Is your organization getting the most it can out of your Zoho CRM activity data? Capturing CRM data is the heart of reporting and analytics for a lot of decision makers, and falling short in this arena can impact your business. Access to good data is a lifeline.
It’s easy for users to fall into routine, and to use their CRM in the same old ways that are comfortable, familiar, and feel simple. And that’s the catch — it feels simple — when in reality, a slight change in a user’s data entry habits could garner information and efficiency gains for your business. Keep reading to find out if you are utilizing your Zoho CRM activity data capturing capabilities to the fullest. If you already are, maybe it’s time to consider employing some of Zoho’s newest features.
Checklist: Do your users take advantage of Zoho CRM activity functions?
A number of Zoho CRM Activity features are standard and you may not be using them now. Here’s a short checklist of low-hanging fruit you should really consider if they’re not already a part of operations.
⬚ Calendar Sync
Zoho CRM syncs with the following calendars:
- Gmail / Google
- Office 365
- Apple Calendar
- Zoho CRM Calendar
Synching your calendar to Zoho CRM allows functions such as calling directly from the calendar for your scheduled activities. And it streamlines scheduling those follow up calls!
Calendar sync also improves visibility with your teams. Calendars can be shared so other users can view them, and users can set email reminders for the people they’re engaging with. With a sync to Zoho CRM, users are able to edit and view their calendar activities on any device wherever they are.
⬚ Mobile Sales App
Speaking of “wherever,” the mobile sales app for Zoho CRM is another powerful tool for your teams in the field. From sales to service technicians, none of us is really ever without our mobile phone these days. Is your organization taking advantage of these opportunities to reference and capture data on the go?
- Use global search to look up contacts, and call directly from the app. Notes can be typed in or use the voice-to-text feature by speaking notes into your phone!
- When working offline, any changes made to Zoho CRM will automatically update and sync when you reconnect. No more wasted flight time, or worrying about not having a connection in the field.
- With Zoho CRM mobile app, every activity for your day is available any time, and new ones can be scheduled there, too.
- Find customers and prospects in your vicinity by viewing the map. Get the most out of sales conversations when you brush up on their details before calling or stopping in. (P.S. It can also navigate to the account address!)
- Zia is available in Zoho CRM mobile app. This AI acts as a virtual assistant that can help with simple tasks like changing a deal status, calling contacts, creating a new record, and adding notes to records.
⬚ Workflow Automation
Being timely in interactions with leads and contacts is an essential part of ensuring a great customer experience. Zoho CRM helps with this when you implement Workflow Automation. After setting up, it can alleviate all the smaller tasks associated with a sale. Your team will appreciate the automated forms, reports, CRM notifications, and contact or lead follow-ups. Cutting down the noise helps create more space for efficiency. Your teams gain the time required to close deals, resolve customer pain points, and keep on top of upsell opportunities.
Don’t forget — workflow insights show you what’s working, or not.
⬚ Custom Functions
Perhaps your Sales, Marketing, Operations, or Finance departments are all using Zoho and your business has a particular process that can’t quite be captured by Zoho’s many standard functions – enter the custom function.
Whether you do it yourself using Zoho Creator, or work with a consultant like ZBrains, custom functions serve to assist in bringing your vision to reality.
New Features in Zoho CRM for Activities and Beyond
At ZBrains, we took a particular interest in a handful of the new Zoho CRM features this year. Maybe you’ve already seen them? If you’re using any of these, are there opportunities to improve and refine your processes across departments? From segmentation and attribution to analytics, and sales pipelines, these new features allow you and your teams to get focused using a data-driven approach to business. Let’s take a look:
Customer lifetime value is an incredibly important metric for most businesses because we know it’s easier to convert a sale when your client knows you already. Use this feature to find your most valuable customers based on a model of recency, frequency, and monetary value of their purchases. Gauge their lifetime value with this tool and let your sales and marketing professionals identify existing up-sell or cross-sell opportunities.
Your business can further segment customers for focused selling or special campaign initiatives using dimensions like product interest, geography, industry, or a combination of factors.
Now you can customize your incoming and outgoing call details. Capture sentiment, call purpose, or any data needed using pick lists, text fields, and more. Call customization can also include Workflows, allowing you to streamline the data required for various types of call interactions.
Webform analytics & testing
Webforms in Zoho CRM is key in capturing new leads and the interests of your website visitors. Boost lead generation efforts with webform performance analytics. This new feature allows you to track webform fields and geographical information so you can more easily identify why your forms aren’t converting and revise them for better outcomes. Lead revenue can be attributed to your webforms, giving your business and end-to-end view of the most profitable leads.
A/B testing gives you the data needed to refine and improve lead capture with webforms. Your marketing team are not a mindreader, but this tool can get one step closer to delivering what appeals most to your website visitors.
Remember, your webforms can connect right up to Workflow Automations to inform your sales agents immediately when valuable new leads enter the pipeline.
New Marketing Attribution features allow your business to fortify the connection between sales and marketing and continuously refine for results that improve over time. You can identify:
- Which campaigns result in the best ROI.
- Which campaigns have attributable revenue.
- Overall campaign performance.
- Best performing sales & marketing channels.
- Sales pipeline effects of your campaigns and more.
Every business is slightly different, and yours is likely no exception. This could mean that within your business you experience the need for multiple sales pipelines in order to accurately capture data like sales and marketing activities about your lead-to-customer journey.
The new Multiple Pipeline feature in Zoho CRM enables your teams to capture that data in a meaningful way allowing for special pipeline factors like geography or territory, product line, and more. With multiple pipelines, you can create custom stages with specific activities and data entry requirements to meet your business needs. Then you can use this data in reporting to analyze your sales pipeline performances.
Earlier in the article, we mentioned Zia, the Zoho AI application that can help with tasks like creating activities, placing calls, and more. But with recent feature updates, Zia now assists with Intelligent Automation. It can suggest macros to automate that make the life of a sales agent or consultant much simpler, alleviating repetitive tasks that somehow suck up hours each week. Zia uses your routines to suggest macros, but they can also be created independently.
Which repetitive sales routines would you automate?
Final Thoughts on Zoho CRM Activity uses and New Zoho CRM Features
No one knows your business better than you – so, you shouldn’t feel pigeonholed to use Zoho in a way that doesn’t make sense for your teams and your business. You can take advantage of the features we talked about above, gaining traction by employing their benefits and customizing your Zoho CRM environment.
Whether you’ve decided to start on your own and need a little help, or are interested in assistance from our certified Zoho professionals, we’re here to sit down with you in a consulting engagement called a Business Process Analysis. [link Zoho Difference] Our goal is to learn about your business and offer a solid plan for moving forward – a technological roadmap. Your plan will contain a certified Zoho solution, something we can stand behind. Contact us any time.