team needs a mobile solution that enhances the requirement to offer the most profitable deals and customers in the pipeline. They demand mobile CRM systems that helps them work together with other sales reps; share information inside and outside of the company; and increase their knowledge to effectively develop the responses to customer requests at any time, any place, and in a way that surprises the customer. Relaso Sales CRM team identifies the requirement i.e. speed, ease of operation, consolidated information, and the essential feature like reports.

Integrate Back Office operation: Traditional mobile CRM applications are good for contacts and account information, but, most of the time, the app is unable to access quotes, sales orders, outstanding invoices or product delay information. The only way to achieve this is to integrate back-office systems like ERP and supply chain software into the mobile CRM system. With those integration, you can easily respond to customer questions like “how many orders you can deliver by Thursday?” You can take a look of customer’s purchase history  and resolve customer service issues.

In-house Collaboration: Remote employees like field service technicians and sales professionals, can now be more efficient because mobile CRM essentially provides them the ability to perform core CRM functions, such as accessing, documenting and interacting with customer data directly on a mobile device. This convenience provides employees the easy way to stick to processes that ultimately improve sales productivity as a whole. Additionally, mobile CRMs can help sales reps meet their sales target because they can access, update and interact with sales data wherever they are.

Mobile CRM boosts micro-productivity: At least 70 percent of the American population own or have access to smartphones, which makes this technology a common access point for businesses. The ability to quickly access enterprise CRM through mobile phones enables the feature of microproductivity. Small tasks can be achieved in between more complicated tasks, such as answering a brief customer query through CRM communications or quickly reviewing a buyer profile stored in the database.

These small time saving tricks add up to a big reduction in the amount of time spent for the completion of daily tasks. Further, Small and medium-size organizations, looking to increase productivity will invest in mobile solutions that provides seamless interaction between customers, staff and technology.

Customer Satisfaction: The ultimate goal of CRM software is to improve relationships between businesses and their customers. However, mobile CRM apps provide some unique benefit to business houses. It allows them to access customer information anytime. Since, sales and customer service reps can access the information, they are able to respond to customers more efficiently.

Many mobile CRM apps provide filter that sort customer questions according to urgency and not just by subject. This allows the reps to respond to customers in appropriate time period and it also helps eliminating revenue loss from lengthy response times to urgent questions. In addition, mobile CRM apps integrates tools that route customer questions to the appropriate departments rather then everything going to one customer service email address.

Geo-location: The unique feature of mobile CRM app is the ability to locate your customers in and around your current location. With the help of the Location Services in your Smartphones, the app detects your customer’s location within a specified radius from your current spot. You will be able to view all of your customers’ address on a beautiful map. Your sales team can check-in at the client’s location to record their visits so that you, as a manager, can review it by the end of the day. Relaso Sales CRM mobile app incorporates all of the location check-in features that was mentioned above.

Accounting Feature of Mobile CRM:  Integrating your accounting software, such as Relaso Sales CRM, with your CRM solution can further maximize your small business efficiency. It transforms your CRM business into Accounting CRM. This further ensures that you don’t need a separate accounting software to manage Invoices and Payments etc. The CRM app assists you in tracking all important accounting transactions with useful reports. You will be able to generate Invoice, payment, expense and estimate right from the app.

How you can boost up the performance of your mobile sales representative

Managing Mobile (on-the-road) Sales Team is a difficult problem. Typically business try to address it by end-of-the-day status meetings with the manager and has very poor real-time visibility of issues and challenges. Undoubtedly, there is unbearable, continuous pressure for  most of the sales organizations these days, as the sagging economy and lower margins make it harder and harder to fulfill quota and drive revenue.

Sales managers have unique responsibility to influence and empower sales reps to greater levels of success, but sales managers are sometimes so busy and distracted that they can not perform their own professional development because they are caught up trying to survive the latest emergency procedure. The three key areas to dramatically increase the positive impact the sales manager can make on the whole sales team are: Alignment, Motivation, and Performance. As my personal interaction with different Sales Managers, I realized that a successful Sale Manager need a set of skills and characteristics in common that are defined  below.

