When the number of leads in your company grows, you need a system that helps you manage all data and tasks. This is the moment when a CRM system becomes essential.
In a CRM, you can store all data related to a lead, account or opportunity in an organised way. Emails exchanges, calls and visits to the potential customer provide you with a massive amount of data, which you can save as structured data inside a CRM record.
Why is it important to save data in a structured way?
First of all, before a lead converts into an account and opportunity, there are multiple interactions with valuable information. An initial web form submission or call from the lead contains typically data about the “Need”. For example: “We are looking for a Salesforce replacement.” You need to pass this data on to the correct salesperson in an easy to analyse format. And what is easier then if it’s always in the same structure in the same system?
After a salesperson has received a lead in the CRM system, it needs to be qualified. Is the person interested in an open-source CRM? Are they looking to for an integrated school management system? What is the industry of the company from the lead? The finance service industry, healthcare, education…? The salesperson investigates, contacts the lead, and stores the relevant findings in the CRM.
At this stage, we have the data from the lead when they first contacted the company, and we have qualification data from the salesperson. And thanks to the CRM, it’s all stored in one Lead record, in a structured way.
The following steps are converting the lead into an account and opportunity if there is a clear intention of the lead becoming a customer. Or, the lead can be archived if it’s clear it won’t bring business. Either way, the next steps are obvious. And is the lead converts, the data in the account and opportunity records will be, just as the lead record, structured.
Benefits of a CRM
So, saving all data in a structured way makes it easy to manage. In one glimpse, you can see essential data on the screen, on the location where you expect it. Additionally, it’s easier to take over leads, account or opportunities when a salesperson leaves the company. So, no more figuring out all info is. It’s all in the CRM.
Finally, there is another huge benefit. Having all data saved in a structured way allows companies to analyse it. In Crust CRM Suite, you can create CRM dashboards that provide unique insights, thanks to your effort of saving data in a structured way.