Insights for Smarter Sales
Daniel Roberts became national sales manager at Tradelink in 2014. He says, “When I started, we had some pretty inefficient tools. We were using this CRM we’d built internally. It probably had some decent functionality, but it was clunky and slow and didn't play well with our other tools. It was the exact opposite of what I look for in a sales tool.”
“Also, the way the CRM had been launched to the sales team didn’t help its cause. It had a stain on it from the word go because it had been jammed down the team’s throats without consultation. So, what I saw was a sales team pushing back against technology because there was no real upside in it for them, it didn’t enable them to win.”
“Coming into my new role, I wasn't about to flog a dead horse by trying to force the sales team to use a tool they hated, that wasn't even driving the right financial results.”
When Daniel realised how disenchanted the sales team were with the CRM, he hit the pause button and reset, to find out what the team really needed. He learned that despite having a directive from management to use the CRM, the team were still doing things their own way.
Daniel says, “When you try to understand the drivers for that, it was change fatigue and lack of faith in the value of the CRM. But most importantly, none of the sales team felt that the business understood their needs, because we weren’t putting information in their hands to help them make more informed decisions and sell more.”
“You could sum up what the sales team were looking for in one word. Help. Help me reduce my admin. Help me increase my conversions. Help me know how I’m doing. Help me with relevant timely info so I can be more credible in front of customers.”
Daniel recalls why Tradelink chose Numerik. “After consulting our team, we knew we were looking for a sales tool to help us be more efficient, along with real time info to improve decision making at the sales coal face. Numerik was recommended to us by our sister company in New Zealand, PlaceMakers, who’d invested in Numerik, and were seeing good results.”
“One of the main reasons we chose Numerik was its ease of use. We knew our salespeople didn’t have a great track record with adopting technology. So, its simplicity trumped everything else. We did look at other sales tools, but they were clunky. And they were off the shelf, so if you wanted to make changes, it was costly. When we saw Numerik was flexible enough to slice and dice it seamlessly for our needs, it made the choice pretty easy.”
“Also, we liked the energy Numerik poured into us and the tailored approach they took. The way they understood our business, and configured Numerik to meet our needs was bloody fast. They said, ‘Numerik will help you and your sales team sell more. It's not a governance tool.’ That message really sat well with us. And it was a good message to share with our team. They could see what Numerik would do for them, and it got them onboard from the start.”
Daniel remembers what it was like for the Tradelink sales team to start using Numerik. “We kicked off with a small trial, but it quickly morphed into a full rollout, because we could see the team were using Numerik and enjoying it. Talk to anyone in our sales team, they'll tell you Numerik’s been one of the best things we've put in. That's reflected in the high usage we see.”
“The Numerik onboarding process was really personalised. Numerik built solid relationships with my sales managers in each state, took the time to understand each team’s needs, and tailored training sessions in bite-sized learning chunks. And they don’t rest on their laurels. They’re always checking in, asking what else we need, and telling us what's working well in other businesses. They regularly showcase updates to the tool, so the team know what’s new.”
“Once we had our base Numerik set up sorted, that wasn’t the end of the journey. They’re always innovating, always asking what else do you guys want to do? What's going to help your sales team? How can we make Numerik work better for you? That commitment to going above and beyond was in evidence from the get-go, and it’s never let up, that's for sure.”
Two of Daniel’s favourite Numerik features are forecasting and promotions. He explains, “Forecasting’s directly linked to sales team incentives. A salesperson can see instantly on their phone what happens to their incentive if a customer orders more. Seeing their incentive dollars ticking up in real time drives salespeople to use forecasting.”
“I get a forecast from my managers twice a month. That used to be an arduous task, where they’d have to pore through data and chase their team. Now it’s easy for the sales managers to do forecasting because their sales team are live forecasting on a daily basis. And you know, sales guys hate detail, so that shows just how easy Numerik is to use.”
“We’re also running promos through Numerik. We just launched a promo for a new product from Rheem, incentivising every sale with a $10 bonus. Adding that promo to Numerik was so simple. We’ve a leaderboard showing who’s selling the most Rheem units. And the sales team are loving it, it’s sparked good-natured competition between states, and banter on the chat.”
The Numerik functions offering best ROI for Daniel and the Tradelink team are forecasting and promotions, but he also rates the tool’s power to grow engagement and sales. “It’s driven more engagement from our sales team because it’s so easy to use, and grown sales with real time incentive tracking. I was just talking to our Queensland sales manager and he said the thing he’s most proud of this year is that 100% of his key account managers earned an incentive in the first quarter. And I can safely say Numerik has driven that growth.”
Daniel also appreciates having useful data at his fingertips. “I can benchmark customer spend in a region, find the average sell price for a product, or see how sales are tracking this month in seconds on my phone. Finding data in a heartbeat to help you shape a conversation with a customer, or understand where to spend your time and energy, is pretty cool.”
Daniel says, “I just had a call with our New South Wales sales manager while he was getting his car serviced. We were talking about a key customer and I asked if they were maintaining their monthly average spend. I pulled up our internal BI tool to check. But he’d already jumped on Numerik, and he was able to tell me the customer’s average spend in the last 12 months while standing in the car dealership waiting room because Numerik’s so much easier to use.”