  • The key question to ask yourself as a Manager  is: Can your business afford to lose enormous amount of leads due to slow response time? If not, what are you doing about it now? Lead Management is the generation of consumer interest or inquiry into products or services of a business. It further describes the process of capturing and generating interest in a service or product in order to develop a sales pipeline. Once you capture a lead, you can upgrade it to a Contact or Customer through different qualifying processes. Relaso Sales CRM is an intuitive app that helps you capture a Lead through Phone Call or SMS. You can also generate the Lead from Email and Bulk SMS campaign from the Web interface.
  • How do you like this idea? When a prospect or a client calls, you can instantly view their classification tags, communications, quotation, revenue directly from the call screen. Write a note and send them quotation, setup a meeting – all while you are on the call. I can bet from my experience that Mobile Sales Rep loves it. Relaso Sales CRM provides you these unique features. The app even works with zero network connectivity.
  • Opportunity Management based on Sales Pipeline is a process that you can use to effectively manage, organize and track your business. Using a dedicated Opportunity and Sales Tacking Software like Relaso Sales-CRM , you can make opportunity pipeline efficiently. All sales opportunities that are arranged along each of the sales steps and create your sales process is what the sales pipeline represents. Once your customer enters your sales pipeline, they become a sales opportunity. Each sales opportunity in your pipeline has its own value. By using the information about the opportunity values and probability of closure for each sales step, you analyze your pipeline. In brief, Opportunity Management gives you guideline how to improve your sales process and improve your WIN rate.
  • Relaso CRM software provides you the feature to print Sales Pipeline Report that displays Client name, Pipeline Stages and Dollar amount so that you can do data analytics to enhance your Business. Additionally, Overview report is integrated with the system that gives you an idea about Revenue, Expenses and Outstanding amount during a certain period of time. Don’t you like to get a holistic view about all of your accounts and presenting the result in report form. That gives you and your team the ability to make business decision in future or Data Analysis. The app incorporates more than 65 critical Real time reports like Sales Pipeline Reports, Time Spent Report vis-a-vis Revenue etc.
  • Unified Communications (UC) helps companies save time, money and IT resources, by making their communication more efficient. All the communication i.e call records, call recordings, notes and emails between your company and the customer are stored in one place. This helps you to give context to all the communications. The Sales CRM app provides you this ability.
  • On Line Payment and Invoicing CRM are an important part of sales process for many years. That’s why Relaso Sales-CRM integrated Invoice and Payment management with the Mobile CRM app. You can view Estimate, Invoices, payment and Expenses right from the App. The Web Interface also provides you infograpics like Projected vs Actual Revenue and Profit, Opportunity or Deal vs Sales Pipeline etc for better Data Analysis.
  • I can bet that your sales people love it if they get an idea about nearest business based on their location while visiting a client. Relaso Sales-CRM added this nifty feature,Location Check-ins with the apps. Your salespeople can record their client visit right from the same feature and you, as a Manager, can generate a report by the end of the month or week  that shows number of client visit of your every salesperson.
  • The purpose of a marketing campaign is to reach the right audience and promote the product to them. The better the segmentation of customers, the more successful the campaign will be. Relaso Sales-CRM helps segmentation of customers through multi-tagging. It also enables you to conveniently send Bulk SMS and Email campaigns to selected micro segments from the Web Interface.
  • The key performance indicator for a sales manager is the tone and the topics of your communications with your sales team. Nothing is more important to sales people than knowing what is expected of them and when it is expected. Good sales managers keep their communication very transparent and their expectations well defined, so that team members know what to go for, and understand what will happen if they can achieve it (or not).
  • Most sales managers  communicate regularly with team members about pipeline and forecasting. However, very few of them  understand the difference between the two. Forecasting is primarily associated with  late stage deals. It does not signify for future quarters. Pipeline is focused on the future development of sales, which is the indicator of later forecasts. Most managers don’t understand the difference between the two. When you, as a sales manager,  discuss about the performance that helps your sales team better understand  the respective impact on pipeline or forecasting.

How to maximize your Business Return on Investment (ROI) with Mobile CRM solution

ROI ( Return on Investment) is normally an essential part for a software purchase. Those within the company who are responsible for the purchase must provide the information to senior executives and finance officers showing how quickly that purchase is going to pay off. A full ROI for a Mobile CRM system should be given more time and effort than other software purchases. A good Mobile CRM solution is supposed to be the backbone of your sales and customer relationship efforts.

