Imagine after months, if not years, of blood, sweat and tears shed on building your business, you are finally seeing exponential growth, what once seemed like a far-away goal, is now being realized so rapidly, you’re at the risk of losing control.
Businesses of all sizes are at risk of this all-too-common problem when they haven’t established a solid growth plan and invested in building out a clear infrastructure for their operations. And the team that’s often most vulnerable for this risk? The sales team, of course.
Sales and customer relations operate at the top of the business funnel, and with inbound leads coming in increasingly more frequently as a benefit of your runaway growth – communication and service standards can break down, leads can fall through the cracks, and your reputation can even be put at risk.
There’s a clear argument for companies to be proactive in building their growth strategy and setting up a system that’s built-to-scale upfront and early on (rather than waiting until crunch-time) – but what exactly does that look like? Where are the pitfalls? Where does the management team start? What if you’re a small business, and a complex system doesn’t seem necessary at the moment?
The answer is easier than you think. This situation is exactly what a CRM (customer relationship management) platform is for, and where its benefits shine brightest.
Whether you’re already leveraging a platform, like the Salesforce CRM, or you’re building a strategy around how to grow your business, read on for 4 make-or-break reasons why it’s crucial to build out a sales infrastructure, that’s designed to scale and will never leave you stuck with a ceiling right when you are finally at the peak of your growth!
Reason #1: You only need the software for certain functions now; but your vision for its potential could be limiting your future growth.
Platforms like Salesforce are powerful tools with multifaceted capabilities. They offer integrated benefits and impact your business operations in a holistic capacity. It would be a mistake to invest in a CRM platform that you intend to only use for a limited purpose,like leveraging as a customer database.
Instead, put in the work to fully understand the software’s capabilities, and how your system can impact – and streamline – communications and activity in across all of your departments.
It’s also important to investigate how your other crucial software programs can integrate with Salesforce. If you need to, work with a service provider to integrate your various softwares to run seamlessly together.
Reason #2: If you invest the time up-front to attach your company goals to the CRM platform’s capabilities, your business will soar!
While you may be focused on growing your business, like many companies, you may not be translating your desire for growth into clear tangible goals that can be charted and measured. If you are, great! You’re definitely ahead of many. However, a common mistake with platforms like Salesforce, is that companies aren’t taking those growth goals and asking how the platform can drive them… but it can.
Once again, this is where it’s powerful to fully understand the potential of your software, and determine which key objectives can be driven by the abilities of the platform to drive your business to success faster.
For example, if you have a fantastic customer base, but you want to grow incremental business within your existing customer segments, through larger and more frequent purchases, you can build an entire automation strategy and workflow to help nurture and grow these segments.
Reason #3: The automation function is often underused – but is actually your secret weapon.
Maybe you’re using your CRM software to track leads and organize valuable customer information on a daily basis, but in reality, Salesforce is capable of so much more.
Many companies don’t realize how inefficiently they’re operating, because they’re manually executing tasks that have the potential to be automated. Alternatively, certain companies that are aware of the automation capabilities, end up putting off their set up because they haven’t anticipated the speed and fury at which they’re growing.
However, there’s a serious risk of losing significant sales and real-time customers from the drop in service that becomes inevitable when you shift your focus to building out automation workflows during a business boom. Rather than having to choose where you put your focus when you’re in the thick of things, simply dedicate the time to proactively set up your Salesforce processes before business is thriving.
Invest the time in understanding the opportunities for automation within your unique customer journey. Do your research and work with a Salesforce expert to automate many steps of each customer journey as you can, so you can invest your sales team’s time where the biggest pay-off lies: in building the sales funnel and acquiring new leads.
Also, build in a monthly review to evaluate which manual steps can be automated and continue to iterate in small steps, so you’re adapting your workflows as your needs evolve, rather than leaving the time investment to a true crunch period.
Reason #4: You can propel your growth by creating a content library directly in your CRM
Like we’ve already driven-home, a CRM platform like Salesforce, has the potential to help you grow your business rapidly, if it’s been setup properly, by helping to acquire new leads and grow your existing business through driving the inbound funnel for both your sales and marketing teams. However, many small businesses make the mistake of not spending the time to create a content library in their CRM.
Schedule-in time upfront to build out a content strategy the supports the customer journey and then dedicate a team to setup and maintain salesforce CRM content that’s aligned to that strategy (and automated), so once again your team is being proactive, rather than reactive and more focused on looking forward at how to grow and adapt the business than trying to keep up.
If you’re a small team and don’t have the resources to setup your Salesforce content library on your own, you can outsource these tasks to a Salesforce trusted and accredited partner company like Sol Business Solutions.
Ultimately, a CRM that’s built to scale from the outset will help you keep powerful momentum when your business is in its biggest growth phase, rather than slowing you down and being a hassle. All it takes is a little foresight and commitment to your business’s big potential.
If receiving support in setting your Salesforce system so it can work to its maximum potential sounds like something your business could benefit from, email us today to connect further about partnering with Sol Business Solutions to optimize your business growth.
Related Tag: Salesforce CRM Training