Why you need a sales system in your company and what to consider when choosing one – WAU
The use of a sales system is essential for you to take advantage of the full potential of your operations. With this tool, it is possible to manage contacts, track the sales funnel, optimize internal communication and much more. Check out what you need to consider when choosing the right option for your business!
You already know that digital transformation has expanded the possibilities of developing a business. Today, through the internet, it is possible to control all the processes involved in the company’s management, from marketing efforts to attract the public, to the closing and follow-up of sales.
The key to this optimization is the efficiency provided by automation tools. Specialized software helps to segment advertising campaigns, trigger personalized messages and perform other functions that, previously, would take much more time from the teams involved.
It is in this scenario that the sales system enters, an increasingly fundamental mechanism for the efficient management of the project’s transactions. If well implemented, this feature will positively impact your results in the short and long term. Want to know more? In this article, we will explain:
What is a sales system and how does it work?
The sales system is a tool designed to assist a company’s sales team throughout the business process. To start, the program facilitates the storage and management of leads, contacts who, at some point, have shown interest in doing business.
The big catch is that by centralizing the registration of potential customers on one platform, you allow the entire team involved to have access to these contacts. This optimizes a strategy focused on quality service, an increasingly crucial element in consumers’ purchasing decisions.
And it is not only the channel for external contacts that is facilitated. A sales system is also an ally in improving the company’s internal communication. This has tremendous importance in planning and executing tasks, whose deadlines can be checked by all managers and employees in the form of a calendar.
In addition, both messages sent to prospects and those sent internally are stored in one system. This way, it is much easier to retrieve emails that contain important information, even if the volume of data processed for this is huge.
The software also helps you visualize the businesses most likely to achieve positive results. Through the automatic analysis of pre-established metrics, the system can point out, for example, which are qualified leads, that is, the contacts with the greatest potential for conversion.
Based on this information, your sales team can make better decisions, increasing its own success rate. In addition, the marketing team gains valuable insights to optimize attraction and nutrition strategies, which serve as an engine for obtaining and qualifying leads.
In the next topic, we’ll talk a little more about the benefits that adopting a sales system can bring to your business. Follow!
Why adopt a sales system for your company?
As you may have already noticed, the sales system is a fundamental element to streamline and qualify customer service. After all, the tool facilitates the visualization of contacts in a segmented way and indicates those who are prepared to receive a commercial approach.
In addition, a quality system can be set up to send follow-up messages to contacts who have already made at least one purchase or to remind salespeople to complete this step. This action is necessary to strengthen the relationship with customers and enable their loyalty.
In the long run, this means not only the possibility of consumer feedback, but also the emergence of new opportunities. Is that, as expert Philip Kotler explains, a satisfied consumer becomes the greatest advocate for a brand and, with his recommendations, can direct new leads to the company.
The great advantage, however, is seen in strategic planning. The tool generates complete reports that enable detailed analysis of the salespeople’s performance and the costs involved in acquiring customers. With this data, managers can make accurate decisions to make the approach more efficient.
How to choose the best sales system for your company?
Well, at this point you already know what a sales system is and how important it can be to your business strategy, don’t you? Now, it is essential to know how to identify the most qualified options on the market. Next, we will list some questions that can help in defining the best system for your company. Check out!
Does the tool allow remote access?
To explore all the advantages that can be achieved with a sales system, it is essential that it offers remote access. After all, salespeople know that it is common for teams to act separately, often visiting customers in different cities.
Therefore, if the system cannot be accessed from anywhere with an internet connection, it loses much of its value. On the other hand, remote access not only speeds up processes, as it ensures that managers have greater control over the activities carried out.
Is it a SaaS?
SaaS stands for Software as a Service, term indicating a service performed using software. Choosing a system that fits this category enhances the benefits achieved with the investment.
To start, this model involves paying a monthly fee, that is, you will not need to pay a high price to acquire your license. In addition to being cheaper, SaaS are also more practical. Unless you indicate otherwise, the subscription is automatically renewed every month, which guarantees the continuity of the service.
Finally, most SaaS work with different plans that can be selected according to your needs. This means a customization of the tool and the possibility of increasing the plan according to the company’s growth. In other words, it is a tailored service.
Allow setting up reminders?
Reminders are key features of a qualified sales system. They can be used by managers to optimize internal communication.
If a team needs to make a sales contact, for example, launching a reminder will ensure that the action is not overlooked.
In addition to these more specific functions, reminders can be set to, at all stages of the funnel, remind salespeople what their commitments are. This is essential to ensure that all buyers receive a follow-up contact, essential for loyalty.
Is the sales funnel complete?
The sales funnel is nothing more than a graphical representation of your consumers’ buying journey. Understanding what stage each of them are in will optimize not only the approach to buying, but also the entire marketing strategy of the business.
Therefore, it is crucial to choose a system that has a clear layout for each stage of the funnel. That way, you can easily see which contacts are ready to receive an offer and which still need to be nurtured with educational content.
Is customer registration centralized?
It is essential to verify that the system’s customer register operates in an agile and efficient manner. All contact entries must be centralized in a single database, in order to leave the information within the immediate reach of all managers and salespeople.
Also, check the effectiveness of the system in updating this database according to the changes made remotely. This is important to avoid repeated approaches and creating bottlenecks in operations.
Is the system mobile-friendly?
Today, every digital tool that values its own efficiency must run with quality on mobile devices. When we talk about a sales system, this is even more important. After all, no salesperson will walk around with a computer to update business processes, will they?
The greater the ease of operation on devices such as tablets and smartphones, the more useful the tool will be.
Is the email system practical?
An email marketing strategy is the foundation of the relationship between you and your consumers. One of the reasons that lead companies to adopt this practice is the fact that messages sent and received are stored in the inbox and outbox. However, a high volume of contacts can make everything a mess.
Therefore, a good sales system should offer practicality for you to locate emails exchanged with consumers. Thus, salespeople will be able to access valuable information whenever and wherever they want.
Is it possible to integrate the system with other tools?
The sales system is, without a doubt, one of the most important tools for the management of a company. Still, it is not the only one. Opting for software that allows the integration between different mechanisms is a great request to optimize your entire operation.
Imagine, for example, that you have a specific inventory control system. Getting him to dialogue directly with the sales system will generate automatic updates according to the output of the products, which will avoid problems related to the lack of goods.
Does the system allow printing of reports?
The digitization of processes is a consolidated movement in most large companies, however, paper still has its value. Many meetings, especially those related to B2B sales, involve the distribution of demonstrative material to participants. In such cases, relying on printed information can be beneficial.
Thus, it is important that your sales system not only generates reports but also allows them to be printed. In this sense, the tool should also let you filter the printed data according to variables such as the region, the product line and the customer account involved.
Does the supplier offer satisfactory support?
The answer to that question represents the peace of mind you can expect when handling the tool. If the supplier is committed to providing full support, you will not find it difficult to learn how to use the resources and will still get help in case of technical failures.
So, before making your decision, search the internet for the supplier company’s reputation and look for references. O feedback from other company customers can bring valuable insigths about your commitment to ensuring a qualified user experience.
The sales system acquisition represents a complete optimization in the commercial management of your enterprise. The tool facilitates communication with customers, directs the actions of salespeople and allows a detailed view of the development of the sales funnel.
The sales system brings benefits that help in the relationship with the customer, but did you know that there is a specific tool for that? In this article, we introduce CRM and explain how it works. Check out!