Why Mobile CRM system is critical for your Sales process: You will need a CRM application that can streamline your company’s sales process. With the CRM solution, your sales reps should be able to save data into the different stages of sales process  to which they belong, and can be easily retrieved in case it may be needed at any time in the future. In this way the sales force will be strengthened by CRM instead of hindered by it. This way other people will be able to track and analyze sales, and will raise the quality output potential of marketing as well as help executives with more accurate analytics. Relaso Sales-CRM is such a CRM where your sales rep can manage all your leads/ contacts and sales pipeline right from the app.

Allow for Mobile Integration: Your sales people should be able to access everything on their Mobile Device so they can work on the road- say, for example, reviewing all communications, managing contacts, and accounts. The integration should also ideally work with back-office systems, social networks and web conferencing. Cloud-Based On Demand CRM systems are accessible 24/7 from any device and location, require a minimum financial investment, no equipment maintenance, upgrades are automatic and can easily grow with the business.

Optimization of Lead Management: CRM software provides an easy and integrated system that covers all important areas of customer communication. You can observe the business growth when all relevant information is collected and managed in one location. Lead management is the key that allows for prompt follow-up. Relaso Sales-CRM is a Mobile CRM solution that offers Multi-Channel Communication, Check-ins, Estimates, Deals – all in one place. It helps you capture the Lead and qualify it as a potential customer through different qualifying processes. The process-driven data analytics frees up time for your sales associates to focus on selling so that you can accurately forecast and manage, leading to better sales.

Manage your Marketing Campaign: The purpose of a marketing campaign is to reach the right audience and promote the product to them. The better the segmentation of customers, the more successful the campaign will be. Relaso Sales-CRM helps segmentation of customers through multi-tagging. It also enables you to conveniently send Bulk SMS and Email campaigns to selected micro segments from the Web Interface.

Opportunity Pipeline Management: Opportunity Management based on Sales Pipeline is a process that you can use to effectively manage, organize and track your business. Using a dedicated Opportunity and Sales Tacking Software like Relaso Sales-CRM , you can make opportunity pipeline efficiently. All sales opportunities that are arranged along each of the sales steps and create your sales process is what the sales pipeline represents. Once your customer enters your sales pipeline, they become a sales opportunity. Each sales opportunity in your pipeline has its own value. By using the information about the opportunity values and probability of closure for each sales step, you analyze your pipeline. In brief, Opportunity Management gives you guideline how to improve your sales process and improve your WIN rate.

Relaso CRM software  provides you the feature to print Sales Pipeline Report that displays Client name, Pipeline Stages and Dollar amount so that you can do data analytics to enhance your Business. Additionally, Overview report is integrated with the system that gives you an idea about Revenue, Expenses and Outstanding amount during a certain period of time.

Accounting and Reporting Solution: The integrated operational module maximizes the efficiency by giving a holistic business view. They give business owners quick access to the financial information and reporting tools they need to make critical decisions, and gives comprehensive access to accountants, bookkeepers and CPAs to analyze the data on time.

Invoices, Payment, Estimate, Expense – with the accounting module of Relaso Sales-CRM  for small and medium size companies, you have everything under control. Additionally, you can generate 12 different reports like Revenue, Invoice, Expense, Time Spent, Sales Pipeline with this app.
What happens if you run your business with an inadequate CRM application? First, as noted above, your sales momentum will be slower and that is the last thing you need when you are trying to get off the ground as a business. However, the most important part is you are going to want to analyze your sales on the run. You will like to have accurate sales forecasts based on correct data and that won’t be possible from an inadequate CRM application.

Top seven strategic advantages of using Mobile CRM software

 The desktop CRM systems is a very powerful tool. However, once the user is outside a computer environment, he is unable to access the information offered by the CRM.  As because, more and more sales people are away from their offices, it is not a viable option to boot up the laptop while on the run.

On the contrary, It is very crucial for your sales force to be on the top of the game with the rising competition. The sales people must log in every interaction with the customer with the help of the Mobile CRM tool. They will have better degree of flexibility if they are equipped with the tool that, in turn, boosts up sales, increases productivity and company revenue.