“Numerik complements our other business tools. It’s like a layer on top. We recently adopted Salesforce, and as part of that we had to get really clear on our tech stack, and what we use each tool for. We use Numerik for forecasting, promotional activity, and incentive tracking. But because it’s so easy to use, it’s also the sales team’s go to when they want data quick.”
“We’ve varying skills across the sales team, along with many levels of experience around use of technology. We recently adopted other software, and we had to develop a detailed change and launch plan that will take time to embed. However, the Numerik uptake was quick, clean and simple, because the team found it so easy to use, they all just started using it.”
“The team love Numerik. They say, ‘If you're going to invest in a new tool, just make it as easy to use as Numerik, because Numerik helps me do my job’. If someone was on the fence about choosing Numerik, I’d send our most change averse salespeople to speak to their team. Because when even the tech cynics in our team are using it and being advocates for the tool, that speaks volumes. I don't need to say anything else about how great Numerik is.”
Numerik’s built by sales professionals, for sales professionals. That’s how we deliver the increase in sales and engagement Daniel Robert’s seeing at Tradelink. To test drive the best sales tool on the market, book your Numerik demo today.
As a field sales manager, finding time for effective sales coaching can be a significant challenge. With your sales reps constantly on the move, visiting customer locations, allocating hours for training sessions often seems impossible. But what if I told you that impactful coaching could happen without formal sessions and in just 10 minutes?
Imagine this scenario: a sales representative from your team is about to visit a newly launched store. There's an air of nervousness; they're about to pitch a new product line, and the stakes are high. In such moments, a quick and effective coaching technique can be a game-changer.
Here's a simple yet powerful approach: Encourage your rep to record a practice pitch—either as a video or a voice memo—before they enter the store. This can be done anywhere, even in their car. Once done, they can quickly send it over through the team's Slack channel, Microsoft Teams, or WhatsApp group. This way, the entire team gets a chance to offer real-time feedback and advice.
This method not only provides immediate coaching opportunities but also fosters a strong sense of unity within the team. By sharing challenges, advice, and successes, your sales team grows more cohesive and competitive. As a bonus, this technique allows you to fine-tune your rep’s strategy right before their crucial meeting, significantly increasing the chances of a successful pitch.
After the meeting, make it a point to discuss how things went. Use your one-on-one sessions to review the feedback implementation and the meeting outcomes. This not only helps in refining strategies but also in acknowledging the rep's efforts and improvements.
Effective sales coaching doesn't require long hours. By seizing brief moments in your sales reps’ schedules for quick advice and feedback, you can turn everyday situations into valuable coaching opportunities. This approach not only boosts rep performance but also positively influences your team's culture.
Transform your field sales training with these micro-moment coaching techniques. Such strategies are crucial for enhancing field rep skills, improving team collaboration, and mastering sales pitch practices.
Have you tried quick coaching sessions in your field sales endeavors? Share your stories and insights below - let’s learn from each other’s journeys!
Subscribe to our blog for more insights on innovative sales coaching techniques and download our guide for comprehensive strategies in field sales training. Equip your team with the tools for success in the fast-paced field sales environment.
Running a successful sales operation involves selecting, implementing, and managing a CRM system. It's an essential tool for achieving sales targets. However, the challenge lies in the continuous monitoring of your CRM, data analytics, and team tracking. To simplify CRM data analysis, we've identified three actionable strategies to streamline your processes and enhance forecasting.
Effective CRM data analysis begins with visualization. It allows you to identify trends, patterns, and relationships within your data, making complex information more accessible. Here are some key methods for visualizing CRM data:
Numerik simplifies this process by seamlessly connecting with your CRM and ERP solutions in real-time. You gain instant access to a range of sales dashboards, enabling you to understand your sales team's performance and plan accordingly. This eliminates the need for manual data retrieval and analysis, ensuring you always have the most up-to-date information at your fingertips.
Automation is a game-changer in CRM data analysis. It streamlines processes, boosts efficiency, and delivers real-time insights. Consider the following ways to automate data analysis using CRM data:
Numerik was designed by sales professionals for sales professionals. Our solution syncs with your CRM to provide instant reports, eliminating the need for additional configurations or BI tool updates. It's all about simplicity and efficiency, allowing you to focus on sales rather than data management.
Take Tradelink, for example, Australia's oldest plumbing merchant. Daniel Roberts became national sales manager at Tradelink in 2014. He says, “When I started, we had some pretty inefficient tools. We were using this CRM we’d built internally. It probably had some decent functionality, but it was clunky and slow and didn't play well with our other tools. It was the exact opposite of what I look for in a sales tool.”
They implemented Numerik and experienced a significant shift in their daily operations, particularly in sales forecasting. What was once a time-consuming task has become effortless with live forecasting, thanks to Numerik. “I get a forecast from my managers twice a month. That used to be an arduous task, where they’d have to pore through data and chase their team. Now it’s easy for the sales managers to do forecasting because their sales team are live forecasting on a daily basis. And you know, sales guys hate detail, so that shows just how easy Numerik is to use.”
Keeping your CRM data analysis fresh is vital. Be open to new ways of looking at data. Numerik values user feedback and continually improves its solution. With a standalone CRM, you're limited to your team's ideas for custom dashboards. In contrast, Numerik provides a global collaboration platform where sales best practices are shared.
