The role of CRM in sales integration is vast and ever-changing. The fact of the matter is that not many sales teams are using it to its full capabilities. From planning, to order fulfillment, CRM helps organize information and manage relationships in ways that salespeople from previous generations could only imagine.By recording nearly every interaction you make with your customer or client, you can learn about your prospects and their needs more efficiently than ever. Proper usage of CRM can lead to effective decisions being made that can have a phenomenal impact on the results of your sales team. Here are some ways to make sure that your team is getting the most out of your CRM.

Activity reports can help sales team in numerous ways. For instance, in most CRM programs activity reports allow you to count all logged sales activities by user and type. A benefit to this is tracking your team’s progress relative to reaching quotas. If there is a certain activity you think is taking too long you should be able to view how which activities they are, and how long they take. If you’re curious in the granular details of your team’s activities, CRM programs offer reporting tools any sales manager would benefit from using.

CRM makes it much easier for your team share information and documents about prospects. Your team will find it easier to share communication about prospects, their objections and any other feedback that they may provide. Implementing CRM software will begin to allow your sales team to view specific contact pages to see what went right and what went wrong in communicating with the prospect which could be a huge asset.

If building a good rapport is an important part of your sales process, an effective CRM program is a must-have. CRM contains just about any detail of a company imaginable...