5 Ways a CRM Helps Streamline Your Sales Process

5 Ways a CRM Helps Streamline Your Sales Process

5 Ways a CRM Helps Streamline Your Sales Process

Looking to streamline your sales process? It is an integral component of your business’ success. If your sales team has trouble selling efficiently, you’re going to see your company growth drop, which isn’t good for anyone. 

In general, sales reps spend a significant amount of time on admin work — scheduling meetings, setting up reminders, sending emails, and other small tasks that take serious time out of their day that they could be spending closing deals. 

So, how can you streamline your sales process in a way that all of that admin work still gets done, but your sales team has the time they need to close deals? For many companies, a CRM, or Customer Relationship Management software, is the answer. 

Here at Evenbound, we’re big fans of HubSpot, but you might also have heard of other popular options like Pardot and Salesforce. While some options are better than others, the general purpose of a CRM is to make it easier for your sales team to foster positive relationships with all of the leads who come into your sales cycle and eliminate a lot of the busywork that keeps them from closing.

Here are just 5 of the top ways a CRM helps streamline your sales process. 

#1 Streamline Marketing to Sales Handoff Process

For most companies, the handoff from marketing to sales is where leads fall through the cracks. Whether your sales and marketing teams aren’t communicating or your sales team is just too busy to follow up on all the leads marketing sends over, it’s easy, and common for leads to fall out of the sales funnel during the handoff from marketing to sales. 

A CRM can solve the majority of these sales dropoff problems. 

The first fix is to notify your sales team. When the marketing team decides a lead is ready to move up to sales, a CRM can automatically alert your sales team of the move. This is a great way to eliminate lost leads who drop out of the cycle because no one contacts them.

The next fix is to help your sales team see immediately if that lead is actually ready for your sales team or not. A CRM shows your sales team exactly where a lead is in the buying process. The CRM will track every contact marketing has with that lead, giving the sales team a good idea of how warm the lead is, and how ready they are to buy. 

This makes it easy for your sales reps to see at a glance whether a lead is ready for them, or if they’d rather send them back down to marketing. 

And with a quality CRM, transferring that lead back down to marketing is a snap. Your sales rep just reassigns or recategorizes the lead, and they’re back in marketing’s “to nurture” bucket. 

For many companies, a significant percentage of marketing leads do not convert to sales. This is partially handled with sales and marketing alignment, but a CRM is also a very useful tool to make no one is losing track of those leads. 

Implementing a quality CRM not only helps make sure those leads get through the sales process, but it helps bring your sales and marketing teams together, and understand better what both teams need to effectively reach their goals.

#2 CRMs Increase Prospect Visibility in the Sales Funnel

Your sales team is busy. There’s no getting around it. As long as your marketing team is delivering leads, your sales team is busy contacting them all, establishing which of your products or service is the best fit for each and then getting through the actual nurturing and closing process. A CRM streamlines your sales process by offering greater visibility on all of those prospects in the sales funnel. 

CRMs make it easy to see where every prospect is in the sales funnel, at any given time. If your sales team is managing their leads with a post-it note system, a notebook, or any other method, they’re probably letting leads drop out of the sales funnel. And it’s not their fault — we’re all only human! 

But, a CRM can help resolve this problem, and make it easy for your sales team to prioritize the warmest leads above leads who still need a bit of nurturing. 

  • Organize leads by priority. Most quality CRMs allow you to segment leads based on how qualified they are, and where they are in the sales funnel. When your top-priority leads are listed right at the top of the page, your sales team doesn’t even have to think about who to call first. 
  • See at a glance which leads have been contacted, by who, and when. Another key visibility benefit that comes with a quality CRM is that your sales reps can see at a glance who has contacted what lead, and when. They’ll be able to see which of your resources a lead has already received, and what information they might still need to make a final decision. 

Increased visibility thanks to a quality CRM leads to a more effective, efficient sales process. When your leads are automatically organized by industry, job title, interest level, and more, your sales team can spend more time on what they’re best at — closing deals. 

#3 Automated Tasks Help Streamline Your Sales Process

Even though it’s necessary, sending out product catalogs, brochures, and pricing guides is repetitive and time-consuming. Your sales team already knows that they don’t have to reinvent the wheel with every email, but they do have to take the time to copy-paste their text, change the names, attach the documents, and then finally send the email. A CRM can automate these repetitive tasks so your sales team has more time to actually sell. 

Quality CRMs offer tools like automated workflows, follow-up emails, chatbots, and more, so your leads still get the quality service they need to feel nurtured and supported through the sales process, but your sales team is freed up to use their time for more important tasks. 

And for tasks that CRMs can’t automate, they can send automated reminders. Your sales reps have to talk to any contact multiple times before they close a deal. Your CRM can automatically remind sales reps when to make those calls so that no leads fall through the cracks. 