Every software update means you're enhancing your data analysis process and gaining new insights backed by thousands of sales reps worldwide.
In conclusion, you can simplify your CRM data analysis by using tools like Numerik. Our sales analytics solution connects to your CRM to instantly visualize performance trends, enforces governance policies to sustain data quality and constantly evolves based on collective feedback from customer bases worldwide. Hands-off automation empowers revenue leaders to spend time acting on insights, not just assembling them.
Book a personalized demo today to explore how purpose-built sales analytics from Numerik drives faster pipeline visibility, forecast accuracy and quota attainment without added workload. It’s time to graduate from CRM reporting to real revenue growth.
Sales is no walk in the park. It's a relentless pursuit of meeting targets while facing constant rejection. The daily grind demands determination and resilience. This is precisely what motivated us at Numerik to incorporate a social media-like approach to our platform – to create a positive and interactive space for sales teams to log their daily activities and receive feedback, whether it's a celebration or constructive guidance.
Disney, often referred to as the "happiest place on earth," shared insights through the Disney Institute, the professional development arm of The Walt Disney Company. They emphasize the importance of positive reinforcement to keep employees engaged. Bruce Jones, Senior Programming Director at Disney Institute, stated, "At Disney Institute, we believe the extent to which you genuinely care for your employees is the same extent to which they will care for your customers and one another. And that’s a powerful way to create success in any business."
We wholeheartedly agree with this perspective. Content employees are more likely to take exceptional care of your customers, which, in turn, propels your business forward. Using a social media-style tool to foster interaction and positivity within a traditionally high-stress, rejection-heavy environment can inject enthusiasm into your sales reps or provide that much-needed pat on the back when they require encouragement.
There are administrative advantages to this approach as well. Many of our customers who integrate the live feed into their processes find that it enhances adoption, especially when it comes to logging daily activities and encounters. Traditional CRMs often demand considerable effort to update customer information. With our tool, you can quickly snap a photo and post it to your feed, along with additional details, you can schedule follow-ups, or even add notes.
As a team member or manager, you can engage with these posts just as you would on social media platforms – with likes, comments, and even your favorite emojis 😎. This interaction, from the receiver's perspective, is motivating. We've observed that this interaction makes the challenging world of sales a bit more manageable, knowing that your team supports your daily encounters.
From a management perspective, there's nothing more satisfying than supporting your team, encouraging them to enjoy their job, and excel in it. Social posts allow you to gain a better understanding of what's happening across territories and take action when you identify positive or negative trends. Unlike traditional CRM systems with rows and columns, which can be cumbersome to navigate, our live feed provides a mobile-friendly interface. Sales managers love the ease of scrolling through their live feed to see what's happening with their sales reps.
Here, you can monitor the feed and motivate your team to perform well. If you spot trends, you can take immediate action. For instance, in the figure below, the feed shows an update on an opportunity that was recently marked as lost. This might have been a deal you were relying on for the quarter. Now, you can reassess your pipeline to gauge its impact on your targets.
The live feed encourages your team to share their observations, offering you updates in bite-sized format. You no longer need to log into your CRM and navigate through rows and columns to track opportunity progress. You can monitor it daily, just like scrolling through your favorite social media app. Whether you're at your desk, on the road, or anywhere else, you can stay updated and provide positive reinforcement to your team or address issues before they affect your forecasts.
Incorporating social media elements into your sales approach creates a more engaging and effective environment for your sales team. It simplifies communication, encourages collaboration, and helps you achieve your sales goals more efficiently. Request a demo to see how Numerik's social feed can transform your sales process and boost your team's performance.
Agility and insight are paramount in the sales world. In this fast-paced environment, competition is everywhere, and sales managers simply can't afford to spend valuable time building analysis reports or constantly refreshing BI tools to stay up-to-date. Hiring additional personnel isn't always the solution either.
According to the Korn Ferry 2020 Sales Management Study, managers spend over twice as much time on administration and forecasting (34.1%) versus coaching team strategy (14.2%). This alarming imbalance indicates that sales leadership gets overwhelmed adjusting forecasts, appeasing executives and managing expectations—leaving little bandwidth to guide teams, identify gaps and seize opportunities.
For a CRM to be effective, it must prioritize its role as a sales tool above all else. Salespeople should see the CRM as a tool that enhances their selling capabilities, not just an administrative tool for generating reports. Unfortunately, many CRMs lean toward the administrative side.
This is where real-time sales apps like Numerik come into play, offering on-demand sales insights that are tailored to provide sales managers with the essential information they need to identify and address sales gaps.
Remember that feeling when a one-hour meeting gets cut short, giving you extra time? Well, that's the sensation you'll experience with Numerik. We save you the hours you'd typically spend creating reports so you can use that time to analyze them and take action.
For sales managers, Numerik delivers a comprehensive perspective into territory performance without demanding manual analysis. Team metrics automatically populate customizable dashboards alongside granular data filtering to isolate specific shortcomings. Issues surface early enough to develop and deploy swift strategic adjustments.
For field reps, the mobile-optimized interface facilitates rapid opportunity diagnoses while directly engaging customers. Reps can instantly view customer revenue contributions, buying trends and sales activity pacing to construct consultative talking points that advance deals. No waiting around for updated reports—data streams continuously to feed dynamic selling strategies with maximal convenience.
