Here you can discover the usefulness of the CRM system, and how helpful it could be in your business life!

1. Why do you need a CRM-system and what is it?
CRM-system is a specialized software for companies. The function of CRM is to automate
customer relationships. It is necessary for the persons working with consumers: to employees
of sales departments, to client managers. They are engaged in expanding the client base and
searching for buyers, building relationships with them, collecting orders, making a deal, and
controlling its proper execution. Just try to translate each consumer into permanent status, not
allowing it to leave for competitors.
Why you need a CRM-system
CRM-system is needed to maintain and support the base of not only buyers, but also orders.
Even the most elementary CRM, consisting of a couple of tables in Excel, can be of great help
to the client manager. Why do we need a CRM-system and what can be done with it?
CRM is required to perform the following actions:
To fix the stages of relationships with customers. From this it follows that the manager at any
time can use all the collected data about the customer, including information about when the
last interaction was, which order was discussed with him, whether the transaction was
concluded and the documents were issued.
Build plans for relations with the client. Any work with the buyer, aimed at concluding a deal,
can be divided into several stages. CRM-system is needed in order to record and subsequently
look at which of the stages have already been implemented, and which have yet to be
implemented in order for the sale to take place.
Monitor and analyze the performance of any sales manager or the entire department. The
system allows you to get reports on how well the contracts are signed and how well they are
executed.

2. Transferring sales to automatic mode. CRM-system is needed to automate the process of
creating and printing documentation for transaction support (forms, contracts, invoices, reports).
CRM-system is needed for each organization, which employs several client managers. There is
also a need for its use, if there are more than twenty buyers. Information on such a large
number of consumers is difficult enough to keep in mind, therefore, the efficiency of work is
reduced. And even if the client managers claim that they remember everything and about
everyone, in fact it turns out that this is not so. Today, the employee forgot to send an e-mail to
the client, and tomorrow confused the meeting time.
Why you need a CRM-system in sales
According to the statistical analysis, the implementation of the CRM-system gives the company
an increase in sales by 20% in the first year of use.
First, you need to determine how the profit for the year will change, if the turnover grows by
20%. When calculating, you should take into account the profitability and average marginal
sales.
Next you need to calculate to come from the turnover. For example, your turnover is 50 million
rubles. You calculate what profit you can get if margin is 20%. If through the introduction of
CRM your sales will increase by only 10%, then the net profit without taking into account tax
payments will equal one million rubles per year.
Such a forecast gives an obvious answer to the question of why a CRM-system is needed and
whether it should be implemented.
Types of customers in sales: how to find each approach
The mechanism of personnel management
How to develop confidence in communication with a client

3. But not always CRM is necessary. Consider a different situation. Suppose that the amount of
your turnover is 800 thousand rubles a year, and the marginal profit is 10%. In this case, when
implementing the CRM-system, you will receive an increase in annual profit by 8-16 thousand
rubles. It is unlikely that this is the amount for which you should spend money and time for a
new program.
Therefore, the first thing you need to look at is the ROI forecast. The lower your turnover, the
higher your profit will be due to management tools.
The effect of implementing CRM depends on the number of your employees and your
customers. When the number of consumers, for example, several thousand, there is already an
exact need for an automated system. Because no one can remember hundreds of contacts and
the nuances of working with each of them. The functionality of CRM-systems is much wider
than that of Excel or Word.
So, it became clear why we need a CRM-system - to increase sales.
As practice shows, the implementation of this software greatly simplifies the process of
preparing reports, freeing up the manager's time.