CRM statistics are very important to make clear to managers and teams the importance that technology has for companies. The sales sector is initially impacted, but the truth is that the entire company benefits from a complete and integrated CRM.
Attract, educate, relate, sell, delight, retain and retain. All of these are verbs present in the day-to-day of any sales process.
These are important actions that teams must take to, in the end, ensure more sales and better results.
Another truth is that, without the use of technology, any of these activities happen in a disorderly way and without a clear orientation of what makes or doesn’t make sense.
In this context, understanding CRM statistics and the full impact it brings to companies is critical.
A game-changer to convince any director or sales team of the vital importance that technology has for any business.
Today’s article serves as a digital transformation influencer for companies.
We share 10 CRM statistics that prove the need and importance it has for any type of business.
Stay with us and understand the power that software provides.
10 CRM Statistics That Show the Benefits of Technology
CRM statistics serve to, in a practical and didactic way, show the importance that a sales CRM has for the company as a whole.
The sales process, of course, is what will be directly impacted, having optimized steps, activities and routine.
To better understand the benefits that a CRM brings, we’ve broken down 10 CRM statistics that illustrate what we’re talking about.
1 – CRM is a growing need
A CRM Magazine survey shows that 91% of companies with 10 or more employees around the world are using a CRM for sales management.
In Brazil, this reality is still a little distant, but the digital transformation movement is a reality that continues to grow.
To remain competitive and attract customers and deliver the value they need to actually buy, it is essential to have a tool that centralizes and streamlines the process.
The automation of sales processes optimizes routine and improves alignment between teams.
Not to mention, of course, the practicality and security of having all customer data centralized.
This makes it much more agile and precise any approach needed during the sales funnel steps.
Therefore, managing sales and customers in a spreadsheet is, and increasingly will be, a very little recommended practice.
2 – The return that the investment in CRM brings
According to a US study by Nucleus Research, companies that invested in CRM had a return of up to $9 for every dollar spent on technology.
A good CRM, complete and integrated, capable of providing a high return on investment (ROI).
But for what reasons?
CRM software automates all processes that are manual and that today your team spends a lot of time executing.
Your team thus spends less time on time-consuming and robotic activities (registrations, writing emails and proposals, etc.) and manages to focus on the customer full-time.
It’s technology that allows salespeople to be more and more strategic. True business advisors for your prospects.
In other words, it’s because of CRM that they can spend more time focused on delivering an even better customer experience.
This, you know, is essential to retaining customers and further solidifying the brand, creating true evangelizers.
And, well, you know that a satisfied customer refers the company to other potential buyers, right?
3 – CRM is not just for internal salespeople
Another study by Nucleus Research found that, on average, 65% of external salespeople are able to meet their sales targets when using CRM in mobile apps.
This data is even greater when confronted with field sales salespeople who still manage their opportunities in spreadsheets.
Of these, only 22% managed to reach the numbers proposed at the end of the month.
Therefore, if you have an external sales team that visits customers, it is important to provide them with a CRM.
Viewing the sales funnel, activities and customer records is essential to streamline everyday tasks.
4 – Improve customer experience
One of the main reasons for having a CRM, according to a survey by Super Office, was the opportunity to improve the customer’s experience with the company at all times.
You know what that means, right? And here, we need to add one more fundamental tool that needs to be integrated into CRM: marketing automation.
The two together guarantee an improved experience for the customer, delivering value to him from the first contact.
So, already in the content created that caused the lead to be generated, going through the stages of nutrition, qualification, sales and post-sales…
All of this counts in the customer experience. Each step, each approach, each contact must be useful, didactic and make the consumer even more confident about the purchase.
Before and after doing it, of course.
5 – More productivity and more sales
Increase of up to 29% in sales and up to 34% in team productivity.
This is another of the studies that bring CRM statistics to prove the importance that the tool has within companies.
A complete CRM has all the resources to enable sales, automate processes, and provide detailed reports, integration with other tools…
All of this allows the sales team (and pre-sales!) to form more solid and immediate relationships with prospects.
Something that obviously facilitates a personalized and valuable delivery that will contribute to a shorter sales cycle.
6 – Higher conversion rates
300%. This is, according to another survey (this time from Clouds wave), the increase in sales conversion rate in those companies that adopt and have a strong CRM strategy.
Because CRM automates many processes and gives salespeople more time, they can focus on closing more deals during their workdays.
It is the facilitator for more time to be spent on building and nurturing customer relationships.
As well as strengthening and supporting the purchase journey, delivering everything the customer needs to move forward in the pipeline steps.
The sale will be a consequence of all this, after all, the customer will have all the information they need to see value in what will be offered.
7 – Greater customer retention
Another important CRM stats show, through a Capture study, that 47% of respondents perceived greater customer retention in their company.
Increasing customer satisfaction – with a mechanism to measure them – is without a doubt one of the main challenges of any business.
Dissatisfied customers become churn. And, more than that, they can turn brand detractors and negatively influence other potential buyers.
Satisfied consumers, on the other hand, are loyal, stay longer and, more than that, they refer the company.
The CAC, thus, the Cost of Acquisition of Customers becomes better.
After all, your customers are referring new customers. The company is not having to spend to attract new buyers.
This is the scenario every manager wants, isn’t it? It starts with a strong CRM culture.
8 – Faster sales
With a CRM platform with centralized data and everyone’s access, a study by Nucleus Research reported that the sales cycle in the companies surveyed reduced by up to 14%.
A good CRM gives salespeople practical and quick access to a lot of data about any customer or potential customer.
The history of each interaction of each contact is recorded in CRM, and this guides many strategies.
Something essential especially for those businesses that sell subscriptions or an annual plan, for example.
By checking the history, it is possible to know what the consumer will predictably want and, in an agile and proactive way, make a personalized offer for renewal, for example.
9 – It’s easy to use
65% of CRM users, an Inside CRM survey found, find it easy and user-friendly to use a lead management platform.
The fact is that a friendly software developed for the needs of sellers, especially Brazilians, has a shorter learning curve.
And that’s how it needs to be. A friendly interface, good help content…
All this is important to overcome the barrier that the sales team may have (and believe me, will) when working with a CRM.
Human beings are, in general, at first against change and leaving the comfort zone.
That’s why it’s so important that the CRM chosen, in addition to being complete, is intuitive for everyone.
10 – A CRM qualifies and defines a clear sales process
Many companies, more precisely 75% of those surveyed by Clouds wave, did not have a defined sales process.
Nor to attract, qualify, sell or retain. Nothing. However, they managed to define an assertive process after implementing a sales system.
That’s why having a CRM integrated with a marketing platform is so important.
With the two exchanging information, it is possible to be precise in capturing (targeting the business persona) and knowing the best customer acquisition channels to focus efforts and resources there.
Have you seen the benefits that CRM brings to companies?
These CRM statistics show how important technology is and how critical it is to separate companies that will grow from those that will inevitably fall by the wayside.
So, how can we help you?
Enjoy and read two articles that will help you and your team to have more customer-focused processes.
The first is a comprehensive guide covering CRM concepts, types, applications, and strategies.
The second talks about the importance of creating different types of funnels to manage all sales processes.