For instance, in this article, we emphasize the importance of providing field sales reps with tools that can identify gaps, allowing them to drill down or segment data while on the move. This enables them to quickly identify where their revenue falls short, why it's happening, and address the issue in real-time. Easy-to-reference charts provide instant access to this valuable information.
Numerik provides dependable precision and facilitates informed decisions on the spot. Whether you're optimizing team-level objectives or supporting individual reps, Numerik offers a comprehensive real-time perspective. This transformative capability delivers the reliability and immediacy that are now essential in sales, where perfectly-timed execution can make or break deals.
Numerik doesn't aim to replace CRMs but rather to complement them. We provide unparalleled real-time visibility into deals and goals while seamlessly integrating with CRM data. This empowers sales reps with actionable insights they can immediately use to achieve their targets.
Incorporating user-friendly tools like Numerik is the key to streamlining sales gap analysis, helping sales managers and reps work smarter, not harder. Request a demo to see how Numerik can transform your sales processes and elevate your team's performance. Enhance your sales gap analysis with Numerik today!
We live in a hyper-connected world where access to real-time sales information is now an expectation for field sales teams looking to enable success. Forward-thinking sales leaders are applying this always-on mentality to empower field representatives with mobile access to up-to-the-minute customer analytics, granular product availability details, and invoice data.
Equipping sales reps with a stream of real-time sales information keeps them tuned in to the priorities, trends, and performance benchmarks that ultimately translate into higher sales velocity and win rates over both the short and long term.
The challenge many field sales teams face is restrictive bottlenecks getting access to vital product-level sales details housed in central CRM and ERP systems when out of the office. Manual processes like expecting sales reps to piece together reports and sales information back at their desk is incompatible with the on-the-go reality of field sales.
Even brief delays directly dampen reps’ ability to capitalize on sales opportunities in live customer interactions. Without instant access to product specs, availability, pricing, and order history details at their fingertips, sales reps lack the confidence and specifics needed to have business-advancing conversations in the moment.
The negative ripples of this delayed access to sales information impacts organizations in multiple ways:
Equipping sales teams with real-time access to product-level sales data is a key part of an organization's overall sales enablement strategy and technology stack. The right tools integrate with existing systems while making information easily searchable for sales reps out in the field.
Purpose-built to streamline field access to vital sales details, platforms like Numerik deliver real-time data from CRM and ERP systems directly to each rep’s mobile and desktop devices. Whether out meeting clients, giving demos, or planning their next actions, field teams are equipped to access the latest sales, invoice details, and more on the fly.
With real-time mobile sales analytics at their fingertips, field reps and managers gain advantages including:
With Numerik, the insights you can gather right at your fingertips are endless. For example, sales reps can check sales dashboards whenever needed and gauge progress. This view gives an instant overview of customer sales data compared to targets.
From there, the user can also drill into product performance details as easily as clicking into the product lines to analyze historical trends while on-the-go, planning their day, or during customer strategy meetings
By providing instant mobile access to real-time sales information, leading organizations are enabling profound performance lift for field teams. The sales velocity and productivity gains speak for themselves when reps are armed with up-to-the-minute data to have relevant, high-value conversations.
Ready to equip your sales reps with real-time access to the product details needed to advance deals in the field? Request a Numerik demo today to experience the benefits of true sales enablement firsthand.
Staying ahead of the competition demands agility, precision, and real-time insights. Real-time reporting Customer Relationship Management systems (CRMs) have emerged as game-changers for sales strategies. In this installment of our blog series, 'Setting up for Success - Optimizing Sales Processes,' we will delve into the significance of real-time reporting CRMs in today's business landscape, focusing on their crucial features, seamless integration, user engagement, and their natural alignment with the psychology of sales.
Effective real-time reporting CRMs offer a suite of essential features that revolutionize how sales teams operate:
- Up-to-the-minute data: In today's fast-paced sales environment, having access to up-to-the-minute data is crucial. Real-time reporting CRMs provide real-time data on customer interactions, sales activities, and opportunity tracking. This real-time information is invaluable for making timely decisions.
- Territory management: Real-time reporting aids in territory management, ensuring that sales representatives are optimizing their efforts across regions and demographics.
- Informed decision-making: Sales teams gain access to comprehensive data, allowing them to make informed decisions that align with their targets and customer needs.
Numerik became Tradelink's go-to sales tool, ushering in a new era of efficiency and effectiveness in their sales processes. This case study showcases how a real-time reporting CRM transformed their operations, providing up-to-the-minute data that enabled them to make informed decisions swiftly. Sales activity tracking, sales process optimization, and real-time data visibility played pivotal roles in their success.
The psychology of sales is an intricate aspect of the profession, and understanding your customers' mindset is key to success. Sales professionals often seek inspiration and guidance from experts like Brian Tracy, whose classic book, "The Psychology of Selling: Increase Your Sales Faster and Easier Than You Ever Thought Possible," offers valuable insights. While we won't provide a complete recap of the book, we'll leverage its wisdom to explore how real-time reporting CRMs like Numerik are designed with the psychology of sales in mind.
