Alexa Important Goals with your QuickBooks CRM for sales teams

Missing Important Goals with your QuickBooks CRM for sales teams? Here Are the Sales Objectives You Need to Track

CRM | by Patricia Jones
QuickBooks CRM for sales teams

Building the perfect sales team is always the first priority and the highest challenge for any organization. Since, tracking your leads, customers, and prospects using the best QuickBooks CRM for sales teams, and measuring your sales metrics are close to redundant, if you do not have the right salespeople who are capable of using your sales process.

The best sales managers in all organizations across the globe always understand the human inside the sales reps and trust in the spectrum of emotions involved in the day-to-day roles acted by their salespeople in the team.

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We all know, each stage of the sales process comes with its own distinct challenges and anxieties that sales managers must factor in while making decisions around the sales metrics, which you want to track.

Therefore, even after using the best QuickBooks CRM making sure that you pick the right people for your business, which is of utmost importance. For, it is the personality, ability, and determinations of your employees, which are the most crucial factors that will directly determine the growth and success of your business.

Once you have the right salespeople in place and you are using the best CRM software for QuickBooks, it is up to the management to create the right environment for the people to thrive with the flexibility, opportunity, and support to perform what they do best.

In other words, the clarity around your employee’s performance, your expectations, and motivation are the main parameters that will deliver the arena your team needs to make the most out of their professional skills.

Simplifying your sales tracking and structure

You can never get the optimal performance out of your salespeople even if you are using the best small business CRM software if you are too bogged down with useless tracking.

According to a user of our Merchant Cash Advance CRM, stripping things down and getting back to the basics will always help you to create a simple sales process that aids your sales team focus on their primary objectives. This simplicity in the sales process should also combine with a powerful corporate ethos that you must communicate constantly. Therefore, keep reminding yours sales team to focus primarily on selling and make them find the assurance in your words that it is your task as an employee or a manager to make sure that the rest is taken care of.

However, it does not mean that you should neglect and ignore the CRM data you receive from your QuickBooks CRM or Merchant Cash Advance CRM software.

What is really implies, is that you need to expend your efforts focusing on what can really make a difference for your sales team and thereafter filter all the most important and actionable insights from your CRM software that integrates with QuickBooks.

Rather you need to refine your tracking and focus on a few (or just one) key metrics from your CRM data, at each stage of your sales process.

This will help your salespeople using your small business CRM from clogging their work with reporting and other administrative tasks.

Focus on the “Indicator” rather than the result

Once you are a user of QuickBooks CRM or a Merchant Cash Advance CRM software, you just cannot escape talking about KPIs, however, we too often ignore the real meaning of KPI- that it should not be viewed simply as a result.

KPIs are indicators of performances. Elements that should be taken into consideration to find a better understanding of how certain results are being achieved and how things can improve in the future to grow your business.

According to some of the veteran sales managers those who use our Merchant Cash Advance CRM, to them, they found that salespersons too often get obsessed with the result, rather than focusing on getting their process right.

Here is one of the most commonly used CRM metric in sales:

Wins

When we talk about wins, we specifically talk about closed deals against a monthly or quarterly quota.

Clearly wins in sales helps you to know how your team is performing in a broader sense, but nevertheless, this metric in your QuickBooks CRM or any other small business CRM software provides very little insights into the “Why”.

Wins are an outcome and not an indicator, for they can never tell what your sales reps can do differently or how you can optimize your sales process to achieve better results.

Therefore, knowing the number of wins is just a CRM data without any insights, since knowing the results does not help you drive more sales.

Sales metrics that you should focus on:

Therefore, these are certain sales metrics that you should be spending your time, which can measure what develops the action at each stage of the sales process, as opposed to simply focusing on the results.

  • The total quantity of deals in your sales funnel
  • The average size of the deal in your pipeline
  • Close ratio (Average percentage of the deals closed)
  • Sales velocity (Average time taken to close a deal)

Sales reporting of any small business CRM software provide a detailed look at every stage of your sales pipeline. As each of this reporting is generated automatically in the QuickBooks CRM, it becomes easy to visualize your sales process and pinpoint the areas, which requires immediate improvement.

Most best small business CRM like ConvergeHub QuickBooks CRM and MCA CRM software, allows visual display to view the above metrics that helps in simplifying the sales process, enabling you to proactively measure the performance of your sales team and make necessary changes as and when it is needed according to the nature of your business.

More specifically, you can evaluate the following sales metrics of your sales team:

  • Sales Pipeline Coverage
  • Opportunity Win Rate by individual sales reps
  • Historical Sales Cycle Velocity

What is Opportunity Win Rate?

Opportunity Win Rate details the percentage of the closed deals that were won.

Simply speaking, if you can increase this metric, you will be able to bring in more revenue for your business.

With this metric, you can:

  • Measure the impact of new business development initiatives
  • Look into sales strategies that you have implemented across customer segments
  • Compare the performance of different sales reps in your sales team

Most importantly, if you look at the different stages of your sales funnel and analyze where the opportunities are being lost for your sales reps individually, using a QuickBooks CRM software you can recommend training plans for them to improve their skills in certain areas, which include:

  • Rapport building
  • Improving product knowledge
  • Improving demo skills
  • Improving negotiation and closing skills

By deconstructing the sales funnel and having the CRM data in your hand, you can work with your sales reps on a personal level, to build their confidence and skills in their weakest areas of performance.

Remember to always think in this logical path:

  • Data
  • Analysis
  • Action

Working with your sales team using a QuickBooks CRM in this manner is more pertinent, pragmatic, and useful than merely tracking the number of dials, measuring talk times, or demos scheduled, and then asking your sales team to “do more”.

What is Sales Cycle Velocity?

Sales Cycle Velocity is the average time taken by your sales to win any deal. You can also measure the average time taken by your sales reps for individual stages in the sales process, which is termed as “duration in stage”.

Looking into the average historical sales cycle can help you to build a picture of the likelihood of closing your current deals and understand likely buyers and at-risk opportunities.

This metric can help your sales reps to understand which deals need their time and efforts.

Using this CRM data you can also create a weighted sales pipeline when forecasting (opportunities with higher likelihood are assigned more value), enabling you to forecast your sales results more accurately.

Simplify your metrics to help your team focus on selling

Now using the metrics of a QuickBooks CRM, since you are aware where your team is, you can evaluate each stage of the sales pipeline, forecast more accurately, and coach your sales reps individually in specific areas where they are weak.

Therefore, use your Merchant Cash Advance CRM or QuickBooks CRM to assign just one key metric to measure the performance at every stage of the sales process and start un-complicating your sales metrics so that your team focus on one primary thing that matters for any sales managers and representatives- Selling.

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