CRM utilization in the BHPH industry is critical in driving efficiency, providing access to data, and in effect boosting sales.  CRM tools enable your salespeople to be more organized and better manage their time and resources while driving accountability.  Let’s look at what to consider when setting goals for your business, and ultimately see how a CRM helps your team stay on track to reach those goals.

Goal Setting

For your dealership to be successful, your team needs daily, weekly, and monthly goals. Setting expectations for what needs to be done each day will ensure each subsequent goal can be met.  cyclCRM provides a tool, Monthly Goals, to display dynamic progress bars on conducted calls and appointments along with sales.  This is customized per user for personal goals, for managers by location, and provides an aggregate total for Admin users’ (dealership) goals.  Visually seeing one’s progress is oftentimes what drives success within your team.

Additionally, having access to reports on productivity for daily calls, texts, emails, and other communications are great tools. Looking at KPI’s (key performance indicators) allows seeing how effectively your company is making progress towards results.  Empowering lower-level users to see their own progress is a valuable tool impacting the whole business.

Task Tracking

On top of establishing goals for your team, equally important is creating daily and one-off tasks to direct productivity. Consequently, creating simplified workflows for your sales team produces ideal results. Using your CRM to build tasks along the lead’s lifecycle or at critical points is the best way to encourage success.  This guarantees leads are not lost and provides measurable results.

Ensuring tasks and goals are aligned is important to having the best data to review from your team.  If all pieces of your team know what needs to be accomplished, this positions you that much closer to monthly and year-end goals!

Pipeline Management

One of the benefits of creating tasks and setting goals for salesman/others is the measurable effect on pipeline management.  Ensuring the workflow is followed for new and old opportunities benefits the whole business, ultimately being the key to success. Making sure all prospects are added and worked properly guarantees the pipeline does not run dry.

Remember the adage, “if it isn’t entered into the CRM, it didn’t happen.”

Furthermore, it is important to create workflows for each type of prospect that will appear in your database: New, Repeat, and Old/Lost.  Each of these necessitates a different follow up process which you can outline in your workflows.

Each process outlined here contributes to the overall productivity and driving accountability within your business.  When KPIs are on track, your business will see measurable results.  This is the same for within your DMS as well. Check it out!