Page 10 - What's an SMB

How to get the most from your CRM

So you’ve looked at your business, decided it’s time to implement a CRM system, and even decided
on the perfect solution (we prefer Zoho for a number of reasons, but we’re a little biased). But like
any tool, CRM is only valuable if you know how to use it and how to get the most from its features

so it works for you.

53%

companies expect
a CRM to drive sales
and increase
productivity.

If you’re like 53 percent of all companies, you expect a CRM to drive sales and increase
productivity. To do that, you need to first take a look at your sales process and sales

team to make sure everyone is on the same page from day one.
Source : brainshark.com

One of the biggest mistakes you can make early in the implementation process is failing to properly
educate and train your employees on the benefits of CRM and how to use it on a daily basis. Make
sure to highlight benefits, like how much time it will save them early in the implementation period, to
inspire unity across your sales team and to also show how CRM specifically impacts their workday

for the better. It’s also a good idea to offer frequent retraining sessions or tests to ensure your team
retains the information.

If your sales team doesn’t buy in to using CRM and following your company specific guidelines or

workflows, the true financial benefits for your company in using a CRM can be derailed early on.
It does your business no good if only half of your salespeople are inputting leads into the CRM or
using automation to reach out to customers. It’s all or nothing.

When you are working on company rules for using the CRM, think about the following:

• How do potential customers find you and how are they getting into your CRM?

• Once leads or potentials are in your CRM, what happens?

• What steps does your sales team need to follow when a lead is assigned to them?

• What happens when a salesperson closes a deal?

What’s an SMB? It’s not what you’ve been told. 08 www.zoho.com/crm