How Is Your Field CRM Sorted?

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We’re brainwashed to sort lists by letter and number. It’s like once we start singing our ABCs, we think that’s the best way to arrange everything. Unless there’s a number. Then we can’t help but put lists in sequence.

But chances are your customer relationship management system has your clients listed by name or by number. Why?

Seriously. Why?!

Are the As your best clients? Does their phone number or account number make them easier to call? No.

So why do traditional CRMs sort clients and prospects alphabetically or numerically? Well, these systems are build by IT specialists, not the people who actually use them. They’re software developers, not mobile salespeople. But as a mobile salesperson, you need to use geography to your advantage. You’re moving, but your prospects aren’t. So the best customer relationship management software uses mobility to your advantage. Here’s how:

Sorting by Location

The best customer relationship management tools sort clients geographically. The only way you’ll really use a CRM to maintain your sales pipeline is if it sorts field sales based on where you are at that given moment. Then, if you’re on one block today and another block tomorrow, you’ll see different lists. The system feeds you information about clients nearby — saving your time and keeping your lists fresh.

And it needs to update in real time — it’s not about where you were this morning or will be later today. You should see your list arranged by your current geographic location. Then you can take advantage of sales-ready opportunities around you rather than travel all over town, or only sell to your clients whose names start with A or B.

Want more tips for Field Sales? Check out Field Sales 101.

Capturing Information On-the-Go

You also need a simple mechanism to identify and capture new prospects — no matter where you are. At any given moment, you should be able to figure out what new prospects are within two miles of you.

How do we do that? At CallProof, we’ve set up our system to connect to Google API. Then we pair it down by industry. So, if I sell to health care providers, I can just hit a button and see all the providers near me and whether they’re in my database. If not, I can add them to the CRM by interacting with them.

If you have to find your target and enter them into your database later, that’s not capturing. You need to be able to put that information into your CRM from the field in less than two minutes. Then you can immediately set your next action step, which should sync to your calendar or to-do list. It’s not an “I entered a new prospect in my CRM only to never do anything with it” mentality. Get client info into the CRM fast with an action step that you’ll actually take. That’s what makes field sales skyrocket.

Related: Four Mobile CRM Advantages Your Sales Team Will Love

Inside Sales

If you’re working inside sales, you need options too. Geography isn’t the best for you to sort your potential customers. Instead, you need to be able to identify the best contact time for each prospect, then sort prospects by when it’s best to reach them.

For example, no one will reach an insurance agent on Friday afternoon — but maybe you’ve found Wednesday morning is a good time to contact the insurance agent. So sort your clients by their best contact time. It’s all about when you have the best likelihood of contacting a decision maker.

Your CRM software should offer you practical solutions to viewing current and potential customers. So choose a tool that works for you rather than creating extra work for you.

 

How to Use a Sales Tracking App for Farm Equipment Sales

 How to Use a Sales Tracking App for Farm Equipment Sales

You’ve got to make hay while the sun’s shining if you want success in farm equipment sales.

And if you’re in the business, you know how true that is. Farming is seasonal — which means selling to farmers is seasonal. If it’s harvest or planting time, you can kiss your chances of reaching clients (or prospects) goodbye.

Too Much to Do, Too Little Time

Selling to people who work seasonally leaves you with a limited time to reach all your customers, check on their equipment, and see what else they need before the next season — not to mention calling prospects and trying to up your sales. See, everyone’s on the same calendar. And the season for farmers of one crop vs. another doesn’t differ that drastically.

So how can you make sure to reach everyone before they’re back in the fields? Well, if you’re just using a notebook to keep track of things, prospects will slip through the cracks. Maybe you had a prospect that said, “Hey, call me after the season,” but with everyone else you need to see first, you completely forgot. Without a reliable CRM to remind you, remembering to reach out to passing prospects is a gamble.

Here’s where a sales app comes in handy. You need to cover all of your prospects and clients during two very short windows of time each year. That makes efficiency a must. During these peak times, you don’t have time to procrastinate. Once their harvesting starts, your opportunity is over. But a mobile sales tool can keep you on track and help you make the most of your time.

Learn more about time management for salespeople: The Most Successful Sales Teams Avoid These Time Management Mistakes.

Making the Most of Your Selling Season

So how does a sales tracking app make you much more effective? See, the best sales apps feature instant data entry. You don’t have time to enter notes at the end of the week during peak season. And you can’t afford to let them stack up. (Check out: How Salespeople Can Eliminate the Pain of Paperwork)

Instead, you need to be able to log your meetings and enter your notes right away. So, as you leave a meeting, you can enter your notes immediately and schedule your next actions. The app will then build your calendar and schedule reminders automatically as you move on to the next customer.

That also means you don’t forget anyone. You’ll set your preferences for how frequently you contact your customers or prospects, and the app makes sure you remember.

