In the sales world, CRM is the best friend of any sales leader. The tool keeps them informed about every sales activity happening in the business, doesn’t matter how insignificant it is. It provides them insight and helps them in creating effective sales strategies.

Well, everything sounds picture-perfect here. But things are not easy at it seems. The first CRM was initially launched in the 1980s by Robert and Kate Kestnbaum, the pioneers of database marketing. They first introduced the concept to analyze the customer database statistically to identify the customers most likely to respond to marketing campaigns.

Origin of the First Automated CRM

However the first automated CRM product ACT, which stood for Automated Contact Tracking, was introduced by Pat Sullivan and Mike Muhney in the 1990s.

After that CRM technology only grew more advanced with time. With the rise of enterprise mobility, Cloud solutions, IoT, and AI technologies, CRM enhanced its capabilities to strengthen the sales team to optimum level.

Now the market is flooded with a range of CRM software solutions for all types of companies, regardless of team size and contacts.
The software has become integral to sales teams and an effective medium for sales leaders to be updated about team performance, productivity challenges, and sales pipeline management.

How CRM Enhances Field Sales Productivity

According to salesforce, if used in the right manner, it can increase the productivity of the sales team by 30%. Here take a look at how CRM can transform the field sales productivity.

Organize Customer Data for Increased Visibility

CRM is the powerhouse of customer data in any organization. When integrated with IoT and AI technologies, it can collect and process a score of data, which could generate insight for salespersons and sales leaders. Such data can help them identify the behaviour pattern of leads, prospects, and customers.

It can provide factual insight on the prospect most likely to buy from you or at what stage a lead or prospect leaves the sales pipeline the most. Analyzing these data enables you to make more informed decisions related to your sales performance.

Reduce Customer Response Time

When all the data is organized in one place, it becomes much easier for you to take instant action on an enquiry. An effective field sales CRM application powered by Cloud technologies enables the users to access and share the data anytime, anywhere.

They can track the lead activity in the sales pipeline and manage their progress ensuring quick response. This happens because CRM automates the process of email and calls and at the same time, notify the salesperson about the activity in the sales pipeline.

Eliminate Redundant Tasks

Field sales CRMs are designed to eliminate the redundant tasks from the sales process, so that salesperson can focus on actual selling instead of getting engaged in the administrative tasks. Users can automatically compile the customer data from various sources, such as email, call, and social media sites.

They don’t have to manually create a record of every source. Besides, email content for follow-up mails can be stored in the CRM, which can be used and reused for every enquiry. As a result, salespersons can focus on key tasks such as prospecting and selling, instead of recording the data from one sheet to another.

Knowledge Management

The anytime, anywhere accessibility of field sales CRM app makes it the best platform for knowledge management. Cloud technology makes it possible for the CRM to be used whenever required.

Field sales representatives can create and share a range of information about clients within the team, from the office to field, and field to the office. It creates a culture of knowledge management and sharing that not only benefits the individual salesperson but also the entire team with regards to training and development and increased customer satisfaction.

The Step Forward

As there are various CRM solutions available on the market, you have to be very careful while selecting the one for your business. In order to select the best CRM software for your business, you must create a specific criteria that covers your business requirements, team strengths and weaknesses, and day-to-day sales challenges. A quick recommendation is to never get attracted to the features and technology instead keep your focus intact on your own needs.