The following article focuses  how you can reap the benefit of Mobile CRM for your sales team:

  • Increase the sales: The CRM tool helps businesses to keep track of all useful information associated with any particular customer. Simultaneously, the solution provides a company-wide, cloud-based network that can be accessed by anyone who has permission, from anywhere in the world. Since, they have all of the required information at their fingertips, field people are no longer wasting time looking for contact information or trying to recall what was the last conversation with their prospect. This enables the them to spend more time having useful conversations and ultimately selling.
  • Customer Satisfaction: As more tasks can be achieved through mobile CRM, and as sales reps are able to provide improved overall customer service, customers’ expectations is expected to go up. Buyers don’t have to further face with long turnaround times, delayed responses to inquiries, or disorganization.
    Customers now know what is possible, and they are beginning to see these new possibilities as a positive step in terms of customer service. That ultimately addresses a major problem for many companies who have difficult time to cope because 42% of service agents are unable to efficiently resolve customer issues due to disconnected systems, outdated user interfaces, and multiple applications.
  • Decrease of the Sales Cycle: One of the main advantages of implementing a mobile CRM is the shortening of the sales cycle. As mentioned above, if your sales rep can close sales with fewer interactions then he can dedicate more time in working on new opportunities, therefore increasing their earning potential.
    Nevertheless,  each business is different in terms of its sales cycle and unique requirements, you can customize a mobile CRM in order to get critical information on the spot such as the availability of its inventory, current pricing models and any other information your team may need.
  • Business Intelligence: Is your CRM is just an enhanced version of Data Entry tool? Or it is intelligent enough to send a quotation or invoice very quickly. In fact, you can send them to your client easily during a call with the help of the On-demand, cloud based Mobile App, Relaso Sales- CRM. The nifty app has feature to print 56 different reports like Revenue, Sale Pipeline, Time Spent report etc which helps you better data analysis so that you can make future business decision.
  • Call Screen/ After Call abilities: With this feature of Relaso Sales-CRM, when a prospect or a client calls, you can instantly view total revenue your client generated, total outstanding, scheduled tasks, meetings and latest notes with this u.  You will also be able to “Edit Contact Details” or “Take Note” while on call.
  • Location Check-in: A customer meeting gets over ahead of time, leaving with some spare time for your sales rep. Making the best use of the time in hand, he can connect to the Relaso Sales-CRM App in his Smartphone. And in a single tap, the contacts and prospects near him are displayed on the map. Using the app, he can also register the ‘check-in’ at any customer’s site so that you can keep track of the number of visits your sales people make by the end of the day, week or month.
  • Offline -mode: However, working offline is the biggest consideration for 26% of the people because they sometimes travel on airplane or work on wi-fi tablets only. Using this feature of Relaso Mobile CRM app, field people  is going to have advantage to work offline at remote place where there is no internet or wi-fi connectivity.

Why Internet of Things (IOT) is the new frontier for Customer Relationship Management

As the market is approaching towards the new era of Internet of Things (IoT), customer relationship management (CRM) is trending  to a new direction. The advanced CRM solution takes customer service to the next level and provide better customer support.  According to market research firm Gartner,  more than 26 billion devices are going to be connected to the Internet by 2020.  They provide huge opportunities to the companies to manage and monitor their client activities and the collected data is increasing used by the companies for automated customer support.

Since more and more devices are connected to the internet , they will enable new paradigm of services which was previously difficult to imagine. That’s why the customer support scenario has changed dramatically the way organizations market, sell, and provide support for products. Gartner has projected that IoT is going to be the fifth driver of CRM after social media, mobile, big data and cloud. The following section focuses this area.

“CRM will be at the heart of digital initiatives in coming years. This is one technology area that will definitely get funding as digital business is crucial to remaining competitive,” says Joanne M. Correia, research vice president at Gartner. “Hot areas for CRM investment include mobility, social media and technologies, Web analytics and ecommerce.”

  • Impact of IOT on CRM solution: IOT  technology  embeds sensors in different consumer and industrial equipment like micro oven, fridge, car etc  to make connections with the internet. Sales, marketing and customer service departments are the primary beneficiaries with IOT services because they promote, sell and support these new services, as per Gartner.

    In the IOT era, CRM evolves further as companies change focus from products to service.  This creates more customer-centric organizations that will be better equipped to deal with today’s digitally empowered customers and their rising expectations.   According to market research firm Gartner, there will be more than 26 billion devices connected to the Internet by 2020.