Brian Tracy's book emphasizes the importance of tools and strategies that resonate with the psychology of sales professionals. It highlights that successful salespeople control their inner dialogues and think successful thoughts. This principle underscores the need for tools that not only provide data and analytics but also support the mental and emotional aspects of the sales process.
Real-time reporting CRMs like Numerik are precisely tailored to meet these needs. They don't just crunch numbers; they empower sales teams with insights that align with the psychology of selling. Here's how:
Boosting confidence: Tracy talks about the significance of a positive self-concept in sales. Numerik's real-time reporting ensures that sales teams have access to data that reinforces their self-confidence. When they can see their progress, track their successes, and understand their strengths, it naturally boosts their confidence levels. This is essential for sales reps to close deals and win customers' trust.
Motivating progress: Setting and achieving goals is crucial in sales. Numerik's real-time data tracking enables salespeople to monitor their progress toward targets at any given moment. This real-time feedback is a powerful motivator, aligning with Tracy's advice on goal orientation. The ability to track your sales activities and see progress at any moment is a game-changer for sales reps.
Understanding Customer Behavior: Tracy highlights the importance of understanding why people buy. Real-time reporting CRMs like Numerik provide insights into customer behavior, helping sales teams tailor their approaches to meet customer needs effectively. When salespeople can anticipate and respond to customer motivations in real time, it enhances their ability to make sales. Understanding lead sources and tracking sales activities play a pivotal role in this process.
Making the transition to a real-time reporting CRM should be a seamless and hassle-free process, and that's precisely our goal. For instance, we offer:
🚀 Seamless Onboarding: Numerik ensures a hassle-free integration process, minimizing disruptions to your existing operations. Sales managers appreciate the ease of onboarding and the efficiency it brings to their teams.
📚 Continuous Support: Numerik provides comprehensive training sessions and unwavering customer support, ensuring that your team is equipped to make the most of the CRM. Sales managers can rely on Numerik for sales performance insights and sales forecasting support.
The power of real-time reporting CRMs cannot be overstated when it comes to optimizing sales processes. The success stories of Tradelink, Quin Global, and Farmland Foods, supported by the real-time data, territory management, and informed decision-making capabilities of these CRMs, illustrate their transformative potential. If you're looking to supercharge your sales strategies, consider exploring CRM solutions like Numerik. It's time to harness the real-time advantage and elevate your sales game!
Ready to experience the power of real-time reporting? Book a Numerik demo today and witness the difference! Explore how Numerik can help you increase your conversion rate, streamline your sales pipeline, and boost your revenue generated by providing real-time insights into your sales activities and lead sources.
In our ongoing series, "Setting up for Success - Optimizing Sales Processes," we've been exploring how sales teams can achieve excellence through efficient CRM tools and strategies. Today, we will delve into Numerik's To-Do List feature and how it can assist in managing various aspects of your sales process. This feature is a critical component of sales task management and prioritization, which are essential for sales reps, sales managers, and anyone involved in the sales team.
Setting clear goals and establishing an effective sales process are fundamental steps that precede the creation of your to-do list. This foundational phase sets the stage for productive and strategic sales management.
With your sales goals, process, and daily tasks defined, it's time to prioritize. Prioritization is the cornerstone of effective task management, ensuring that you focus your efforts on what truly matters to your sales team and small business.
Numerik's user-friendly to-do list feature is a game-changer for efficient task management within your sales team. It simplifies the process, ensuring that you can manage your daily tasks, sales pipeline, and follow-ups effortlessly.
In the fast-paced world of sales, staying organized and managing your tasks efficiently is key. Numerik's to-do list helps you achieve just that, offering a clear view of your tasks for today, tomorrow, and the next five days.
Your to-do list is more than just a checklist; it's a valuable source of insights. Learn to leverage these insights for better task prioritization, time management, and resource allocation.
Numerik offers a complete sales toolkit in one mobile app. We have everything you need, like tracking goals, sales insights, and user-friendly to-do lists, all in one place.
Optimizing your sales processes begins with effective to-do lists. Use our checklist, Numerik's to-do list feature, and other essential sales tools to improve your sales process, prioritize tasks, and track progress effectively. Start implementing these steps today to take your sales, sales team, and small business to the next level.
In today’s dynamic business environment, a key to scaling success hinges on the strategic implementation of advanced CRM solutions. For enterprises poised for significant growth, the integration of effective CRM systems is not just an operational choice but a strategic imperative. These systems are instrumental in refining sales methodologies, enhancing customer engagement, and driving business expansion.
At the core of this transformation is the intelligent use of CRM features designed to cater to the evolving needs of growing businesses. Such features not only streamline sales processes but also amplify the efficiency and effectiveness of customer interactions. This article delves into the vital components of CRM systems that are essential for scaling businesses, with a particular focus on our innovative CRM platform, Numerik.
Numerik represents a new era in CRM solutions, where the emphasis is on practicality, usability, and strategic alignment with business goals for field sales reps. In the following sections, we will explore the cornerstone elements that define efficient sales processes within CRM systems, the strategic role of Numerik in growth management, and how integration with other business platforms enhances the overall functionality and effectiveness of CRM solutions. Join us as we navigate the landscape of CRM capabilities that are critical for scaling businesses successfully in today’s competitive market.
