When a company first starts out, there probably isn’t much of a sales process, or team, in place. The one or two advisors target prospects, introduce them to the company, and close deals according to their own preferred methods.

Of course, as the business grows, sales leaders must implement a repeatable, scalable process to turn a trickle of income to a steady, predictable stream. With all salespeople using the same systems and playbooks and adhering to the same process, the sales organization (hopefully) becomes a well-oiled machine instead of a Frankenstein-esque contraption stuck together with duct tape.

What’s the secret to accelerating sales growth? While people and process usually precede systems, sales is somewhat of an exception. The right Customer Relationship Management system (CRM) can help empower people and define process.

The right CRM system can accelerate your business’ growth, bring in profitable, happy clients, and enable your sales team to sell better and faster.

Sales today is a far cry from what it was just 20 years ago. The advent of search and social media means sales requires research and careful customization as well as knocking on doors and building relationships.

But different doesn’t always mean better. Even though changing times necessitate new approaches, some salespeople merely transfer their old methods to modern channels and sometimes they are still effective because of their relationships and network.

As with the introduction of technology into the workplace, change is coming if it hasn’t already- and change is hard. But the right CRM system can not only enable salespeople to update their practices, it can also give them a competitive edge in the market.

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