  • Better customer support: Those million of embedded sensors transmit useful information remotely to the service provider. Those intelligent data are analyzed at  the provider’s end to understand and automate the technical issues  and future requirement of the customer.IOT enabled CRM application fixes the common problems with the customer service like long waiting period, lack of flexibility and delay in taking measures.  Other benefits accruing to the consumers include immediate access to important maintenance information, faster repairs, and self-directed customer service.
  • Boosts marketing promotion in real time: The advanced CRM solution in association with IOT enables the service provider to figure out location and context for their customers. This further enhances the opportunity to send real time promotions to the customer. The opportunity to send real-time promotions to customers has never been so greater. These promotions can no longer be the generic one, but , based on  customers’ buying history, preferences and current context.
  • Dynamic pricing: Once an organization has been able to conduct on-demand promotions in real time, they can use the live data feedback to determine the pricing at right time. Companies no longer have to depend on price optimization or statistical method.  Now, the price is based on behaviors and events in real time.  In addition, product pricing and services can be made specific to the individual client level.
  • Looking for the future: Although, IOT powered CRM solution is available in the market, but, the system has to be simplified so that all of the devices can work together. Since, more and more IOT enabled devices are coming in the market, the demand for CRM for customer, acquisition and retention will grow further. The latest CRM technology already integrated Big data that is associated with the customers. However, the technology will evolve further by combining it with data from social media, devices and sensors in order to make more personalized customer experiences.
  • CRM with Wearable Technology:  Wearable provides real-time access to employees, prospects, customers, product or services information from any place at any time (online/offline mode). Furthermore, these devices can collect customer information like purchase behavior, location, activity, health indicators and hobbies. This  provides further insights to the companies who can enrich themselves with the customer experience at every point of touch.

    Companies can use the advanced technology to consistently enrich the customer experience at every touch point. Primarily, Wearable impacts sales because CRM systems typically provide companies with the ability to develop a holistic view of customers and generate actionable  sales opportunities for the sales people which, in turn, improves Lead Conversion. However, in order to make the information available, you need third party integration with wearable device that gets the  CRM data and displays it in real time.

How Mobile Business Management drives the new Digital Economy

Customer experience is critical in digital economy.  This is pretty much evident that many users have changed their mindset  the way they interact and communicate with one another. A majority of consumers are now used to communicate through digital channels like email, websites, text messaging, instant messaging and social media. In this digital world, it is crucial for companies to keep an eye on customer experience. 

Mobile CRM resolves unique business challenges of an organization because the solution integrates the  crucial processes and procedures with the users’ day to day activities. With the help of the CRM tool, Sales People can work as per the requirement of the business environment.   In the long run, it improves the effectiveness of the business and provides higher job satisfaction.
In addition, Mobile CRM improves the quality and time management of the customer data, added to the CRM system.  In this way, sales people can add more data with the customer record and as a result of this, data will be complete and accurate across the organization.  For instance, Hosted mobile app, such as Relaso Sales CRM, that is meant to boost employees’ productivity are the core strength for the growth of an organization. The following article elaborates how mobile CRM is driving the economy by enhancing the  return of investment for business.