Efficiency in sales processes is crucial for any business focusing on growth management. A CRM solution should actively streamline workflows to equip sales teams with essential tools for accurate sales forecasting and efficient management of the sales pipeline. This includes providing precise tracking of customer interactions in real time.
Numerik addresses this need by offering sales reps quick access to critical customer data, which is pivotal in closing more deals. This approach aligns with modern CRM features where the focus is on the information most relevant to daily selling rather than overcomplicated features.
Numerik is designed to meet the strategic needs of expanding businesses. It facilitates comprehensive sales operations by breaking ambitious growth targets into manageable objectives for each salesperson.
Numerik’s real-time tracking of individual and team progress ensures alignment between daily activities and long-term goals. This transforms Numerik from a passive data repository into an active driver of sustainable growth, making it a robust CRM solution for businesses.
In the digital business landscape, seamless integration capabilities are essential for CRM platforms. Numerik exemplifies this with smooth integration with various business systems, especially ERP. This bi-directional information flow evolves Numerik from a basic database into an indispensable growth engine.
As enterprises chart their growth course, several essential CRM capabilities emerge:
In the realm of business growth, platforms like Numerik epitomize the evolution of CRM systems from traditional relationship management tools to indispensable catalysts for business scaling. These platforms transform sales processes, enhance customer interactions, and provide real-time insights, making them fundamental components of any growth management strategy. Choosing the right CRM system with the right mix of CRM features is not just a tactical decision; it’s a strategic move for modern, growth-focused businesses.
The essence of an effective CRM lies in its ability to simplify workflows. Overly complex systems with cumbersome data entry processes can impede user adoption. A streamlined approach involves automating repetitive tasks and reducing unnecessary data fields. By focusing on sales rep needs, CRM tools like Numerik facilitate deal-making, enhancing productivity rather than adding administrative burdens.
Rapid access to relevant customer data is critical for sales reps. CRM tools should provide insights into customer buying trends and preferences, offering a detailed view of products or services a client is purchasing more or less of, compared to previous periods. Numerik, for instance, offers dashboard views that contextualize individual customer data against broader market trends, enabling sales reps to capture opportunities more efficiently.
A key advantage of advanced CRM platforms like Numerik is their ability to align individual sales goals with broader organizational objectives. Breaking down overarching targets into specific, achievable goals for each sales rep and providing real-time progress monitoring ensures activities are strategically aligned with business growth plans.
Effective CRM systems must integrate seamlessly with existing business platforms, such as ERP systems. This integration centralizes diverse business functions into a unified CRM hub, covering everything from sales operations to customer support. Such integration is critical for both enhancing functionality and facilitating adoption, creating a holistic ecosystem that supports commercial growth.
Adopting a feedback-driven approach is crucial for CRM platforms to meet user needs effectively. Regular input from frontline sales teams, who engage directly with customers, is invaluable. Their insights can identify solution gaps and potential enhancements, ensuring the CRM evolves in ways that genuinely support sales and customer interactions.
Despite its central role, the CRM space is ripe for disruption, as noted in Nancy Nardin's 2016 LinkedIn article. Many current CRM solutions are criticized for focusing more on complex processes than on genuinely enhancing sales team workflows. This opens opportunities for innovative CRM solutions focused on efficiency and user adoption.
The potential lies in transforming CRM from a passive data repository into a dynamic tool that drives sales execution. A user-centric design, informed by feedback from sales teams, can ensure CRM systems continuously evolve to meet the most critical user requirements.
CRM systems have evolved beyond mere relationship management tools into key pillars of strategic business growth. Platforms like Numerik offer capabilities that significantly enhance sales efficiency, foster customer loyalty, and provide valuable data insights, all essential for scaling a business. Their user-centric, flexible tools simplify workflows and amplify productivity. In today's competitive business landscape, robust CRM solutions are not just beneficial; they are imperative for any business focused on growth and scalability.
Ready to revolutionize your sales process and drive business growth? Explore the full potential of Numerik, the advanced CRM solution designed to scale with your business. Request a demo now and see firsthand how Numerik can transform your sales efficiency and strategic growth management.
🔍 What you'll discover in the demo:
🌟 Key benefits:
👉 Request your demo now! Transform your business strategy and achieve new heights of success with Numerik. Click here to request your demo today.
In our series, "Setting up for Success - Optimizing Sales Processes," we've begun our exploration of the pivotal role of CRM systems in achieving sales excellence. Today, we explore glanceable reports benefits for sales managers, teams, and the entire sales system. In the ever-evolving business landscape, quick access to accurate data is invaluable, and glanceable reports are the answer. Join us as we uncover how these reports aid sales managers, which types are most effective, and how Numerik ensures accuracy and timeliness.
Glanceable reports offer instant insights for sales managers and their teams. These reports simplify the sales reporting process, providing quick access to sales metrics and key sales data. Sales managers can keep a close eye on the sales pipeline, monitor the conversion rate, and make informed decisions based on sales forecasts and the number of sales.
For sales teams performing under various conditions, these reports are invaluable. They help improve sales activities, boost sales volume, and drive growth. Whether it's tracking monthly sales reports for trends or reviewing daily sales reports for real-time performance, glanceable reports provide the necessary sales analysis reports to make data-driven decisions and create a sales report that aligns with the sales strategy.
By leveraging the power of glanceable reports, businesses can enhance their sales performing capabilities, optimize their sales team, and unlock their full sales potential. Here's how:
Not all reports are created equal in regards to sales strategy. The most effective glanceable reports focus on specific areas:
Numerik, a leading CRM platform for field sales reps, understands the importance of accurate and timely reports. Here's how Numerik ensures its reports maintain the highest standards:
Numerik simplifies the reporting process, providing a "goldilocks zone of sales insights." This means that it offers just the right amount of information for sales reps and managers without overwhelming them with excessive data.
In the fast-paced world of sales, the ability to access accurate data quickly can be a game-changer. Glanceable reports provide this advantage, aiding sales managers in decision-making, helping in formulating effective sales strategies, and ensuring that the information at hand is trustworthy. Numerik's commitment to real-time, accurate data makes it a valuable partner in the quest for sales success.
But that's not all; Numerik goes beyond providing glanceable reports. It simplifies the reporting process with livefeed reporting and automatic insights, allowing sales teams to focus their energy on achieving the best sales results. And the user-friendly setup ensures that you don't need IT or analysts to navigate the platform.
With mobile accessibility and seamless integration, Numerik is a powerful tool that helps sales teams make informed decisions, track performance, and achieve their targets. If you're ready to take your sales team's performance to the next level, request a free demo of Numerik today.
Stay tuned for more insights as we continue to explore the world of CRM features and analytics in our "Setting up for Success - Optimizing Sales Processes" series. With Numerik by your side, success is within reach.
Navigating the fast-paced world of sales often boils down to how effectively each day is planned. Spending just 10 minutes at the end of your day to strategize can streamline your next day's activities, leading to a marked increase in productivity and sales outcomes. This guide outlines a quick, yet effective routine to optimize your daily schedule, enhance time management, and keep your sales tasks well-organized.
Begin your sales day planning with a focus on 'who' needs your attention:
This step ensures that your sales reps are prioritizing customer interactions effectively, a crucial aspect of sales routine optimization.
The next step is to pinpoint the resources required for each client interaction:
By organizing daily sales tasks in advance, sales reps can approach each day with confidence and clarity.
The final step in your sales day schedule planning is scheduling:
Efficient time management is key to ensuring that sales reps can tackle their responsibilities effectively without feeling overwhelmed.
A structured approach to planning your sales activities can significantly reduce stress and prevent task pile-up. It's like tackling small parts of a larger puzzle daily, making the overall picture clearer and more manageable.
In just 10 minutes, your sales reps can transform their next day from a potential scramble into a well-organized strategy for success. Encourage your team to adopt this routine and watch as their efficiency and productivity soar.
What makes customers stick around? Achieving high customer retention is essential for any thriving business, but knowing the ‘how’ is paramount. Learn practical, industry-backed strategies for maximizing customer retention, cultivating loyalty, and promoting business growth, without the jargon. From actionable tips to transforming customer data into lasting relationships, this article will serve as your concise guide.
Keep in mind that your most loyal customers form the bedrock of your business; they are not just its lifeblood. Rather than being a mere nice-to-have, maximizing customer retention is a strategic imperative, leading to cost savings, increased revenue, and an elevated brand reputation.
In a fiercely competitive landscape, grasping the importance of customer retention is key to not only survival but also thriving. One of the main goals for businesses should be to increase customer retention by effectively retaining customers, ensuring long-term success.
Pivoting the spotlight onto cost savings, imagine a world where the relentless pursuit of new customers takes a backseat. Here, nurturing existing customers leads to significant reductions in acquisition costs and a more robust bottom line. This isn’t a utopian fantasy, but a strategic shift that can improve your financial performance, balancing the scales between acquisition and retention with a keen eye on long-term sustainability.
Now, let’s turn the page to increased revenue, where loyal customers are the protagonists. These repeat patrons are not merely a stable source of income—they are the architects of a larger revenue narrative. With just a fraction of your customer base, they can contribute disproportionately to annual earnings through consistent purchases and seizing upselling opportunities.
The final chapter in this trilogy of importance is brand reputation. Satisfied customers don’t just return—they become ambassadors, spreading the gospel of their positive experiences. This organic advocacy fortifies your brand’s image, transforming customers into a voluntary marketing force.
Moving into the B2B domain, we will discuss two impactful methods to boost your sales with existing clients. Whether it’s uncovering hidden potential in sales data or ensuring customers are apprised of your latest offerings, these strategies are about maximizing value from existing relationships while bolstering your bottom line.
The first method invites us to scrutinize our sales data. By examining spend data across product categories, we can unearth sales gaps that might indicate missed opportunities. Are all categories getting their fair share of attention from customers? If not, it’s time to investigate why and how to bridge these gaps.
Reps can start by heading over to where their customers’ data is stored, whether that’s in your ERP, BI tool, or an Excel sheet, and find the spend data for each product category.
Once the rep has sales by product category sorted for each customer, they can start to identify if there are any gaps.
If one of a rep’s customers is a star spender in only 3 out of the 50 product categories your company stocks, something might be amiss.
It’s time for some detective work:
The next time the rep sees their customer, they can present their spend data and start asking questions. There could be a big opportunity waiting to be seized!
The second strategy, while simple, is frequently overlooked: keep your customers informed about new products. This isn’t a complex endeavor; it can be as straightforward as a mention in an email or a sample during a visit.
It’s about keeping your offerings top-of-mind, ensuring your customers can take full advantage of your evolving product line.
Too easy.
Before embarking on retention strategies, it’s crucial to evaluate your current efforts. Are you tracking the right metrics? Are you listening to your customers’ feedback? This assessment will not only provide a baseline but also illuminate areas ripe for improvement, setting the stage for a more targeted and effective retention approach.
Key metrics serve as the compass guiding your retention journey. From calculating the customer retention rate to assessing customer lifetime value, these figures are the benchmarks against which you can measure the success of your strategies. They help you understand the health of customer relationships and how they contribute to the company’s sustainable growth. Some key metrics to consider include:
By tracking and analyzing these metrics, you can make data-driven decisions to improve customer retention and drive business growth.
However, numbers only convey half the truth. Listening to your customers is just as important when it comes to identifying issues and determining causes of attrition. Through customer feedback, you gain access to invaluable insights that can steer your retention strategies in a direction that resonates with your clientele’s evolving needs.
With a clear evaluation in hand, it’s now appropriate to create an all-encompassing customer retention plan. This blueprint for loyalty should be tailored to your unique business landscape and customer base, setting clear objectives and ensuring resources are allocated wisely to nurture and grow customer relationships over time.
Establishing objectives is similar to marking destinations on a map. Defining clear, measurable goals gives your retention strategies a direction and purpose, ensuring they are aligned with broader business aspirations. Without these targets, you’re navigating without a compass, risking engagement with your most valuable customers.
Effective resource allocation is akin to maintaining balance. It’s about prioritizing initiatives that deliver the most impact on customer retention, while not neglecting customer acquisition efforts.
This strategic allocation is the cornerstone of a sustainable, profitable business model that values long-term customer relationships.
Now, let’s explore established customer retention strategy that can take your customer retention to the next level. From personalization to loyalty programs, these approaches have been tried and tested, demonstrating their prowess in keeping customers engaged and invested in your brand. Implementing a customer retention program is one such effective approach.
Personalization stands out as a beacon of individual attention amid a sea of generic interactions. By leveraging customer data to tailor experiences and communications, businesses can dramatically increase customer satisfaction and loyalty, making each customer feel uniquely valued.
Outstanding customer service forms the cornerstone of customer retention. It’s about exceeding customer expectations at every turn and resolving issues with efficiency and empathy.
By delivering consistently high-quality service, you not only retain customers but turn them into advocates for your brand.
Loyalty programs serve as treasure troves for customer retention, providing rewards and incentives that stimulate continuous engagement and repeated purchases. These programs are a testament to the value you place on customer loyalty and provide a tangible way to express your appreciation.
In the ongoing rhythm of business, maintaining regular communication with customers forms the heartbeat of a healthy, lasting relationship. Whether it’s through newsletters, feedback surveys, or educational content, staying in touch keeps customers engaged and informed, reinforcing their connection to your brand.
In the modern digital era, technology serves as a potent ally in the pursuit of customer retention. From CRM systems to marketing automation, the right tools can:
CRM systems form the bedrock of a technology-aided retention strategy. By centralizing customer data, these systems empower businesses to deliver personalized marketing initiatives and foster improved customer interactions, all while offering a 360-degree view of customer relationships.
Marketing automation acts as a driving force for efficiency and effectiveness in customer communication. It enables businesses to nurture customer relationships at scale, delivering personalized messages and offers that resonate with individual preferences and behaviors.
Customer feedback tools function as your ground-level listening devices. They:
As we draw closer to the conclusion of our journey, let’s reflect on the overarching theme: customer retention is not just a metric to be measured but a philosophy to be embraced. By exceeding customer expectations and focusing on value creation, businesses can forge lasting relationships that transcend transactions and evolve into partnerships.
From the initial spark of a customer’s interest to the ongoing glow of their loyalty, the strategies we’ve explored are the kindling that keeps the flame of customer retention alive. As we conclude this exploration, let the insights and real-world examples serve as a beacon, guiding you to not only retain your customers but to delight and inspire them at every turn.
Customer retention relies on the 8 C's: community, care, convenience, customer connection, cultivation, customization, character, and choice. These factors are crucial for maintaining a strong customer base.
The 3 R's of customer retention are: retention, related sales, and referrals. These factors contribute to increased profitability and loyalty among customers.
Customer retention, the process of keeping existing customers coming back to your business, is crucial because it leads to cost savings, increased revenue, and builds a positive brand reputation, driving sustainable growth.
By using technology like CRM systems, marketing automation, and customer feedback tools, businesses can improve customer retention rates through personalized interactions, streamlined communication, and valuable insights for service improvement. Invest in these technologies to enhance the customer experience and reduce churn.
Some effective customer retention strategies include personalization, exceptional customer service, loyalty programs, and regular communication. These approaches can help increase customer satisfaction and encourage repeat business.
Extras: Keen to learn more ways to grow wallet share? Check out this article here to get sales coach Ian Cartwright’s method to growing sales among existing customers.
