[et_pb_section fb_built=”1″ _builder_version=”4.17.6″ _module_preset=”default” global_colors_info=”{}”][et_pb_row _builder_version=”4.17.6″ _module_preset=”default” global_colors_info=”{}”][et_pb_column type=”4_4″ _builder_version=”4.17.6″ _module_preset=”default” global_colors_info=”{}”][et_pb_text admin_label=”Introduction” _builder_version=”4.27.4″ _module_preset=”default” header_2_font_size=”28px” hover_enabled=”0″ header_2_font_size_tablet=”22px” global_colors_info=”{}” sticky_enabled=”0″]<\/p>\n
Customer relationship management (CRM) platforms are more popular than ever. Chances are your agency is already using one. If you\u2019re not, then you might feel it\u2019s high time to adopt CRM for an agency.<\/p>\n
What do hundreds of agencies from around the world say about the challenges they face and how to solve them? Download the insights report \u201cChallenges agencies face\u201d to find out.<\/a><\/p>\n More than 40 percent of teams say they aren\u2019t using all the features in their CRM, though (MarTech<\/a>). That means they\u2019re paying for software with many bells and whistles they may not actually need.<\/p>\n Which features should you look for in a CRM for an agency? We\u2019ve narrowed it down to these ten.<\/p>\n [\/et_pb_text][et_pb_text admin_label=”1. A CRM for agency workflow automation and management” _builder_version=”4.17.6″ _module_preset=”default” global_colors_info=”{}”]<\/p>\n There are quite a few features to look for in a sales CRM, some of them more important than others. One of the most important is workflow automation and management capabilities.<\/p>\n You may not think of workflow automation immediately when you\u2019re talking about CRMs. Yet, automating many of the day-to-day tasks that bog them down can free up your sales team\u2019s time. In turn, they can get back to doing what they do best: selling.<\/p>\n Management can also help your team see what steps have already been done and which ones they need to take now. That makes it even easier for different team members to step in and assist a client whenever they need to.<\/p>\n [\/et_pb_text][et_pb_text admin_label=”2. Sales analytics and reporting drive agency success” _builder_version=”4.17.6″ _module_preset=”default” global_colors_info=”{}”]<\/p>\n Another must-have feature of a CRM for an agency is sales analytics. CRM platforms can collect a lot of important data.<\/p>\n That information isn\u2019t all that helpful until you can crunch the numbers. This is why analytics tools are imperative to have in your sales CRM. With them, you can let the platform collect and analyze the data for you. Once you have those insights in hand, your team can refine the sales process and develop a more strategic plan. If your CRM doesn\u2019t have built-in analytics, your team could miss vital insights to supercharge your sales.<\/p>\n [\/et_pb_text][et_pb_text admin_label=”3. Contact management for your agency CRM” _builder_version=”4.17.6″ _module_preset=”default” global_colors_info=”{}”]<\/p>\n Contact management is one reason agencies invest in sales CRMs to start. With a client database and contact management, you\u2019re in a better position to keep tabs on all your clients.<\/p>\n Contact management can help your team discover duplicate customer profiles. It can also help keep client data up to date. That’s in addition to transferring data between billing, marketing, and other key teams.<\/p>\n Finally, contact management also lets you see when and how you were last in touch with someone. In turn, your salespeople are in a better position to follow up with the right content at the right time.<\/p>\n [\/et_pb_text][et_pb_text admin_label=”4. CRM for agency sales team performance monitoring” _builder_version=”4.17.6″ _module_preset=”default” global_colors_info=”{}”]<\/p>\n You might not have thought of your CRM as a tool for monitoring your team\u2019s performance. However, the best sales CRMs can help you keep tabs on how your salespeople are measuring up.<\/p>\n Features like live activity feeds let you know what your sales team is doing at any given moment. Data about past activities also highlights productivity for the whole team, as well as for each sales person.<\/p>\n This data can provide key insights. Who had the most \u201cwins\u201d? Their activity patterns might reveal how they\u2019re doing it. If other salespeople are struggling, you might ask them to test out what your sales stars are doing.<\/p>\n Not only does this improve individual performance, you can also use these insights to build a repeatable sales process. With that in hand, you can up your chances of success\u2014and you can help your team work toward sales automation<\/a> to improve sales as well.<\/p>\n [\/et_pb_text][et_pb_text admin_label=”5. Get cross-platform functionality in a CRM for your agency” _builder_version=”4.27.4″ _module_preset=”default” global_colors_info=”{}”]<\/p>\n Is your sales CRM desktop only? That could be something holding your team back, especially in the age of hybrid work. Today\u2019s salespeople don\u2019t work only from their desk in the office.<\/p>\n In fact, your team could be working from almost anywhere, at any time, as remote work continues to rise (Forbes<\/a>). They might be taking their laptops with them on the road. Team members could also be hopping on a sales call while they\u2019re at the airport. They might use their phones to login to the dashboard so they can do some work at a tradeshow or between meetings.