My first year at Base I was working on our implementation team helping clients get set up with Base. As I transitioned to the sales team, I began using Base more in depth on a daily basis and realized a few areas that I found extremely helpful and unique compared to other CRMs I had used in the past. Here are 5 key areas that I want to make sure each sales rep and manager is able to leverage to get the maximum value out of Base.
View Your Appointments on a Map
Are you often on the road meeting with clients? Do you hate being limited to seeing your calendar in a list view? Me too! When you are setting up your calendar in Base, make sure that the client address is included in all scheduled appointments. This way you can actually see your calendar not only in the typical list view of appointments, but also on a map view.
From this screen you can select directions, and Base will even tell you how much time you have between each appointment. You also can easily add another follow-up appointment and copy over the location from the contact with a click of a button.
Let Others Know You’re Running Late
Running late to a meeting? From Base’s web platform, you can click on the calendar event and select “running late.” This will trigger an email to the attendees to let them know you are running 5, 10, or 15 minutes late, depending on the timeframe you select.
Now, if you’re an Android user, you are provided with an additional whimsical little treat: the all-powerful snail! From the calendar view on your Android phone, you can select the snail in the top right corner to select the number of minutes that you are running late, and Base will send out that email while you wrap up your current obligation.
The same functionality is available on your iPhones and iPads; however, if you would prefer an adorable snail to a three-dot menu selector, it might be time to visit the phone provider nearest you. (Disclaimer: Base CRM equally endorses both iOS and Android platforms).
Get Your Contracts Signed Faster
Have you ever had a client stop responding to you as you were expecting them to sign a contract? In Base, you can customize your personalized notifications to help in just this scenario! You can set up filters to say that you only want to be notified about deals that are owned by you and are in a certain stage or higher (e.g. the final stage, which implies you have sent a contract or are waiting on final confirmation). Set the trigger as “when your email was first viewed.”
This will alert you the moment that your client views that contract email, which gives you the perfect opportunity to pick up the phone and see if they have any questions. It also can help you sleep a bit better while you are waiting for a response, as you can at least know that your contact has seen your email and is actively thinking about it, versus worrying about it getting buried in a sea of other things to do.
Stay in the Know about Your Clients
This tip is extremely helpful for client relationships that are managed by more than one person within your company. For example, at Base, I might have an implementation consultant, account manager, or support representative interacting directly with one of my clients. Within personalized notifications, I can also set it up so that I am notified when a note is added or when a custom field changes in one of my accounts.
What’s more, when I select “email notification,” it doesn’t just send me an email saying that a note has been added; it actually shows me the note in the body of the email. If I want to click into the contact to see more details, I can do so straight from the email, or I can just continue with my daily tasks.
Analyze Your Own Performance
In other CRMs that I have used, I had to wait for my manager to inform me of how I was doing from a metrics standpoint. Monthly and quarterly performance reviews were always a bit of a wild card as it wasn’t easily accessible to see how I was converting deals from certain stages, or how long it was taking me to get real traction on a deal. Base has a plethora of reports that are accessible to all users that allow you to be proactive about your professional development.
One of my personal favorite reports is Stage Conversion by Owner (available on Professional and Enterprise plans). No matter how the deal values vary among a sales team, or the industries you are working on, you want to make sure that you are always moving deals along. This is exactly what this report shows you. In fact, you can actually collapse certain stages to simplify the report you are looking at.
In this report, you see the dots for your conversion rates between each stage. Ideally, in a sales cycle you want to always be increasing your conversion rate as you move later in the stages. If you have the first few stages trending down and to the right (showing an increase in conversion rate at each stage), but then you have a lower conversion rate for a final stage in the pipeline, then you have identified an area to improve. You can even collapse the first few stages by clicking on their names to see what your total conversion rate is as if those were one stage, allowing you to focus on your opportunity area.
If your permissions are set up so that you can see your colleagues deals, then you will also be able to see how you compare and leverage the expertise of your peers to learn what they are doing. Once again, this is taking sales performance to a new level since anyone can look at quota attainment, but not many people look into how they are converting from each stage in the pipeline and be proactive about improving their own skill set.
If you’re a current Base user, what other functionality have you found helpful? Be sure to share your thoughts in the comments below. And if you’re currently in the market for a new sales platform, download our free CRM Buyer Kit!