One of the common problems with capturing historic sales communications is caused by the time gap, occurring between the first interaction between a prospect and a sales rep taking place and the contact (lead) for that prospect getting created inside the CRM. The longer the gap, the more prospect interactions a company is running the risk of missing. Unless a sales rep goes back and manually records all prior communications after the appropriate CRM entity has been created, all these interactions will be lost in mailboxes of individual sales reps. How does this affect me?
- Sales productivity: if a company management uses the CRM data to evaluate sales team's effectiveness or to forecast future sales, it is crucial to have all of the sales activities and updates stored inside the CRM to avoid any distortions and get a complete and up-to-date picture.
- Sales triggers: by having a complete paper trail of client interactions inside the CRM, one can analyze what kind of messages generated positive responses and procured sales. Sales teams, in turn, can adjust their future sales strategies accordingly.
Our Grace team took this issue into consideration. Grace automatically scans for historic interactions (up to 1 year) across the entire sales organization for every new contact (lead) added the CRM. Thus, eliminating the requirement for individual sales reps to spend time entering those interactions manually.