{"id":11832,"date":"2021-03-30T11:12:00","date_gmt":"2021-03-30T08:12:00","guid":{"rendered":"https:\/\/www.minicrm.ro\/blog\/?p=11832"},"modified":"2021-09-29T14:07:19","modified_gmt":"2021-09-29T11:07:19","slug":"7-semne-care-iti-spun-ca-firma-ta-are-nevoie-de-crm","status":"publish","type":"post","link":"https:\/\/www.minicrm.ro\/blog\/2021\/03-30\/7-semne-care-iti-spun-ca-firma-ta-are-nevoie-de-crm\/","title":{"rendered":"7 semne care \u00ee\u021bi spun c\u0103 ai nevoie de un sistem CRM"},"content":{"rendered":"\n

Implementarea unui CRM \u00een compania ta este un pas important \u0219i aceast\u0103 decizie marcheaz\u0103 trecerea afacerii tale la un nivel superior de maturizare. Ai nevoie de CRM \u00een compania ta? Aici ai 7 semne care \u00ee\u021bi arat\u0103 c\u0103 ai nevoie de un sistem CRM modern, cu func\u021bionalit\u0103\u021bi extinse<\/p>\n\n\n\n

O solu\u021bie de tip CRM este, de cele mai multe ori, prima solu\u021bie de afaceri pe care o implementeaz\u0103 o companie care ajunge la un nivel de dezvoltare ridicat. Apoi urmeaz\u0103 solu\u021bii opera\u021bionale (de tip management stocuri sau procese de produc\u021bie) \u0219i abia apoi cele de tip ERP (management integrat al resurselor companiei).<\/p>\n\n\n\n\n\n\n\n

Este greu de identificat momentul potrivit pentru ca implementarea unui CRM s\u0103 fie optim\u0103 \u0219i profitabil\u0103.<\/p>\n\n\n\n

De aceea \u00ee\u021bi oferim aici 7 indicii care \u00ee\u021bi spun c\u0103 firma ta ar putea avea nevoie de un CRM chiar acum.<\/p>\n\n\n\n

1. Ai o echip\u0103 de v\u00e2nz\u0103ri de peste 5 oameni <\/strong><\/h2>\n\n\n\n

Ca antreprenor sau manager al unei firme mici (sub 2 milioane euro cifr\u0103 de afaceri anual\u0103) probabil c\u0103 po\u021bi gestiona direct o echip\u0103 de v\u00e2nz\u0103ri relativ restr\u00e2ns\u0103. \u0218i uneori este mai bine a\u0219a. <\/p>\n\n\n\n

Experien\u021ba noastr\u0103 cu companiile mici \u0219i mijlocii din Rom\u00e2nia ne spune c\u0103, \u00een general, o firm\u0103 cu mai pu\u021bin de 2 ani vechime pe pia\u021b\u0103 \u0219i cu o echip\u0103 de v\u00e2nz\u0103ri mai mic\u0103 de 3 persoane, \u00eenc\u0103 \u00ee\u0219i caut\u0103 locul pe pia\u021b\u0103 \u0219i are procese de v\u00e2nz\u0103ri \u0219i de marketing care fluctueaz\u0103 foarte mult. <\/p>\n\n\n\n

\u00cens\u0103 dac\u0103 echipa ta de v\u00e2nz\u0103ri are 5 sau mai mul\u021bi oameni \u0219i firma ta are o vechime pe pia\u021b\u0103 de peste 2-3 ani,<\/strong> atunci ar trebui s\u0103 te g\u00e2nde\u0219ti dac\u0103 nu e momentul pentru a trece la un management profesionist al rela\u021biilor cu clien\u021bii. <\/p>\n\n\n\n

\u0218i acest lucru \u00eenseamn\u0103 c\u0103 e momentul s\u0103 \u00eencepi s\u0103 \u00ee\u021bi preg\u0103te\u0219ti compania \u0219i oamenii pentru implementarea un CRM<\/a>.<\/p>\n\n\n\n