#4 Easy Reporting

No one likes to make reports. What if they didn’t have to? 

Quality CRMs can generate sales reports at the click of a button, so your team can easily see what’s working, and what’s not.

One of the greatest benefits of a CRM for any sales team is the data it has to offer. In addition to supporting your sales team, your CRM is constantly collecting data. Data about your clients, how long they take to close, what content offer brings in the leads most likely to close, and what sales tools are most effective at closing those sales.

All of that data, combined and compiled for you by the CRM, helps you interpret your sales team’s success, and further streamline your sales process for even better results. 

#5 Sales Leaderboards and Productivity Reports

We’re a big proponent of teamwork. As a growth agency, we’ve seen that companies who encourage their sales reps to work together tend to do significantly better than companies with sales reps who are all using different sales tactics, and even different sales processes. 

Advanced CRMs, like HubSpot, are designed to give you and your sales team all of the data you need to optimize and streamline your sales process as a team. Sales leaderboards and productivity reports are one great way to do that.

They show you which of your team members are doing great, and which might be struggling with your new sales process or CRM. You can use these stats to bring your whole team up, by asking those at the top of the leaderboard to share what they’re doing to close so many deals. 

Generating a sales leaderboard and a productivity report also helps give you a better picture of where your reps are spending their time.

Maybe one rep has been spending a ton of time in your CRM, and is super productive, but is low on the leaderboard. This might be an opportunity to show them some more of those automation tools, so they can get out of their inbox, and back on the phone with clients. 

A CRM is designed to organize and store all of your sales team’s information and data in one easy-to-access location. In addition to providing exceptional visibility, a CRM helps streamline your sales process by handling the repetitive tasks that take time out of your team’s day of selling. The goal is to enable your sales team with all the tools they need to be able to sell better, and more efficiently, and when implemented properly, that’s exactly what a CRM does. 

If you’re thinking about a CRM, but aren’t sure how to get started, or are afraid of a lengthy learning curve, get in touch with the Evenbound team. We have team members dedicated to onboarding and training sales reps and marketing teams on how to use the HubSpot CRM effectively, and we’re confident we can help you too. Just take a look at the results we provided for this company in the case study below!

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Getting Started with HubSpot Series: Sales Enablement

Getting Started with HubSpot Series: Sales Enablement

Our Getting Started with HubSpot Series is written to help you understand what to expect when you sign on with a HubSpot Partner Agency. Over the next few months, we’ll work to cover everything from HubSpot onboarding to sales enablement and marketing and sales alignment. If you like these posts, and there’s a certain topic you’d like us to talk about, just let us know!

In the sales and marketing world, the term “sales enablement” is one that’s getting thrown around a lot lately. Sales Enablement is the process of empowering your sales team to sell better. When you enter into a sales enablement service with a HubSpot partner, they give your sales team the tools, technology, training, and content they need to nurture and close deals with the best prospects, faster. 

Typically, the sales enablement process happens after your HubSpot Onboarding session. If your company is already using HubSpot, you can jump right into a sales enablement training service. 

Either way, most sales enablement training services happen in an ongoing way. Many HubSpot Partner Agencies offer intensive training sessions, too, to jumpstart your company to sales success, but we’ll get to that in another blog in this series. 

Today, we’re talking about what you can expect from an ongoing sales enablement training service. 

What Does Sales Enablement Training Look Like?

Like we mentioned in our last installment of the Getting Started With HubSpot Series, every agency works a little differently. The process we’re about to describe is specific to us, and while most agencies will have some similar offerings, you’ll want to speak with any prospective agency directly before you sign on for a sales enablement training service, to make sure they’re a good fit for you. With that said, here’s a deep dive into our sales enablement training process:

 

Kickoff Call

Brooke Geis Hubspot Trainer

Meet Brooke, our HubSpot Project Manager! She’s our Sales Enablement expert, and we’re relying on her expertise to inform this post.

All of our services start with a kickoff call. It’s important to understand exactly where you are before we start any training. We want to make sure that every aspect of our training sessions are geared specifically to your company and your unique sales team. So, our HubSpot Project Manager, Brooke, will start by giving you a call. 

On the kickoff call, Brooke is looking to see where your sales process is at. Maybe your sales team is all on the same page, or maybe they each have a unique process that works for them. Wherever you’re at is great. This call just gives us an idea of where you are, so we can better tailor our training session to you. 

After the kickoff call, we get to work. 

What does that look like?

 

Weekly Meetings

When you’re first getting started with the Sales Enablement process, Brooke will meet with your team for weekly training sessions. She’ll explain HubSpot tools you might not be familiar with yet, help your team learn how to use them, and answer any questions you might have. Here, she’ll also teach you how to organize contacts, how to make sure that you’re tracking every contact’s actions within the HubSpot platform, and more. 