<\/p>\n To support this kind of flexibility, many companies are also turning to workspace management platforms such as Archie<\/a>, which make it easier to coordinate hybrid teams and manage office resources from any device, including smartphones. Such tools complement CRMs by streamlining collaboration and helping distributed teams stay connected wherever they work.<\/p>\n Wherever your team members are working, you want a CRM that goes with them. Make sure the CRM for your agency works on mobile as well as desktops and laptops, so it can keep up with your team.<\/p>\n [\/et_pb_text][et_pb_text admin_label=”6. Customization is key for agency sales CRMs” _builder_version=”4.17.6″ _module_preset=”default” global_colors_info=”{}”]<\/p>\n A CRM for an agency should have some degree of customization options. After all, your agency is unique. You might focus on digital marketing versus traditional media or PR. Maybe you serve different verticals with very different needs. It could even be that your focus is on local businesses or SMBs. They have different needs from giant multinational corporations.<\/p>\n The CRM platform you choose should reflect that.<\/p>\n Customization options are key to making sure you\u2019re investing in a CRM that works for your business. It can also help you ensure you\u2019re getting the tools you need\u2014and not the ones your team will never use.<\/p>\n [\/et_pb_text][et_pb_text admin_label=”7. Help your team with built-in email marketing” _builder_version=”4.17.6″ _module_preset=”default” global_colors_info=”{}”]<\/p>\n Most agency leaders decide to get a CRM for sales. It might seem counterintuitive to make sure a tool you\u2019re getting for sales also has marketing features, but it makes a world of difference.<\/p>\n Why do you need marketing tools with your CRM? Sales and marketing often go hand-in-hand. After all, a lead might not be ready to buy yet, so sending them a proposal or asking to book a demo might scare them off.<\/p>\n With marketing tools, your team can stay in touch with all your leads. Marketing can send relevant and interesting materials to support leads on their buying journey until they\u2019re ready to buy. Marketing automation might also let you respond to messages on social media. It also means you get email automation<\/a>, so your salespeople can send out hand-picked content. Customized email campaigns have higher conversion rates, after all (Medium<\/a>).<\/p>\n In short, your sales process needs to integrate with your marketing efforts. That means your sales CRM needs to be seamlessly integrated with marketing tools. When the two of them work together, your team can go further.<\/p>\n [\/et_pb_text][et_pb_text admin_label=”8. Discover an agency CRM with plenty of integrations” _builder_version=”4.17.6″ _module_preset=”default” global_colors_info=”{}”]<\/p>\n Third-party integrations are important for any technological tool for your agency. After all, it\u2019s not like you only use one piece of software\u2014even if you would prefer having an all-in-one platform.<\/p>\n A CRM with third-party integrations is a must for agencies then. You want to be able to connect the programs you\u2019re already using, so you can make the most of the platform you adopt.<\/p>\n If your sales CRM<\/a> also integrates with other platforms\u2014like marketing or a billing\/payment platform\u2014this is even more helpful.<\/p>\n Check out which third-party integrations your sales CRM offers. If you\u2019re missing key integrations, then it might be time to make a switch.<\/p>\n [\/et_pb_text][et_pb_text admin_label=”9. Don\u2019t go without lead management in a CRM” _builder_version=”4.17.6″ _module_preset=”default” global_colors_info=”{}”]<\/p>\n No CRM for agencies<\/a> should be without this key feature. Lead management\u2014also known as opportunity management\u2014helps you keep track of when you\u2019re most likely to get a bite.<\/p>\n The best platforms keep track of key statistics about your prospects. This might include information on how often they open emails or what content they\u2019re engaging with. In turn, the platform can provide insight into how hot a lead is\u2014and when the ideal time is to follow up.<\/p>\n In essence, this feature lets you know when you have an opportunity. With those insights, your sales team can make the most of any lead. They can follow up with hot leads who are most likely to strike a deal.<\/p>\n Lead management can also tell you where each prospect is in the pipeline. Then, the platform will make suggestions for how best to support them in moving to the next stage.<\/p>\n [\/et_pb_text][et_pb_text admin_label=”10. Look for appointment scheduling features” _builder_version=”4.17.6″ _module_preset=”default” global_colors_info=”{}”]<\/p>\n Last\u2014but not least\u2014the sales CRM you pick for your agency should have built-in appointment scheduling<\/a>.<\/p>\n1. A CRM for agency workflow automation and management<\/h2>\n
2. Sales analytics and reporting drive agency success<\/h2>\n
3. Contact management for your agency CRM<\/h2>\n
4. CRM for agency sales team performance monitoring<\/h2>\n
5. Get cross-platform functionality in a CRM for your agency<\/h2>\n
6. Customization is key for agency sales CRMs<\/h2>\n
7. Help your team with built-in email marketing<\/h2>\n
8. Discover an agency CRM with plenty of integrations<\/h2>\n
9. Don\u2019t go without lead management in a CRM<\/h2>\n
10. Look for appointment scheduling features<\/h2>\n