To be successful, companies need to find a way to eliminate the concentration of data across different platforms without integration – especially when it comes to sales processes.
Especially in B2B, data is isolated in different tools, you miss opportunities and make less informed decisions.
And even if it is possible to extract data from each platform (marketing, sales, automation) and then contrast them, the process becomes very time consuming.
On the other hand, when sales processes are centralized, it is possible to do more in-depth analysis and leverage big data strategies to base decision making.
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In other words, centralizing sales process information on a single platform allows you to drive effective data-driven strategies.
Are we going to learn about 7 more advantages of centralized sales processes?
7 Advantages of centralized sales processes
Sales processes consist of a series of repeatable steps that the sales force takes to transform a potential customer into a new customer – and retain them.
step-by-step sales process
Below, we've separated 7 among the numerous advantages of centralized sales processes.
1. Favors the sales force
The sales force is the union of marketing, sales and customer success efforts to ensure a real delivery of value to the buyer.
Nothing facilitates the interaction between these teams more than the centralization of sales processes – through a CRM system, for example.
With this tool, data is shared, favoring the joint development of assertive commercial strategies.
2. Provides an overview of sales processes
With sales processes centralized on a single platform (such as CRM), it's easier to visualize every action or effort performed.
Mainly thanks to the dashboards provided by the tool, which show the performance of the members of each sales force team.
The platform also points out the revenue generated, the overall efficiency of the teams, as well as specific key performance indicators (KPIs) – providing a clearer view of progress towards the company's objectives.
With visual control panels, it is easier to monitor – in an integrated way – sales process data
3. Facilitates data-based decision making
Data-based decision making can be used for several purposes:
Growth: The data indicates what actions can be taken to avoid the churn rate.
It also guides how to improve customer loyalty. In addition to pointing out whether the new planning strategies will really impact the company's objectives.
Marketing and sales: The data indicates which channel brings the best return on investment (ROI) and which sales strategies generate the most conversions.
Customer service: Finally, the data indicates which channels improve response times and which processes ensure greater buyer satisfaction.
Having all data from sales processes centralized favors a more accurate and organized analysis, facilitating decision-making.
In addition to ensuring the assertive identification of trends, basing strategies to follow market changes.
4. Ensures data is up to date
By integrating sales processes using a CRM, each member of the sales force can update information as customer’s progress through the sales pipeline.
After all, the tool comprises the entire sales process: from discovering new potential customers to post-sales – after the deal has already been closed.
Not to mention, this avoids having more than one dataset, eliminating the need for constant synchronization.
With a CRM, the entire sales pipeline can be monitored in a centralized and accessible way, optimizing sales processes
5. Improves customer experience
You've probably gone through the discomfort of explaining a problem about a product or service several times – to different people – until you get it resolved (or not).
This is, without a doubt, one of the worst customer experiences – which is a determining factor for the competitiveness of companies in today's market.
In fact, 72% of shoppers say that explaining their problems to multiple people is poor service.
In addition, 89% of customers stop doing business with a company – and turn to a competitor – after experiencing poor service.
But in centralized sales processes, it is possible to access the buyer's history when a customer makes contact.
Thus, it is not necessary for the buyer to repeat their problem when talking to support, ensuring a better experience.
Furthermore, with centralization, customer issues and complaints can be tracked and dealt with more efficiently.
6. Ensures consistency to brand identity
In the digital age, where customers have high expectations for brands, inconsistencies are quickly noticed.
When sales processes are centralized, the entire company works with the same data and insights, ensuring consistency for brand identity.
That is, your audience receives the same high-quality information consistently throughout their entire buying journey.
Not to mention that when everyone in the organization is speaking the same language, your company is also able to deliver better customer experiences.
7. Saves time and money
When sales process data is spread across multiple platforms, multiple reports need to be generated – which takes a lot of time.
But in centralized sales processes, teams spend less time generating and compiling reports, having more time to carefully work on their strategies.
Centralization also helps to save resources, as it highlights bottlenecks, allowing the planning and execution of solutions to eliminate them.
Conclusion
Centralization supports your sales force by integrating marketing, sales, and customer success.
It also provides an overview of the sales force's efforts and their progress toward achieving the company's goals.
With data centralized on a single platform, decision making is easier, more secure and based on up-to-date information.
Not to mention that centralized sales processes improve the customer experience throughout their shopping journey, in addition to ensuring consistency in brand identity.
Finally, centralization also ensures a clearer view of the processes, highlighting bottlenecks – which can be eliminated before creating more losses.