  • Marketing: Mobile CRM adds a new dimension to Marketing worldwide. Mobile app like Relaso Sales CRM helps your sales rep manage all the leads/ contacts and sales pipeline right from the app. You will be able to know previous communications, upcoming meetings, revenue generated, outstanding payments of the client, even before receiving a call from them. Every call attended by Sales Rep is logged into the CRM. Your Sales People will also be able to take note during/after every call against the contact/lead.
  • Creating Brand and Recognition:  You can create a mobile app the way you want with it; for instance, you can make it stylish, hip, functional, shocking, or informative. But the most important part is to create an app that has features, your customers will love, while at the same time is well designed and branded.
    The more you can get customers involved with your app, the more they will be interested to buy your product and/or service. This is called “effective frequency” in advertisement: as a rule of thumb, hearing and/or seeing your brand approximately 20 times is what will get you truly noticed.
  • Location Check-in: Your sales reps may be visiting a number of customers and prospects, and want to spend your time wisely. You may not have time to figure out the efficient route ahead of time, but you also don’t want to make unnecessary trips across town. The Location Check-in feature of mobile CRM maps all of your leads, contacts and deals,making it easy to identify for your reps who they should visit and where they should spend your time. You can also generate report by the end of week or month to see the number of visits your sales-rep made.
  • Sales Forecasting: Forecasting is a term that covers a broad area of concepts. Sometimes it can include numerical predictive models, historical analysis or trends. The forecasting module of Relaso Sales CRM integrates the data in the opportunities module in order to generate details like Deals Vs Pipeline Status or Stages, Realized Revenue vs Projected Revenue and Realized profit Vs Projected Profit. This is generated based on the input of a particular fiscal year and quarter.
  • Call Screen/after call abilities: Do you like the ability of Mobile CRM that provides you the ability to view the Call Screen/Recording option so that you can see total revenue your client generated, total outstanding, scheduled tasks, meetings and latest notes during a call apart from the ability to record the call and write a note while talking. The above app provides you this unique Call screen feature with the apps. You will also be able to “Edit Contact Details” or “Take Note” while on call.
  • Real time Collaboration: Mobile CRM, like Relaso Sales CRM helps each team member knows what the other team members know, anytime, anywhere. Information isn’t confined at any particular place, it’s available to anyone who needs it, whether they’re in the office or not. If, for instance, a salesperson is out on a business trip, he or she could make sure that the rest of the office had access to the information that he learns from the recent trip, by updating the CRM system remotely. Or, if, all of a sudden, the salesperson receives a call from one of his customers, he could easily access relevant info using his/her mobile device.
  • Customer Satisfaction: CRM is considered as an important tool for delivering revenue growth through improved customer experience, customer retention and customer repurchase. As per Forrester report, “42% of Sales Agents are unable to resolve customer issues efficiently because of disconnected systems,archaic user interfaces and multiple business applications.” Today, more tasks can be achieved through mobile CRM, and sales reps can provide better overall service to their customers by decreasing turnaround time and replying to inquiries in real-time.

7 reasons why desktop CRM is obsolete as Dinosaur

Those days are gone when CRM system is considered heavy and expensive solution where the IT team of an organization is wholly dedicated to maintain and support the software.  At the same time, in most of the cases, it is difficult for small and medium business ( SMB) companies to afford in-house CRM solution because of associated cost.

In fact, today’s CRM systems are more user friendly and technologically advanced and they provide varieties of solution for small and big companies with flexible cost.  They are also easy to maintain and deploy. That’s why our company moved from standalone CRM solution to on-demand Cloud based Mobile application, namely, Relaso Sales-CRM.  The following points highlights why companies, now-a- days, prefer Cloud based solution to desktop CRM.

  • Installation and maintenance: For desktop CRM, you have to pay for hardware, server and software maintenance. The installation process is also very complex. However, cloud based CRM installation is hassle-free. You just need an internet connection to run it. For desktop CRM, you require a permanent IT person to maintain the software.  Cloud CRM also doesn’t require any data migration, software update or complex installation.
  • Platform dependendence: Desktop CRMs are dependent on platform. Vendors design it for the specific need like windows, mac or Linux system. But, cloud based system is independent of platform.  The same software runs on Notebook, Tablet or Handheld devices.  Using cloud based mobile software solution, sales reps can access crucial company data or store important communication details from the on-site meeting with the client. In other word, unlike desktop CRM, cloud based CRM solution improves mobility.
  •  Scalability: The difference between  an SMB CRM system and a larger enterprise offering is quite high. As the business evolves, companies need to upgrade their CRM system or change the vendor.  This comes along with the upgrade of hardware and CRM system. The process to scale the software sometimes creates a mess.
    The cloud system addresses the  scalability issues, however.  An organization can upscale or downscale the software because there is no hardware to maintain. Also, cloud system helps deploy the CRM system in an easier way.
  • Security: This is obvious from my experience that, in terms of desktop CRM, big corporations provide strong security measure such as data encryption, advanced firewalls, and security protocols. Small to medium business, on the other hand, can not afford such a robust security measure. That’s why they are vulnerable to cyber attacks and data theft.
    In order to retain client base, On Demand CRM companies provide innovative security measures. Additionally,  big cloud storage providers employ data security experts that smaller businesses cannot afford to hire.
  • Architecture: Desk top CRM app is single-tenant based application whereas Cloud CRM is multi-tenant based solution. Multi–tenant based architecture means many clients can  run a single instance of the application which is hosted in a server at remote site.  User has to pay a license fee for on-premise model that includes the installation and configuration of software and hardware that it needs to run. On the other hand, with the multi-tenant based application, configuration and update is done by the SaaS (Software as a service) provider.
  • Slow ROI: For small and medium size industries, a faster return of investment is the most sought after criterion for any workable CRM solution . Another pitfall of on-premise CRM is that the deployment times is longer. The typical deployment time for an on-premise CRM is close to forty eight hours and custom code based CRM solution takes longer time to deploy, typically forty five to sixty days.  All of these factors contribute significantly for a poor ROI.
    On the contrary, Cloud based CRM is very cost effective.  All you have to do is to pay a monthly fee. System upgrade and enhancement is taken care by the provider.  However, in the long run, the total cost of ownership may add up.
  • Resources: It is good idea to deploy CRM as early as possible. In this way, customer data is getting loaded in days and weeks rather than waiting for months. The quick implementation procedure also saves project cost. At the same time, it reduces project risk which, in turn, benefits early return-on-investment for the software life-cycle. On the other hand, on-premise CRM requires local installation for hardware and software. Also, in-house resource is needed for the configuration of the application as well as maintenance.  That’s why On-demand CRM solution is suitable  for the organization where IT resource is scarce. Further, for on-premise CRM, extra cost is incurred to the business for incremental service addition.

