4 types of data every sales rep should have access to

By Victoria Dyke on Mon 18 August 2014 in CRM

24% of small businesses admit they do not have enough customer information to hand during a sale.

Key customer data can become out of date and difficult to find, especially in the sales process. This is often due to information being ‘lost’ between multiple independent and legacy systems (databases, spread sheets, card systems, accounts systems etc). Not only does this cause internal frustration, it also causes customer frustration; a shame when you’re trying to build customer loyalty.

But how do you fix it? And where do you start? Below are 4 types of data we believe are critical to enhance the professionalism of any B2B or B2C sales organisation.

  1. Previous quotes and communications
    Understand the current situation and unresolved issues before planning a sales call
  2. Sales history
    Know when your customers place orders and proactively contact them at the right time. Help your customers order their regularly purchased items faster and with more ease.
  3. Financial terms and pricing
    Customer pricing, quantity discounts and credit limits available with a click or touch enable you to quote on site with the right pricing for the right customer; no need to check back with the office
  4. Key contact information
    Know who the right person is to contact without needing to phone the office first

By integrating your business and customer information into a single view you will create a more efficient sales processes. This valuable customer information, usually stored in your back office accounts system, can be available on the road helping your reps will build their customer knowledge and service.

ProspectSoft CRM integrates with Access Dimensions, Exchequer, Pegasus Opera and Sage 50 accounting systems, helping office staff and sales reps use business information more efficiently to target, take orders and provide individualised customer service whether in the office or on the road; all in a user-friendly format.