Essentially, what Brooke is helping you do during these weekly meetings is to mimic your existing sales process in the HubSpot platform.

When you’re done with the weekly meetings, and Brooke has helped you recreate your sales process in the platform, your team will be able to pick up right where they left off. The difference is that now they’ll have better contact organization and better tracking of all of their efforts. HubSpot will keep data that tells them which of their sales efforts are most successful, and which don’t seem to be moving the needle. 

This service is part of what makes partnering with a HubSpot Partner Agency so useful. We’re really working to make your transition to the new software as seamless as possible. 

 

Individual Team Member Meetings

One great part of our sales enablement training service is that your team members can meet with Brooke individually if they’re looking for a little more guidance. Working with a new tool is really exciting, but it can also present challenges. Whether your sales team members are looking to extend their HubSpot capabilities, or want a little bit more help learning how to use HubSpot’s tools every day, these individual team member meetings go a long way to ensure your entire team is working for overall company growth.

 

Bi-Weekly Meetings

As you start to get more comfortable with HubSpot and all of the tools they offer, Brooke will continue to meet with your sales team bi-weekly, to see how everything is going, and to answer any questions that might come up as your team progresses further with the platform.

 

Regular Monthly Meetings

Once your sales team feels confident using the platform in their daily operations, we’ll scale back our meetings to once a month. Though you can always call with any questions, these meetings are typically used to review your progress over the past month, and see what’s working, and what’s not. 

At these meetings, Brooke might suggest new tools to try out that can help your sales team provide even better service to your prospects, and ultimately help boost business growth. She’ll also help you set new growth and sales goals once you achieve old ones. 

 

Ongoing Sales Enablement Support

We like to think that ongoing support is one of the best features of our sales enablement training. For as long as your team wants, we’ll keep helping you optimize your sales process to shorten the sales cycle, and to close more leads, faster. Every month, you get personalized reports on how your team is doing, along with training on the new tools and technology that can help your team do better business. If you’re looking to foster continuous growth in your company, ongoing sales enablement is one great tool for your toolbox. 

 

How Much Work Will This Be For My Team?

Sales enablement provides an awesome opportunity to improve the way you sell, with the tools, technology, and training your team needs to see what’s working, and where they can improve. But, they do have to do a little work to reap the rewards. Here’s what’s expected of the sales team through sales enablement training:

  • They show up to sales enablement meetings. We schedule these whenever is convenient for you, and we also work with team members individually, so there are plenty of opportunities, even for the busiest schedules. 
  • They start using the platform. Brooke recommends starting with just five minutes a day. If your sales team can commit to just entering their contacts into HubSpot, they’ll start to feel more comfortable using the platform consistently. 
  • They ask questions. HubSpot can be a big change for a sales team. If they’re open to the process and willing to ask questions so they can improve, we’re here to offer them all the support they need. 

We know it’s not easy for an entire sales team to make the switch to a new CRM and a new method of selling. That’s why we’re here to work as your partner in this process. After the initial weekly meetings are complete, the majority of the work will be out of the way, and your sales team will be able to start selling even better, and more efficiently than before. 

 

The Benefits of Partnering With A HubSpot Partner Agency

The biggest benefit of partnering with a HubSpot Partner Agency for sales enablement training?

We’ve done it before. 

This is a service we offer to a number of our clients, and it’s something we’re really good at. We know this is a big shift for your team, and we know that one of the biggest challenges is encouraging everyone to use the HubSpot platform consistently to get the most accurate reporting.

We’ve said this before, but we approach our HubSpot training services with a walk/run mentality. 

First, we’ll teach your team what they need to know to start using the HubSpot platform, and your newly optimized sales process, casually. We’ll work hard to bring everyone on board, and make sure each member of your sales team feels empowered to use the tools and technology HubSpot offers to best compliment their sales style. 

When everyone is familiar with the platform and using it regularly, we’ll get into the “run” phase. We’ll introduce new tools, and show your team how to use them for better, faster sales. 

As HubSpot Agency Partners, we know and use HubSpot’s full suite of tools every day. 

Our HubSpot Project Managers, like Brooke, are training masters. They have what it takes to get your entire team using, and loving the HubSpot platform. 

 

And when your entire sales team is on the same page, your company is going to start serious results. And serious results are what we’re here for. 

 

Interested in taking the HubSpot plunge? Evenbound is a HubSpot Gold Agency Partner, and we’re also a HubSpot Certified Trainer. That means we’ve helped tons of clients just like you learn everything there is to know about sales enablement, and the HubSpot tools that support it. We can help your team learn how to use those tools to legitimately grow your company.  

 

If you’d like to know more, just get in touch. Brooke, or our president, John, would be happy to talk to you more about your specific goals for HubSpot. And if you’d like to learn more about how HubSpot training can work for companies like you, check out the case study below.

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