\"\"<\/a><\/figure>\n\n\n\n

2. Nivelul de satisfac\u021bie al clien\u021bilor t\u0103i este \u00een sc\u0103dere<\/strong><\/h2>\n\n\n\n

Dac\u0103 nu s-a \u00eent\u00e2mplat nimic anormal cu produsele sau serviciile tale \u00eens\u0103, cu toate acestea, reac\u021biile clien\u021bilor t\u0103i arat\u0103 o sc\u0103dere a gradului de satisfac\u021bie \u00eenseamn\u0103 c\u0103, cel mai probabil, echipa ta (marketing, v\u00e2nz\u0103ri, suport clien\u021bi, help desk etc.) nu mai poate face fa\u021b\u0103 cerin\u021belor clien\u021bilor. <\/p>\n\n\n\n

Nu le mai pot r\u0103spunde la fel de repede, la fel de transparent \u0219i de corect, nu le mai pot oferi suportul cu care ace\u0219tia erau obi\u0219nui\u021bi din simplul motiv c\u0103 num\u0103rul de clien\u021bi a crescut, iar echipa ta folose\u0219te clasicele \u0219i ineficientele resurse de management ale clien\u021bilor (Excel, telefoane, emailuri).<\/p>\n\n\n\n

Primul lucru de f\u0103cut este s\u0103 m\u0103sori corect acest nivel de satisfac\u021bie.<\/strong> Apoi s\u0103 decizi c\u00e2t de grav\u0103 este sc\u0103derea \u0219i de unde provine (care sunt principalele nemul\u021bumiri ale clien\u021bilor).<\/p>\n\n\n\n

Apoi \u00eencepi s\u0103 \u00ee\u021bi preg\u0103te\u0219ti echipa pentru a trece la implementarea unui sistem profesionist de management integrat al rela\u021biilor cu clien\u021bii.<\/p>\n\n\n\n

3. Trimi\u021bi ofertele\u00a0prea t\u00e2rziu<\/strong><\/h2>\n\n\n\n

Al treilea semn important care ar trebui s\u0103 \u00ee\u021bi atrag\u0103 aten\u021bia este num\u0103rul de zile<\/strong> scurs \u00eentre primirea unei cereri de ofert\u0103 (sau negocierea unei cereri de ofert\u0103 de c\u0103tre oamenii de v\u00e2nz\u0103ri din echipa ta) \u0219i transmiterea ofertei la client.<\/p>\n\n\n\n

Dac\u0103 \u00ee\u021bi dai seama c\u0103, mai demult, un client \u00ee\u021bi trimitea o cerere de ofert\u0103 azi \u0219i acesta primea pe email oferta \u00een maxim 24 de ore dar c\u0103 acest\u0103 regul\u0103 azi nu mai este respectat\u0103, atunci ar trebui s\u0103 prive\u0219ti mai cu aten\u021bie situa\u021bia. <\/p>\n\n\n\n

De ce sunt \u00eent\u00e2rzieri \u00een ofertare? Nu cumva pentru c\u0103 oamenii din echipa ta au \u00eenceput s\u0103 aib\u0103 din ce \u00een ce mai multe lucruri de f\u0103cut, pentru din ce \u00een ce mai mul\u021bi clien\u021bi \u0219i, de aceea, adesea uit\u0103 ce este cu adev\u0103rat important?<\/p>\n\n\n\n

Dac\u0103 este a\u0219a, ar trebui s\u0103 te g\u00e2nde\u0219ti la implementarea unui CRM \u0219i la automatizarea unora dintre activit\u0103\u021bile tale <\/strong>astfel \u00eenc\u00e2t oamenii din echipa ta s\u0103 c\u00e2\u0219tige mai mult timp pe care s\u0103 \u00eel poat\u0103 aloca apoi c\u0103tre ofertare.<\/p>\n\n\n\n

4. Nu mai ai suficiente oportunit\u0103\u021bi sau clien\u021bi<\/strong><\/h2>\n\n\n\n

Ai observat c\u0103 \u00een ultima perioad\u0103 echipa ta de v\u00e2nz\u0103ri parc\u0103 nu mai are at\u00e2t de multe oportunit\u0103\u021bi. Deja oamenii de v\u00e2nz\u0103ri sunt tensiona\u021bi pentru c\u0103 nu mai au prospec\u021bi \u0219i astfel nu acum s\u0103 \u00ee\u0219i \u00eendeplineasc\u0103 obiectivul ? <\/p>\n\n\n\n