How to leverage Mobile CRM to manage geographically distributed Sales Team

Mobile CRM has brought novel innovation in 21 st century.  CRM software evolves over the period of time. You can use latest CRM software on your smart phone. This is the major advantage of using CRM on mobile phone. The major benefit of mobile crm is that it can be accessed as well as used from anywhere.  Sales department reaps the major benefit of the software solution because they can use it on the run.

Sales Reps work at different geographical location in our organization. That’s why Sales Territory Management Plan is very important strategy for our company. The strategy helps us define the territory  for sales and also ensure that sales people do not contest among one another for the same client or visit a customer twice. This sort of plan is very effective to save money and time in the long run. Let us see how the plan helps a business like us:

  • Segmentation of the customers across territory: In our company, we categorize the customers according to our organization and put them in different territories accordingly. Each territory should have good potential, reasonable size, and  minimal obstacles. We grouped our clients according to similar product and need.  I used  multi tagging feature of Relaso Sales CRM to segment our customers from different geographical location. Once customers are categorized, we use the mobile app to sort and filter the clients as per location.  The whole procedure enables us designing our territory plan and assign our filed representative accordingly.
  • Assign Location-wise: Each territory is assigned to a salesperson to cover in our organization. This way we can avoid overlapping each other’s territory. We also have to consider the potential of each sales rep during assignment and place them according to their suitability.   Say, for instance, if one rep is able to visit more clients each day, or he has strong relationship with the customers, then he should be assigned in a territory where number of customers are high.
    Here goes an example, in our company we assign sales rep, Mr X , for a geographical location, knowing fully he will be able to handle it. On the other hand, we assign the sales rep, Mr. Y, for a remote territory because he is comfortable in travelling.
  • Evaluate your plan after implementation: Once we implement our plan , we try to find out any loopholes. If we find any issue, we have to figure out how to address them. For instance, using mobile CRM tool, when we see that  any of our rep is travelling , we try to put a plan in place that is time-efficient. In this way, we modify our plan from time to time and evaluate the result afterwards. It is also advisable to try different ideas from time to time and see the result. Initially, your idea may appears to be mismatch. However, you can reap the benefit of the new idea from time to time.
  • Optimization of Territory Assignment:  Optimization of territory is a crucial part of Sales Force Automation Process. Company Sales Managers can use these add-on CRM tools to assign intelligent combination of Leads and Territory to the sales stuff.  According to Stamford, Conn.-based Gartner Inc.,

    “companies that use territory optimization tools will increase revenue by 1% to 3%.”

    The essential features of Territory Mnagement includes Software mapping and visualization tools, workflow and collaborative features. The add-on tool provides the automation process for the distribution of assignments, and integration with CRM applications for lead generation and incentive compensation.

