We saw in this post how a CRM should incorporate lead management capabilities. Since a successful sales-force would convert many leads into accounts, account management is of paramount importance in the sales cycle. It is accounts that generate revenue for any organisation. The logical next step therefore is to take a look at the account management capabilities that should be an integral part of any CRM.
Accounts are converted leads where business has been closed or an opportunity for business closure exists. Accounts will have details of existing (or prospective) products or services, expected and generated revenue, key contact details and existing opportunities. In addition, all customer cases, queries, complaints etc. should be tagged to the respective accounts and acted upon. It should also allow quick access to relevant documents (if any) associated with the account.
Consequently an effective CRM should have robust Account Management capabilities to help track and manage all accounts along with product, opportunity, activity, contacts and case details. Moreover, a document management system that allows you to upload, tag, store and search relevant documents is essential.
Deskera provides the complete account management solution with its CRM. Key benefits of using an account management through its CRM are:
- Maintain Comprehensive Account Details
- Provide Extensive Account Support and Customer Service
- Add an Activity, Opportunity, Contact or Case to any Account
- Add Documents to any Account
- Easy spreadsheet functionality
Please go through the following short video demonstrating how to use Deskera CRM to manage accounts: