Customer relationship management (CRM) enables small business owners to tackle operational challenges, including sales decline, high client attrition, and misalignment between corporate revenue targets and salespeople’s commission policies. If you are a small business owner, there are several ways a client tracking tool can positively affect your bottom line; check out our top five.
1. Client Management
You can use a CRM tool to get more visibility into your client base, ponder the tactics needed for long-term profitability, and formulate better plans that impel your staff to break new operational ground. For example, if the software reveals that 80 percent of your customers are in the pharmaceutical sector, you could hire more salespeople with a medical or pharmacological background, or implement a training program to elevate your sales staff’s awareness of the pharmaceutical industry.
2. Profitability Tracking
This tool can also ease up the work of your accountants. They no longer need to worry about tracking every cent of revenue and focusing on shipping costs, product discounts, and client returns. The software helps give a small business a speedy bookkeeping system and more accurate financial reporting, which are important processes in the corporate value chain. When corporate strategists talk about “value chain,” they are referring to the collection of tasks and tools that enable a business to grow sales, run efficient operations, and post positive results at the end of the year.
3. Regulatory Compliance
An effective client policy enables small business owners to automate some business processes that were previously manual. This is a winning approach in the long term, especially when it helps you comply with federal and state laws and industry standards. For example, you may not need to hire a team of compliance analysts to perform regulatory checks if you apply the correct settings to a CRM tool. You can instruct the tool to flag a high-risk client or generate the relevant documentation based on the client’s risk score.
4. Sales Strategy
As a small business owner, the last thing you want is to lose income by targeting the wrong customer segment, an indication for slender margins down the road. Client administration programs can provide you valuable intelligence about long-term sales trends, helping you adjust the existing corporate sales strategy and results tactics. For example, a five year analysis of your janitorial services company’s sales data shows that income from car manufacturers is in decline, while revenue derived from the higher education sector is on the rise. Based on these results, you may decide to target universities and colleges more aggressively and gradually pull back from the auto sector.
5. Customer Service Improvement
CRM can improve a company’s customer service practices, helping employees respond to clients’ queries quickly and effectively. For example, an entrepreneur can track customers’ complaints and see where and why the company is not performing well. The software can also provide insights into clients’ order trends, ensuring that personnel never mess up any order related questions in the future.
Client management applications can give a small business operational superiority in key areas. This tool enables your company to understand what it takes to build an effective customer outreach policy and boost sales. Before selecting a customer tracking program, make sure it fits your company’s operating processes, industry, revenue cycle, and customer base.