INDUSTRY WATCH
/////////////////////////////////////////// when it is needed . Consider the volume of information a typical company has on its hundreds of clients and suppliers which is often disorganised . An intuitive CRM system can organise this data and make it easily retrievable , thereby increasing the efficiency of customer service and the quality of supplier relationships .
This near-instant availability of relevant and up-to-date data can also provide accounting , marketing and business development teams with all the information they need to execute their operations in the most convenient and effective manner .
Going a step further , most leading CRM systems such as the Salesforce platform feature modules designed and customised for the construction sector that specifically address
ERP integrations are often a vital component of successful construction CRM implementations . Financials and scarcity are important tools to drive user adoption and a successful integration with backend systems can really boost the importance and use of CRM as a front-end tool .
The ability to generate payment plans and understand availability from within the CRM gives sales representatives the confidence to work from one system , with the knowledge that the data they are working with is accurate . This has an empowering effect and leads to an increase in productivity .
Effective distribution of new leads is a vital component of any CRM solution aimed at the construction sector . The CRM solution therefore needs the ability to adhere to
CONSTRUCTION COMPANIES MUST SHED THEIR RELUCTANCE TO ADAPT TO THE DIGITAL REVOLUTION .
key challenges . For example , inbuilt contract templates and document controls that can be leveraged to optimise the proposal process .
Selecting the right solution
With no shortage of CRM vendors in the market , picking the right provider can be a daunting challenge . Convincing arguments can likely be made for most of the market leaders , however , there are three key features any solution under evaluation must deliver . pre-defined rules and quotas to assign new leads accordingly and allow the company to react as quickly as possible , ensuring that the assigned sales representative has all the information necessary to contact the lead .
Solid data structure that captures the project ’ s assets and relates them . For example , ‘ Development > Plot > Building > Floor > Apartment ’. Having a solid data structure with the right relationships will help infinitely from a sales , marketing and services perspective . You can easily run analytics and segment data to help identify opportunities and service customers quickly and efficiently . Customer experience is key and it starts here !
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