  • Location Tracking : Relaso Sales CRM tracks and records location by using GPS tracking which is integrated with the software.  Our sales team use the mobile app to check-in at the client’s location to record their visits.  As a Manager, I monitor number of monthly and weekly visits of the sales people using the Location Check-in report of the Mobile app.   We also reward the sales rep from time to time for their performance based on the data from the CRM.
  • Better Monitoring: Territory management feature of a mobile CRM solution assists a sales manager like me  to monitor the activities remotely because I already know their area of operation. Problems associated with any particular rep or group can be tracked quickly. It also helps me watch the trend of a particular region and makes strategies accordingly.
    I realized from my experience if an organization keeps better relationships with clients and keep an eye on the field operations, it stays ahead of the competition. There may be some hiccups initially after implementation of the strategy. However, company managers should consider them as a learning curve.

How to use Mobile CRM to optimally manage your on-the-road Sales Team

Are you a manager and your sales reps are on the road most of the time of the day?  Are you looking for  real-time, crucial company data for your reps while they are at client site?  Your prospect may ask the field person about the status of his order, or his support  inquiry, or the specs of your latest company products. If you have the latest up to date information about all of the above, you are going to have an edge over your competitors.  The rep does’t have to get back later to answer all those queries.

As a manager of a company, I realized that owning smartphones or handheld devices like tablets  can do away with the requirement of purchasing expensive devices like desktops and laptop.  In order to build a true mobile force, companies should  provide its workers the right mobile CRM solution that enables  seamless integration of rich data. While today’s mobile CRM solutions work on smartphones or other handheld devices, manager has to be careful about the selection of apps because, sometimes, the integration of apps are device specific.

In this article, I would like to share my own experiences about managing our sales team using Relaso sales CRM On demand mobile app:

  • Improves insight performance:  A sales lead generates huge amount of data. The information contains online tracking data, social profiles, company information, account history, and more. All of this data helps sales rep to personalize the sales process. However, they are not that effective unless you can extract more meaningful information from them. Usually Analytics is a difficult part to conceive for sales professional. Nevertheless, with the increase amount of data, reporting has become a valuable tool. The Relaso Sales CRM mobile app displays 65 intelligent reports  like Sales Pipelie, Invoice, Revenue, Expense report etc that helps me and my team for better decision making. The Mobile CRM app provides my team the ability to access the lead database on the run including the detail information that is already available in our database.  They can also track the most recent activity and real-time notification for customer queries or purchasing.
  • Streamline the sales Process through better Teamwork:  A mobile CRM is a perfect platform that helps your team to collaborate with other team members.  These interactions brings closeness among our team members.  With the help of the app they can ask questions, give advice, request resources, and give updates. These type of communications boost the efficiency inside team. Additionally,  the sales people can ask their team members for advice, information, and expertise on the go. This way our sales team uses collective knowledge of the team members to leverage their competitors in an collaborative atmosphere.
    With a good lead generating software like Relaso sales CRM, companies can build workflow management system for new sales opportunities. Without a good CRM system in place, it would have been difficult for the sales team to manage all the leads. With  the automation of marketing technology, the mobile CRM app  can handle many crucial work for Lead Generation which produces better business result in the end.
  • User Friendly App: In order to increase the productivity, the mobile CRM application has to be seamless across platforms and across devices. Sales professionals may not have enough time  to go through the nitty-gritty  of their CRM all the way on every device. The user experience is supposed to be intuitive and straightforward.

    According to Frank Falcone, Senior Product Manager, Microsoft Dynamics CRM, “an organization must look at how easily the mobile CRM solution integrates into their email and smart phones, and how friendly the product will be for employees.”

    If the mobile solution  is very complicated and  rolled out across the company without proper training,  the app should not be used in the long run because people don’t know how to use it.

  • Close more opportunities in less time: I noticed one thing after using the mobile CRM across our sales team. There are higher chances to close a deal by lowering different steps required between the customer communication and logging the information into CRM system. For instance, my sales rep is at client site for a meeting. It may be inconvenient for him to enter the details into his laptop. On the other hand, he may forget important part of the discussion by the end of the day to log to his system back office. That’s where mobile CRM plays crucial role.
    The same goes with the salesperson who is on the road or in a meeting . When  something changes regarding the sale in progress, quote or lead, he will be able to update them into his mobile CRM on the go.  Similarly, in case, the sales rep meets any prospect, he can add them as contacts, book appointments and plan activities right from the app. The whole process will help them to follow up on a potential customer and they never lose an opportunity.