当公司启动时，bob全站app创始人并不关心建立明确划定的销售过程;他们担心完全销售。一家年轻公司的销bob全站app售团队很少（可能仅由副总裁，也许是一两个销售代表组成），经常获得许可，以使客户进入门口，但他们认为合适。
At this point, the company only has a handful of prospects to keep track of so keeping tabs on them is relatively straightforward. But as a company starts to scale, managing sales stops being so simple.
随着雇用越来越多的销售代表，机会变得更加难以监控 - 有些人甚至可能完全脱离球队的雷达。目前尚不清楚谁在研究某个前景的购买过程中以及在多少方面工作。而且，由于没有标准化的流程，购买体验的变化很大，具体取决于代表在给定潜在客户的工作。
当销售过程遭受痛苦或不确定时，更多的代表培训和教练可能会解决问题。但是，根据专家的说法，一个更好的解决方案是实施最佳CRM软件bob电竞官方下载你可以找到。
Just like the frame of a house, aCRM系统可以提供稳固的结构，销售负责人可以在该结构上构建一致的政策和流程。
CRM Sales Process
A conventional sales process is the infrastructure a business has in place to help its salespeople guide prospects from exploring its product or service to purchasing it. The CRM Sales Process is the sum of the policies, practices, and procedures that comprise that infrastructure, facilitated and streamlined by a CRM’s accessibility and automation capabilities.
这是11种方法CRM can elevatea company's ailing sales process.
1. Documents the sales process.
销售流程以销售的创始人或副总裁开始。最终，它进入了一张纸。但是，通过口口相传和分散的文件扩展销售策略并不完全有效。
You need to build all of that information into a system that documents your whole sales process — from its stages to its policies to its activities.
在CRM中定义销售阶段有助于确保您当前团队的销售流程。它还对未来的员工有影响。它允许新的销售人员在没有销售流程的坚实概念的情况下快速起步。
2.创建可重复的过程。
If reps were free to approach their prospects however they'd like, your company would have as many sales processes as it has salespeople. A CRM can help standardize the interactions between rep and buyer.
可重复的流程在潜在互动中提供一致性，并节省销售人员的宝贵时间和精力。
3. Automates and reduces data entry.
许多销售团队依靠Excel电子表格在部署之前跟踪潜在客户和机会CRM software。虽然公式可以帮助高级用户节省时间，但无法解决电子表格数据输入的负担。
Reps who rely on Excel for tracking expend a lot of energy on monotonous, time-consuming tasks like typing, copying, and pasting. Work this tedious is bound to frustrate salespeople. Most would rather be connecting with prospects than doing administrative work.
CRM系统可以帮助简化并减少代表必须使用其同步和自动人口功能执行的数据输入量。
More active selling time means happier reps and more customers. By cutting down on busy work, your salespeople can focus more on doing what they want to do: selling.
您还可以通过integrating your CRM with your other apps.
4.更准确的预测。
“准确性”不是与Excel报告相关的单词。破损的公式，不良数据输入，算术错误 - 电子表格中错误的可能性是无穷无尽的。
Decisions are only as good as the information they're based on. By implementing the最佳CRM软件bob电竞官方下载在市场上，组织可以大大提高其报告和预测的准确性。
CRM不使用Excel公式或手动计算，而是根据其所在的阶段自动为交易分配了合适的价值。借助专用的技术，销售负责人不太可能被不可预见的月份或四分之一端的结果蒙蔽。
这是什么交易预测看起来像Hubspot CRM：
5. More accurate quota tracking.
When reps meet their quota, they want managers to know. When they don't, managers want to know. But when there’s no formal tracking system in place, it's easy for both positive and negative performance to get lost in the shuffle.
当代表绩效与管理响应之间的断开连接使他们应得的认可时，高表现者不会感到高兴。而且，当经理看不到哪些代表表现不佳时，他们不知道谁可能需要更多的教练。
通过CRM自动化销售流程system enables managers to monitor quota attainment much more closely. They can easily spot trends in real time and respond appropriately. With the data readily accessible to both rep and manager, the odds of misalignment are significantly reduced.
6.提供信息存储库。
当没有单个信息资源可能令人沮丧时，请直接回答数据问题。信息通常最终会在同事和部门周围弹跳，甚至在您得到回应之前。而且，一旦获得了所需的信息，它可能与您在此过程中听到的其他内容相抵触。
Implementing aCRM that everyone acknowledges作为这来源使这些情况的可能性较小。有了CRM，您永远不必处理“让我解决这个困境”的困境。
7.允许管理人员检查REP进度。
在实施CRM之前，管理人员很难知道代表是否有望满足配额。他们真正的选择是亲自问他们。如您所知，这可能并不总是可靠或有效的。
A CRM allows managers to have a definitive picture of their reps’ progress at all times. It can give up to date pictures of figures like how many calls a rep is making, how many emails a rep is sending, and how many meetings a rep is scheduling in order to meet their quota.
有了CRM，经理们可以避免不断地追捕他们的销售人员是否保持正轨。
Hubspot的参与跟踪器helps with this process. Here’s what it looks like:
8.创造销售队伍的可持续性。
假设一个销售代表管理每个人都依赖的销售电子表格。当他们在那里时，情况顺利进行。
但是当他们离开时会发生什么？几个月或几年的流程和文档知识是否会从组织中消失？你要去哪里？
CRM作为一个共享的知识系统document the sales process outside of a single rep’s or manager's head. That way, any single departure doesn't threaten the company’sentire sales infrastructure。
9.提高对客户信息的可见性。
The customer information you and your salespeople gather with your sales process isn’t just relevant to your department, alone. Your marketing and support teams have a lot to gain from that kind of insight.
CRM可确保您的销售团队在整个公司中可靠地共享您的销售团队的信息。bob全站app它提供了一个集中式系统来存储此数据，并为您的整个组织提供了销售状态洞察力的易于访问的视图。
这种对客户数据的访问为您的支持和营销团队提供了更好的信息和为客户提供服务。
更好的信息和准备可以转化为更完整的客户体验。更完整的客户体验转化为持久的关系。持久的关系转化为利润。
10.可以促进健康的竞争。
一点点健康的竞争可以使您的销售流程更加优势。这就是为什么某些CRM具有排行榜工具的原因：视觉参考为整个代表团队提供了同事表现的概念。
对团队中的每个人的表现如何直接表现出直观的视觉表示，可以激发共同的更好的销售业绩。它自然会增加个人销售代表的问责制，并立即激励他们保持不变或脱颖而出。
最终，这是使您的销售流程更加紧迫的好方法。
Here’s a look at HubSpot’sleaderboard tool：
11. Keeps track of sales funnels.
设置理想的销售流程，以平稳有效地从舞台上进行过渡交易，直到关闭它们。因此，适当地，某些CRM具有适当的工具，可以使管理人员了解这些交易过渡的效率如何。
CRMs can provide direct insight into a company’s sales funnel. With these kinds of tools, managers can get a solid picture of how their deals are moving. CRMs with these features allow you to see if your deals are moving fluidly and help you identify how and where they’re being held up if they’re not.
这是Hubspot的照片漏斗工具好像：
Your company’s sales process is one of the most vital — if not这most vital — aspects of your sales department. You need sound policies, procedures, and practices in place to help guide your customers through their买家的旅程。
这可能是您始终如一地实现销售目标和破坏增长潜力之间的区别。
Figuring out a sales process that works for your business isn’t exactly easy, but with a CRM to help you get there, you can put your business in the best position possible to do it right.
编者注：该帖子最初于2015年2月19日发表，并已更新以进行全面性。
