Best Practices for Customer Data Management

Customer data management ... what is it? Why do we need it? Is there a right or wrong way to use it? Simply put: important because, and YES! Many times, sales teams engage with a potential customer, forget the conversation, and become a lost leadership. We are human beings, of course we forget things sometimes. So how can we solve this? And what exactly are the answers to these questions?

What is that?

Customer data management (CDM) is the process of collecting, analyzing, and managing customer data for a given organization.

Why we need it

CDM enables organizations to solve customer problems and provide solutions. Today, the customer experience is a huge factor in deciding to buy, use a product, use a service, or both. Customer management software helps implement CDM in organizations.

Is there a right or wrong way to do it ??

Absolutely! To accommodate salespeople, teams, and executives, companies are implementing various customer relationship management software to manage customer data management. By learning about these best practices, you can determine how to make the most of CRM systems to best suit your organization.

1. CRM Best Fit

With all the CRM software companies popping up, how can you decide which one is best for you? If you do a lot of research on each data management platform and are able to answer these four questions, it points in the right direction.

What do you need CRM for?

What do you hope to achieve?

What problems will this solve?

What processes can be automated?

Based on your answers to these questions, you need to imagine which platform may work best for you. Some other useful tips:

Find a customizable CRM

Everyone has a different process, make CRM dashboards right for you. Similarly, you want a flexible CRM that grows with your business and is able to adapt without having to jump on a ship.

Choose a CRM that is MOBILE

Is your sales team traveling? This is essential for users on the go. From phones to tablets to laptops, make sure your CRM is easy to read on any device.

Make sure that the selected CRM has the REPORT you want

The operation of CRM is essential to meet your needs and provide the necessary analysis. Choose a CRM that can customize your reports based on individual reports.

2. Data management / responsibility

The people who control CRM are key to maintaining consistent customer data. Assigning responsibility to a group or individual limits errors when importing data. If you don’t take the proper precautions, you run the risk of dealing with more, infrequent data entry, which can lead to consistent data.

Let's talk about the capabilities of Infusionsoft, for example. Suppose you import 600 contacts into CRM. Usually, you group these contacts or use Infusionsoft to tag them with certain categories. What if someone who doesn't know these categories imports your contacts without adding tags / categories? Well, have fun tagging 600 contacts individually! There must be communication and understanding before changing the system.

3. Quality / quantity

How much data is too much data? This question cannot be answered in numbers. Make sure that the data in your CRM systems is a potential user that you really want to access. Implementing a CRM system is a process that strives for better quality of data. Companies that focus on the usability of the data in CRM will be able to focus their priorities. Follow these simple steps to keep your numbers relevant while keeping your quality high:

·         Determine what data is important to your business

·         Determine how best to capture - without fields full of useless information

·         Follow the data tracking and cleaning

4. Data monitoring / cleaning

 Obtaining data in real time is difficult, which makes the importance of cleaning data essential. When setting up CRM, also set the system when and who will review your data. Whether it’s a team or an individual, keeping up monthly or fortnightly with data cleansing brings more functional CRM.

Updating contact addresses or checking the status of their jobs may be some things to look for when clearing data. Here are some more simple hacks to keep your data up to date!

·         Name - consistent formatting.

·         Address - keep your contact address up to date.

·         Job titles - has your contact received a promotion? Are you changing companies? Keep this information relevant.

·         Comments - keeping track of who they are, what conversations they had, and what their goals were, facilitates the conversation.

5. Training

 Looking for a way to make employee productivity skyrocket? Many CRM systems have capabilities that can guide and reinforce the skills that the sales team treats to prospects. Educating the platform is important for employees to understand the reports and make accurate decisions based on the analysis of the reports. Even small businesses on a budget can find economic training for their employees through online courses. Some CRM software companies offer training after registration.

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Created on Mar 19th 2021 08:56. Viewed 285 times.

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