Over the last few years, CRM systems have become increasingly popular. Because everyone wants to improve their business operations, automate their daily tasks, and manage their customer connections more effectively. And you can do it for little or no money at all with CRM!

However, in order to reap the benefits, you must keep up with the ever-changing CRM trends, which can be daunting. To assist you, we created a list of CRM trends that you can use to take your company to the next level. So, take a pen and a piece of paper, and jot down the 2022 success formula!

What are the benefits of CRM for your company?

CRMs have progressed from simple contact management tools to comprehensive all-in-one solutions for managing and developing organizations of all sizes. You may track the buyer’s journey and make data-driven decisions to boost sales and revenues with their aid. To mention a few, here are the key benefits of CRM systems for B2B businesses:

Analytical reliability

A customer relationship management system collects client information and assists you in uncovering useful insights that can influence your business decisions. You can decide what customer categories you need based on the collected data, create effective customer retention techniques, figure out which clients provide the most earnings, undertake predictive modeling—the options are unlimited. B2B CRM systems are critical for business growth and efficiency.

Many tedious chores have been eliminated, workflow issues have been resolved, and customer interaction has improved. It’s best to avoid running a business without CRM because you’ll be left behind by your competition!

Visualization of data

Because salespeople take so many steps to move leads down the sales funnel and convert them into customers, it’s critical to keep track of the whole sales pipeline. Visualization is the most effective method for accomplishing this. Getting in touch, following up, talking, and trading can all be tracked graphically to see how the business is going.

A smooth sales procedure

A B2B CRM system typically includes a set of tools that allow you to organize the entire sales process, from data collection to customer database management, tracking customer interactions, and transaction processing. It’s no surprise that having so many tools and features at your disposal and actively using them will help your business grow.

• It also keeps track of and organizes all kinds of data and contacts, from leads to business partners.
• It can track customers, score leads, and prospect details, keep track of sales activity, and develop focused marketing strategies.
• It helps businesses scale and flourish by providing excellent client experiences and providing 360-degree consumer involvement.

Facts on CRM usage

A CRM is used by 91 percent of businesses with ten or more employees.

CRM software is used by 91% of companies with more than 11 employees, compared to 50% of companies with fewer than 10 employees. CRM is quickly becoming a required component of all corporate technology. According to Grandview Research, a CRM is used by more than 91 percent of organizations with 10 or more employees to manage client conversations.

One of the fastest-growing areas of customer experience technology is CRM analytics.

By 2030, the global CRM market will be worth 157.6 billion dollars.

Do you realize how quickly the CRM market is expanding? The global customer relationship management market was assessed at USD 52.4 billion in 2021, with a CAGR of 13.3 percent predicted from 2022 to 2030.

Why do we care about CRM market share? The consumer preference for CRM over other alternatives or similar software is revealed by market share. A higher market share usually means better sales, less effort to sell more, and a high barrier to entry for new competitors.

CRM is most useful in the B2C and retail sectors.

CRMs are widely employed in a variety of industries. Given that virtually every company requires some form of CRM, it’s not surprising that no single industry accounts for the majority of CRM buyers.

Salesforce is the preferred CRM for growing enterprises.

Salesforce has proven to be the most popular option for expanding and small organizations. Salesforce CRM will have a market share of 19.5 percent in 2020.Salesforce is currently ranked number one in CRM market share for the eighth consecutive year in 2021.

Salesforce has over 150,000 customers and 29,000 employees around the world. And Salesforce leads in CRM market share over Microsoft and Oracle.

From 2009 through 2023, IT (information technology) sectors around the world are estimated to spend $672 billion USD on corporate software.

Several business software sub-segments, such as business process management software, enterprise resource planning software, and customer relationship management software, have grown into massive industries in their own right. CRM software analyzes and optimizes business connections with current and potential clients, with sales expected to exceed 47 billion dollars by 2022. Also, IT investments around the world are expected to reach $672 billion in 2022, an increase of 11% from the year before.

The rate of CRM growth is astounding: $128.97 billion by 2028.

