Customer Data Management Best Practices

 

Customer Data Management… What is it? Why do we need it? Is there a right or wrong way to use it? Simply put: it is important, because, and YES! Many times sales teams engage with perspective, forget about the conversation and become a lost advantage. We are humans, of course, forgetting things from time to time. So how do we fix this? And what are the answers to those questions, really?

What is that?

Customer Data Management (CMM) is the process of collecting, analyzing and managing customer data for a particular organization.

Why we need it

CDM enables organizations to solve customer problems and provide solutions. Nowadays, the customer experience is a huge factor in deciding to buy a product, use a service or both. Customer management software tools help us implement CDM within organizations.

Is there a right or wrong way to use it ??

Absolutely! To tailor salespeople, teams, and leaders, companies are implementing a variety of customer relationship management software to manage their customer data management. By looking at these best practices, you can determine how best to use CRM systems to best suit your organization.

1. CRM works best

With the advent of all CRM software companies, how do you decide what works best for you? Putting in abundant research on each data management platform and being able to answer these four questions will point you in the right direction.

What is your need for CRM?

What do you hope to achieve?

What problems will this solve?

What processes can be automated?

Based on your answers to these questions, you need to have an idea of ​​which platform might work best for you. Some other useful tips are:

Find CRM that is APPLICABLE

Everyone's process is different, make your CRM boards work for you. You also want a flexible CRM that will grow with your business and be customizable without having to jump on a boat.

Choose CRM that is MOBILE

Is your sales force traveling? This will be essential for users on the go. From phones, tablets, to laptops, make sure your CRM is easy to read on all devices.

Make sure the CRM you have selected has the desired REPORT

The functionality of your CRM is essential to meet your needs and provide the necessary analysis. Choose a CRM that has the ability to customize your reports based on your unique data.

2. Data management / responsibility

Individuals in control of your CRM are key to keeping consistent customer data. Assigning responsibility to a group or individual will limit errors that may occur when importing data. Unless you take the right precautions, you run the risk of dealing with more unusual data entries that could lead to consistent data.

For example, let's talk about the capabilities of Infusionsoft. Say you are importing a list of 600 contacts into your CRM. Typically, you group these contacts or, with Infusionsoft, tag them with certain categories. What if someone who is not aware of these categories imports your contacts without adding any tags / categories ?? Well, have fun marking 600 contacts individually! Communication and understanding need to be established before the system changes.

3. Quality / quantity

How much data is too much data? This question cannot be answered by a number. Make sure the data in your CRM systems is the prospect you actually want to address. Implement your CRM system for a process that strives for better data quality. Companies that focus on the usability of the data included in their CRM will be able to focus on their priorities. Follow these simple steps to make sure the numbers stay relevant while the quality remains high:

• Define what data is important to your business
• Identify how best to record - without clutter of junk information
• Keep up with data tracking and cleanup

4. Data monitoring / cleaning

It is difficult to access data in real time, which makes important data cleansing crucial. When setting up your CRM, set up a system for when and who will use your data. Whether it is a team or an individual, monthly or bi-monthly monitoring of your data cleaning will bring more functional CRM.

Updating contact addresses or verifying their work status may be some of the things you should look for when clearing your data. Here are some other simple hacks to keep your data fresh!

Name - consistent formatting.

Address - update the contact address.

Job Titles - Did your contact receive a promotion? Changing companies? Keep this information relevant.

Notes - a record of who they are, the conversations you had and what their goals were will help the conversation progress.

5. Training

Looking for a way to increase employee productivity to a dizzying level? Many CRM systems have capabilities that can guide and enhance the skills of how your sales team connects with potential customers. Platform education is important for employees to understand reports and make precise decisions based on report analysis. Even small budget companies can find economic training for their employees through online courses. Some CRM software companies offer training after you sign up.