An app like CallProof even comes with a voice-to-text feature so you literally don’t even have to take the time to type your notes and client contact info, or enter calendar events. Instead, you’ll just say the information into your phone while you’re headed to your car before you see the next person. Then you let the app remind you when it’s time to contact them again.

If you’re in farm equipment sales, you’re on the go — and you need a mobile sales tool that goes with you. So check out CallProof and see how it can change your selling seasons for the better.

 

4 Mobile CRM Advantages Your Sales Team Will Love

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Mobile phone use is no longer new or progressive. It’s expected.

99% of people old enough to work, own a cellphone. And 90% of those devices are smartphones. There are even more mobile devices in the world than people. So why not add an app to the device everyone has in their pocket?

If you’re not using a mobile CRM for your sales team, it’s time to start.

Keeps Your Sales Info in One Place

A mobile CRM keeps all your information in one spot. It doesn’t live anywhere else — you don’t have to upload from one system to another or worry about what information you stored where. With a mobile CRM, you know where everything is.

A Mobile CRM Boosts Confidence

Because you’ll use the CRM regularly on your phone, you’ll quickly become comfortable with it. You know the process and how it works. And the more confident you are in storing and accessing the data, the more confident you are in your delivery.

Related: How to Implement A CRM With Your Sales Team

Remember when you were scared to check your bank balance in college? You were poor, and you didn’t know how bad the numbers were. So what’d you do? Avoid it. The same happens with CRMs. If you’re not comfortable with the program, you may avoid it and skip follow-ups. But if you feel good about your CRM (and it’s helping you reach your goals), you’ll follow up.

Why Not?

As great as a CRM mobile option is, some people are hesitant to buy in. Why? Usually, it comes down to the decision maker’s needs and accountability.

Different people in the organization want different things from their CRM. Marketing and IT people want the reports and integration. Salespeople want a tool that’s easy to use. And whoever purchases the software decides which needs are most important.

Plus, a CRM mobile app is a newer concept, and some people don’t want to carry the responsibility of making a company-wide software change. It’s like my friend who was having trouble with IT equipment told me when I asked him why he didn’t change, “No one ever got fired for buying Cisco.” He knew other IT software worked better, but he was protecting his job. If a brand-name product had problems, blame wouldn’t fall on him. But if a lesser-known product messed up, he’d likely take the heat.

The Biggest Advantages of a Mobile CRM

But in reality, it’s not that big of a gamble. A mobile CRM like CallProof offers all the spreadsheet options marketing professionals love about traditional CRMs while increasing the reliability of your data and offering some great options for your sales reps. Here are its four greatest perks.

1. It Updates Data Immediately

The biggest advantage of a mobile CRM is the ability to update data as you go. You don’t put it off until later. Because you update the info right away, you won’t forget about it. After all, if you don’t have the data, you can’t get an accurate report.

Plus, you don’t miss the nuances. See, this is what usually happens: people write down their notes. Then, at the end of the day or week, they update the CRM. But they miss some things. When you wait, it’s easy to forget the details of the conversation. But if you update immediately, you keep the spirit of the message and still remember the details.

Related: Why Your Salespeople Hate Using Your CRM – And How to Change Their Minds

2. You Always Know Who’s Around You

A mobile CRM gives you the option to search by location no matter where you are. That means you can get real-time information on each business nearby. If you walk into a medical plaza, you can pull out your phone and see exactly who your customers and prospects are in the building. And if you have a GPS feature on your app, that’s even better.

3. Keeps Info Accessible

Once you see who’s nearby, you can pull up their full history. You’ll know exactly where you (or another salesperson on your team) left off and can pick up where the last conversation ended.

4. You Always Have Your Phone

A mobile device is the one thing you always carry with you. So you don’t have to think of another thing to bring to appointments. Having full access to your CRM is as simple as grabbing your phone.

Usually, you’ll use your mobile CRM immediately after an appointment. But there are some features even your customers will notice as a perk. We work with a lot of farmers. They love the speech-to-text feature (like I do) and the other hands-free options. Recently, I got a call from the VP at a farm equipment company. When I asked how he heard about us, he said, “Well, we were having a contest at an Ag show. As people entered, it took a while to get their answers to our questions and enter their contact information. Then this guy comes up to me and asks, Why don’t you have what my seed guy has?! He just hollers into the phone, and my seed shows up!’ When I talked to his seed guy, he told me about CallProof.”

Turns out, the seed guy used order forms on his mobile CRM. And not only did it make his life easier, it made the process better for his customers too.

A mobile CRM works better for everyone — it gives the salespeople an easy-to-use app where they can enter data in real time. And it gives the marketing and IT department information they can count on. Even the customers notice a difference in your efficiency. So, if you’re not taking full advantage of the device everyone already has, give us a call and see how CallProof can work for you.