From $58.04 billion in 2021 to $128.97 billion in 2028, the global customer relationship management (CRM) market is expected to grow at a CAGR of 12.1%. Furthermore, the global CRM market is expected to be worth $52.64 billion in 2020. In the same year, the pandemic had a significant impact on CRM demand. As a result, businesses in the digital age needed a new way to communicate with customers.

For enterprises, using mobile CRM has resulted in a 50% increase in productivity.

Leaders in the CRM sector are still focusing on laptop and desktop usage. Mobile CRM, on the other hand, is growing at an annual rate of 11%. Because individuals are spending more time on their phones, it is reaching $15 billion globally.

Companies upped their mobile sales targets by 35 percent, up from 22 percent, according to CRM market figures.

With COVID 19, CRMs are even more necessary to provide excellent customer experience.

Extraordinary customer experiences allow businesses to accomplish more than just making sales. That is, they assist in the formation of relationships. Fifty-three percent of buyers say the companies from which they buy the most have a strong emotional attachment. Customers believe that a company’s response to a crisis reflects its credibility 90 percent of the time.

CRM also provides a personalized approach to accomplishing it. CRM does a great job of keeping track of customer information that comes from digital sources and is entered into the customer record by sales and service workers.

AI-enabled CRM operations will generate $1.1 trillion in additional revenue for businesses.

According to the Salesforce-sponsored report, AI-powered CRM operations would increase business revenue by $1.1 trillion between 2017 and 2021 while also creating more than 800,000 direct and 2 million indirect jobs worldwide, far outnumbering those lost to AI-driven automation. The report says that $121 billion and $265 billion, respectively, of the $1.1 t

Higher and repeat sales are driven by excellent customer service.

This tendency is expected to continue, as 73 percent of CEOs believe that customer service and corporate performance are inextricably linked. In this new corporate environment, customer service representatives are becoming increasingly important. And a company’s financial performance is frequently linked to whether it meets or exceeds customer expectations.

As a result, a CRM that is also a complete customer service improvement tool can help your company recover from its low revenue.

CRM is used for sales reporting by approximately 82 percent of businesses.

According to a recent Grandview Research study, 82 percent of businesses use CRM systems for sales reporting and process automation. On the other hand, business leaders are relying more and more on CRM solutions to handle actionable customer data.

Marketing automation combined with CRM works wonders: CRM is used for marketing automation by 79% of businesses.

Marketing automation aids in the generation and nurturing of leads. CRM, on the other hand, tends to drive and improve sales. Furthermore, a CRM platform is designed for sales representatives, whereas a marketing automation system helps team members focus on marketing.

As a result, the target audience is a top consideration for businesses. According to 65% of marketers, their automation strategy is very effective. Only 18% of salespeople’s time is spent on their CRM system.

According to 47% of users, CRM aids in both customer retention and satisfaction.

The CRM was created to help you track the return on investment of your sales and marketing efforts, but how did businesses react to their CRM investment? Nearly half of the respondents said CRM had improved client retention and satisfaction significantly. Similarly, 45 percent of respondents claimed that utilizing a CRM enhanced their revenue, and 39 percent said it helped them uncover more upselling and cross-selling opportunities.

Final Thoughts

CRM is essential for attaining organizational objectives. CRM adoption statistics show that firms who utilize CRM effectively believe that such systems are crucial to attaining their revenue goals. Simplicity, minimalism, and clarity are the current worldwide development trends.

Users who don’t need a million functions to address their problems, such as small and medium-sized firms, can readily adopt products with these characteristics. That’s why it’s fantastic that there are now CRMs that are both accessible and usable while also being multipurpose.

Martin Gessner

Martin Gessner is the Founder of Focus on Force.

He has spent over 10 years working in various Salesforce roles including business analyst, project manager, consultant and solutions architect. Along the way he has earned twelve certifications, published "The Salesforce Career Playbook", and helps Salesforce professionals learn more about Salesforce, develop their career and prepare for certifications.