Compania ta a crescut, dar nu \u0219i performan\u021ba de marketing? Poate c\u0103 ai nevoie s\u0103 implementezi fluxuri automate de marketing<\/strong> (newsletter cu link c\u0103tre promo\u021bii care apoi trimite clientul automat c\u0103tre un om de v\u00e2nz\u0103ri de exemplu) care s\u0103 fac\u0103 procesul de marketing mai eficient. <\/p>\n\n\n\n

\u00cen acest caz nevoia de a implementa un CRM poate fi foarte clar\u0103. Cre\u0219terea firmei tale va fi propor\u021bional\u0103 cu cre\u0219terea performan\u021bei de marketing<\/strong>. Iar f\u0103r\u0103 un CRM care s\u0103 alinieze marketingul \u0219i v\u00e2nz\u0103rile, aceast\u0103 cre\u0219tere va fi dificil de ob\u021binut.<\/p>\n\n\n\n

5. R\u0103t\u0103ce\u0219ti documente<\/strong><\/h2>\n\n\n\n

Cel mai sigur semn c\u0103 ai nevoie de CRM este atunci c\u00e2nd \u00een mod frecvent, cineva din echipa ta spune c\u0103 nu mai g\u0103se\u0219te o factur\u0103 sau un contract, o comand\u0103 sau specifica\u021biile pentru o ofert\u0103 de la un client. <\/p>\n\n\n\n

Acesta este un semn sigur pentru tine c\u0103 ai nevoie de un sistem care s\u0103 \u00ee\u021bi p\u0103streze \u00eentr-un singur loc, sigur, tot istoricul clien\u021bilor t\u0103i<\/strong>, de la primele telefoane de contact, p\u00e2n\u0103 la documentele financiare.<\/p>\n\n\n\n

Acest semn ar trebui s\u0103 fie destul de important pentru c\u0103, de cele mai multe ori, aceast\u0103 situa\u021bie se transform\u0103 rapid \u00een situa\u021bii de criz\u0103 cu clien\u021bi la care se ajunge dup\u0103 \u00eent\u00e2rzieri grave, gre\u0219eli \u00een documente sau \u00een livrarea c\u0103tre client. <\/p>\n\n\n\n

6. Ai sincope \u00een livr\u0103rile c\u0103tre clien\u021bi<\/strong><\/h2>\n\n\n\n

Urm\u0103re\u0219te ritmul livr\u0103rilor tale c\u0103tre clien\u021bi. Dac\u0103 acesta este neregulat, dac\u0103 ai momente \u00een care e\u0219ti super aglomerat cu cereri de livrare urmate de momente de surplus de stoc, dac\u0103 aceste situa\u021bii sunt nea\u0219teptate \u0219i impredictibile (adic\u0103 nu se datoreaz\u0103, de exemplu, unei sezonalit\u0103\u021bi \u00een pia\u021b\u0103) atunci trebuie s\u0103 te g\u00e2nde\u0219ti la un CRM.<\/p>\n\n\n\n

Acesta te poate ajuta cu rapoarte de analiz\u0103 \u0219i date foarte clare prin care s\u0103 vezi, de exemplu, dac\u0103 luna anterioar\u0103 ai avut o cre\u0219tere cu 300% a num\u0103rului de cereri de ofert\u0103 \u0219i, ca urmare, sunt foarte multe \u0219anse ca s\u0103 ai comenzi cu 200% mai ridicate \u00een luna care urmeaz\u0103. <\/p>\n\n\n\n

Ceea ce te ajut\u0103 s\u0103 \u00ee\u021bi preg\u0103te\u0219ti din timp procesul de produc\u021bie. Practic, \u00ee\u021bi aliniezi produc\u021bia cu v\u00e2nz\u0103rile astfel \u00eenc\u00e2t se reduci la maxim livr\u0103rile uitate<\/strong>. <\/p>\n\n\n\n

