Planning Personal Visits Using CRM
Personally visiting prospects and customers helps build strong relationships, yet travelling is expensive and time consuming. A salesperson is challenged to plan visits that optimize the investment represented by each trip. Access to customer relationship management (CRM) contact records helps salespeople quickly identify all the accounts in a given geographic area that can be visited during one trip.
CRM empowers salespeople to rapidly review and compare an area’s contacts on the basis of their stage in the sales process, the potential size of the account or purchase, the likelihood of a sale, and the contribution the visit could make to information gathering and relationship building. A well-managed CRM database provides salespeople with appropriate business and social topics to discuss when calling selected prospects for an appointment.
