A CRM system not only helps home furnishing retailers manage leads, it helps stores better manage the furniture sales staff by tracking every time a salesperson touches a lead.
Quality CRMs give a salesperson suggestions on the next best step for engaging the shopper, much like PERQ’s software walks a consumer through each phase of the shopping process. That moves the sales staff closer to converting a sale, while also allowing them to build customer relationships.
Big Sandy Furniture Sales Staff Manages Leads in CRM
Big Sandy Superstore designated its own “PERQ Specialists” within each department of its Midwest stores to handle an increase in website leads. When an online shopper’s information comes through the store’s CRM, it’s tagged as a PERQ lead and the onsite manager receives a notification. They can then assign leads to a specific salesperson and track the progress.
“I divvy out the leads to our team of specialists and make sure my sales people are following up.”
“Anytime a PERQ lead comes through, I get an email,” says Laron Botkins, manager of the Big Sandy Superstore in Maysville, Kentucky. “We try to follow up on that email immediately. I divvy out the leads to our team of specialists and make sure my sales people are following up.”
How a CRM Can Help Your Furniture Sales Staff
In addition to making a sales staff more accountable and efficient, a CRM:
- Alleviates battles among sales associates by streamlining a store’s retail-up system.
- Gives salespeople an edge by providing loads of details on potential customers before they even enter the store.
- Opens up the opportunity to make repeated sales to the same customer.