One of the most important foundations at a successful construction business is customer relationships. Yet many construction firms still rely on spreadsheets or pen and paper to keep track of customer data which means lost opportunities.

 

As the industry gets more competitive, a true sales process will be the differentiator between meeting revenue goals and keeping customers happy.

 

Using customer relationship management (CRM) software to manage relationships is the answer. There’s good reason why. CRM software is the fastest growing software market in the world, according to leading technology analyst firm Gartner. A sizeable ROI and significant uptick in productivity has been proven time and time again for companies in every sector and that goes for the construction industry too.

 

If you’re ready to track bids efficiently, win more jobs and manage those key relationships, you’ll need to be on the lookout for a CRM with the features you need. Consider the following so you can choose the right CRM in the construction industry:

1. Adoptability Factor
   To reap the benefits of a sales CRM, your sales teams need to actually use it. Easier said than done. That’s because sales teams may be used to the "old way" of doing things. Software can be complicated, so users give up. There simply may be resistance to change. Choose a CRM with a high adoptability rate and easy-to-use features to beat the odds and to get your sales teams on board.
2. Realistic Implementation Costs
   Evaluate what a CRM implementation realistically involves. Be aware of the extra costs and if extra engineering or consulting resources are required. A CRM solution can be up and running in weeks and at an affordable cost.
3. Mobile CRM
   Always choose a CRM that is responsive, flexible and mobile. Sales teams need to build relationships on the go to stay competitive, so it’s important your CRM is accessible across web-enabled devices.
4. Easy Customizations
   Some CRM solutions take weeks or even months to configure. If you don’t have that time, consider CRMs that are immediately, 100-percent customizable. Changing and updating categories like sales team roles, deal stages, activity categories, lead sources and tasks should be easy to do.
5. Sales Pipeline Tools
   A well-managed sales pipeline is the difference between chance and consistent sales – especially in the construction industry. Be sure you have a full view of the customer’s history. Features like deal tracking, lead management, data importing, custom list views, sales team management, and email integration help accomplish this.
6. Reporting Features
Construction companies must be able to customize reports based on wins, losses and opportunities. Solid CRM reporting features improve the sales process and create accurate, influential forecasts.

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