\u00cen astfel de situa\u021bii ai nevoie de rapoarte de analiz\u0103 de ale companiei tale<\/a><\/strong> destul de detaliate \u0219i personalizate a\u0219a c\u0103 asigur\u0103-te c\u0103 ai un CRM bun \u0219i o echip\u0103 de consultan\u021bi cu experien\u021b\u0103<\/strong> care te pot ajuta s\u0103 \u00ee\u021bi construie\u0219ti rapid aceste rapoarte.<\/p>\n\n\n\n

7. Nu ai niciodat\u0103 timp suficient <\/strong><\/h2>\n\n\n\n

Probabil c\u0103 ar fi trebuit s\u0103 \u00eencepe cu acest simptom deoarece cred c\u0103 e cel mai important \u0219i mai clar. <\/p>\n\n\n\n

Dar \u0219tii despre ce vorbim: \u00ee\u021bi dai seama c\u0103 nu mai ai timp de nimic altceva, iar \u00een calitate de CEO sau antreprenor sau manager, \u00een loc s\u0103 te ocupi de strategia de dezvoltare a firmei, e\u0219ti \u00een fiecare zi la \u00eent\u00e2lniri cu clien\u021bii care apeleaz\u0103 la tine s\u0103 le rezolvi problemele pe care echipa ta nu le-a putut \u00eendeplini. Sau e\u0219ti \u00een permanente \u00eent\u00e2lniri cu echipa de marketing, de v\u00e2nz\u0103ri sau rela\u021bii cu clien\u021bii.<\/p>\n\n\n\n

F\u0103r\u0103 \u00eendoial\u0103 c\u0103, antreprenor, CEO sau manager fiind, prezen\u021ba ta al\u0103turi de clien\u021bii cheie este important\u0103. \u00cens\u0103 este mai important s\u0103 fii manager, nu doar om de v\u00e2nz\u0103ri \u00een propria companie. <\/p>\n\n\n\n

Ofer\u0103-\u021bi un moment de lini\u0219te \u0219i g\u00e2nde\u0219te-te unde se duce timpul t\u0103u de manager \u00een fiecare zi. Dac\u0103 peste 50% din timpul t\u0103u este ocupat cu managementul proceselor rela\u021biilor cu clien\u021bii atunci e momentul s\u0103 te g\u00e2nde\u0219ti la implementarea unui CRM. Sau la \u00eenlocuirea celui existent (sau implementare lui eficient\u0103).<\/p>\n\n\n\n

*** <\/p>\n\n\n\n

Testul pe care \u00eel po\u021bi face este foarte simplu: dac\u0103 ai \u00een compania ta cel pu\u021bin 3 din 7 aceste simptome, e momentul s\u0103 \u00eencepi s\u0103 te g\u00e2nde\u0219ti la implementarea unui CRM modern<\/a>, cu func\u021bionalit\u0103\u021bi extinse.<\/p>\n\n\n\n

<\/p>\n","protected":false},"excerpt":{"rendered":"

Care este cel mai bun moment pentru a implementa un CRM \u00een compania ta? Afla care sunt semnele care \u00ee\u021bi spun c\u0103 firma ta are \u00eentr-adev\u0103r nevoie de un CRM!<\/p>\n","protected":false},"author":71,"featured_media":11868,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"","format":"gallery","meta":{"footnotes":""},"categories":[28,24],"tags":[435,438,483,441,480],"class_list":["post-11832","post","type-post","status-publish","format-gallery","has-post-thumbnail","hentry","category-management-sfaturi-afaceri-mici","category-sfaturi-crestere-vanzari-crm","tag-crm","tag-crm-vanzari","tag-managementul-timpului","tag-oferte","tag-probleme-crm","post_format-post-format-gallery"],"yoast_head":"\n7 semne care \u00ee\u021bi spun c\u0103 ai nevoie de un sistem CRM<\/title>\n<meta name=\"description\" content=\"Cum decizi c\u00e2nd e momentul s\u0103 implementezi un CRM? 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