Streamline Your Sales Process with Crm Sales Lead Management for Small Businesses

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Hello and welcome to today's video. In  this video we'll talk about a very simple   basic question that every business needs to answer  and that is why is it that you need a sales crm   now if you've not been using a sales crm software  there are several available uh starting from   salesforce there's hubspot there's pipedrive there  is zoho there is steamwave and you can go on and   on and a lot of businesses use these software a  lot of businesses use excel spreadsheets uh to   maintain our google sheets uh to maintain their  leads and manage their sales pipeline and sales   funnel and there are also a few who don't have a  structured mechanism to manage their sales funnel   their sales leads and pipeline and some  maintain it manually in different documents   different sheets so it's not consolidated and  it's difficult to get a view of the overall   company performance team performance individual  rep performance and to go back and understand the   reasons why targets are being met or not met  so you definitely and definitely 100 percent   need to have a structured method to manage  your sales funnel because it lets you   answer a few basic questions uh where are you  against the target or monthly annual uh where   are you getting your leads from so today there  are multiple sources available right from offline   leads if you do offline ads uh for example if you  do radio commercials if you do newspaper ads or if   you attend exhibitions uh if your sales teams go  on um physical needs to meeting clients if they   call clients uh if you do content marketing if  you do paid online marketing you may get business   leads from referral sources so there are multiple  sources you want to know what source is working   well what's the conversion percentage for each  source what's the conversion percentage overall   and where is it that you should be spending money  and efforts to generate more leads and also you   want an understanding of how much are you required  to spend uh maybe next month or the next quarter   or for the remainder of the year in order to meet  your sales targets and then you would also need to   understand what are the top opportunities or  what's your sales forecast looking like and who in   your team is doing well and who needs help so i'm  answering all these critical business questions   based on unstructured data is a little difficult  uh not a little difficult is actually practically   impossible to answer all these questions  accurately if you don't have a structured   mechanism to manage sales opportunities and  your sales pipeline so it's best that you go for   a sales crm software and a good starting point is  always always starting from a spreadsheet because   that lets you understand the kind of features uh  the kind of specifications and functionalities   you would need in a crm software so if you want  to use a spreadsheet there are two ways to go   about it one or you could make one yourself i  have a video on how to make a diy do it yourself   sales crm using excel i will leave the link in  the video description uh if you don't want to   make it yourself if you want a more structured  uh formatted with formulas giving you all the   dashboard views then i also have a ready-to-use  lead management sheet pro version uh i'll leave   the link to download that as well and i'll give  you a small snapshot on how having a structured   crm helps you to analyze your business data  now what you see right now on your screen   is a dashboard view of the lead management  sheet or the link for which is there in the   video and this is how having a crm helps you now  if you look at the snapshot here you get a clear   view of your month on month sales performance  now if you look at here until august right now   this company for example vm blog now they've  been generating four leads three leads six   leads two leads and one lead so it's not picking  up the speed of generating new link is not very   encouraging the conversion percentage has dropped  uh this could be also because as months go on   older leads start getting close but still it's not  a very encouraging sign that for the month of may   and june as well or the conversion percentage  is pretty low you could see the revenue earned   from close deals is also declining so overall  for the year uh they have generated 16 leads   but they managed to close only five and the yearly  conversion is at 31.25 but the conversion wise   this looks healthy if it's a b2b business it looks  a healthy conversion but what's uh affecting their   performance is that they've not been generating  enough leads so if you look at that there are four   months five months practically that have gone by  and the target achievement is just 15 so against   an animal target of 32 lakh rupees or 3.2 million  they have only done less than 100 000 so far   and almost five months have gone by so right now  this business really needs to pick up the pace   of generating more leads so the crm lets them  understand that how each source is doing so for   example you could here have a lead source report  so they're generating more leads from email email   is doing well they have some need from telecalling  as well paid marketing is also working well for   them so the dashboard view gives them a clear  understanding if they go to marketing they get   another understanding i'll just zoom the marketing  sheet now here if you look at the marketing sheet   what this tells the business owner or the manager  is that first they've been spending about 3500   2008 2850 1700 1675 1400 on their marketing  campaigns now one they've not been generating   enough leads but they've been reducing their  marketing spends month on month this is a concern   and needs to be questioned now here you get to  know the cost per lead and cost per acquisition   now the most important part is that this  dashboard gives them the required number of leads   given the current performance to meet their annual  targets so this business right now august as we   speak today 23rd of august is almost over so  they need to focus on september right now now   given the current performance this business needs  to generate 32 new business leads in the month of   september to get close to meeting their annual  target so even though five months have gone by   they've not been doing well but if they could  generate 32 new leads in september they could   get close to covering up the backlog and what  they need is to spend 23 000 rupees to generate   those 32 leads so this dashboard gives them very  clear view and it also tells them where to spend   money so email is doing well only three percent  for spends but converts 42 percent of the revenue   so email has to be focused upon and we need to  also focus on other things like ppc social getting   more website leads focusing more on telecalling  so this dashboard having a structured sheet   lets them understand the opportunities it lets  them look at every deal individually what stages   are they on how old are those leads what are the  next action plan what action plans are passed   the due date hence those could be investigated  and it also lets them see the team performance   for example here it says rep 3 sales  rep 3 has a conversion percentage of 50   but no closures in june no leads in july if  they compare it with somebody else for example   let's take sales rep one now sales rep one has a  conversion percentage of only 20 and no closures   after april so he has or she has leads in may june  and july none august but no closures after april   then there's another person sales rep too now  here the conversion percentage is again bad 29   but again no closures in may june there was one  closure july again no closure august no leads so   you also get to know the team performance  but this is exactly why you need to have   a structured mechanism to manage your sales funnel  your sales pipeline as it gives you a clear answer   the critical questions like how is your team or  how is your company performing against target   what are your sales opportunities and hence you  could look at the staging of the leads look at   the comments and you could forecast what could  be your sales revenue in the next few months   that gives you a clear action plan to focus on  your hot and warm leads then it gives you an   overview of what sources lead sources are working  well for you and where is it that you need to   focus more in terms of money energy resources  and how many leads do you need how much do you   need to spend going forward so a structured crm be  an excel sheet like the one you saw or a software   gives you these clear answers and makes it easy  to take decisions that'll help you achieve your   sales goals and targets so go ahead either you  make one uh the video on how to make one is there   in the description if you want to use this  already made excel crm downloaded the download   link is in the video description if you have any  questions in terms of evaluating a crm software   what should you look at what works best  for you write in the comment section   or go to my website i'll leave the link in the  description again fill up the contact form i love   to talk to you and answer your questions thank  you very much and do subscribe to my channel for   more sales videos more business management  videos till then take care and be safe you