The benefits of CRM for insurance sales offer a swift transformation from going paperless to adopting automation that is a key step in the sales process to closely monitor customer behavioral insights, track each purchase progress, and substantially quote sales requests and aspects of the sales funnel. Now let’s take a closer look at how CRM for sales work and draw its importance in the insurance industry before diving into the many ways – let us learn more about how this intelligent, user-friendly tool can determine the best solutions to market the customer demands and needs.
Traditional sales processes can be incredibly time-consuming, effectively expensive and continue to have inconsistent long-term growth. Fortunately, with the emergence of AI-powered technologies, with easy and hassle-free CRM solutions, businesses can employ different services beyond the traditional measures which accelerates higher performance, operational efficiency, and sales growth.
Irrespective of insurance agencies discovering ways to boost sales or branch out to new market trends has become a complex thing to solve, to achieve the former – streamlining the sales process by using automation with a well-designed CRM software will help attain maximum ROI and improve customer experience.
Did you know? A Salesforce survey observed that 79% experienced the right CRM solution that’s intuitive, and reliable and automates the whole business process maximizes more ROI and sales potential.
CRM sales processes for insurance companies work a great deal to accomplish goals same as traditional sales processes, but with various steps and different ways to drive the sales funnel results in saving time and being more cost-effective. Therefore, CRM allows the right leads to be advertised for efficient sales performance which exponentially decreases the fail rate and provides insurers with better market visibility and resources.
Why is CRM for Insurance Sales important?
As digitalization has transformed the way businesses interact with customers. Many market leaders have already stridden towards adopting AI technologies in their business and have helped harness a strong relationship with new-gen customers. On the other hand, insurance companies who are lagging in providing inventive and user-friendly interfaces is not the only concern but the competition within the industry which focuses only on crucial customer engagement functions is the key complex reason. With such challenges, insurance providers have been failing to deliver potential customer demands due to multiple data silos, scattered communication channels and legacy platforms which ultimately impacted new customer engagement strategies.
Integrating an Insurance CRM software can effectively manage customer information in a way that easily generates customer experience. This information acquired from CRM helps insurers to provide personalized consultations to prospective leads which thereby accelerates the sales conversion process. For instance, while selling insurance products, agents or sales reps are aware that customers will initially turn to comparison sites and online quotes for obtaining insurance.
A well-designed CRM can provide customers with relevant information about the product or services by using an automated tracking system that will allow user data, policy information and renewal dates of a potential lead before human intervention. Thus, instead of a sales manager manually assigning each lead to a sales rep, CRM benefits by capturing leads to fill policy forms or quote requests automatically based on demography, geography, record sales or even product-wise interest.
Post-pandemic the insurance industry has seen a windfall of interest in adopting CRM systems that skyrocket business efficiency and sales growth. Here are a few key statistics indicating the importance of CRM in the insurance industry and how the CRM sales process boosts profit margin, increase productivity, and enhance customer experience simultaneously.
5 Key Benefits of CRM for Insurance Sales
Legacy systems are expensive to maintain and get too complex to replace in the long term, which is why most insurance executives still use them, despite acknowledging the end-of-life. However, agile CRM software is a viable investment for insurance companies enabling them to provide 24/7 accessibility, collaborate on cross-functional opportunities, effectively allow insurers to segment customer data with personalization, leverage standardized policy data, campaign, and lead management to break down hierarchical boundaries, prevent data silos, and achieve the common goal of saving time and reducing cost
In simple words, right from Centralizing information, and introducing automation to boosting forecast accuracy – CRM software caters it all that not only simplifies the business performance and workflow efficiency but also lists down potential prospects and nurtures lead scoring for swift sales conversion.
To gain 360-degree visibility and find the competitive edge with Insurance CRM software. Here are 5 highlighted benefits of CRM for insurance sales that allow insurers to allocate resources seamlessly and determine which area to focus on to increase overall customer service and sales.
Access to centralized data management
Insurance is a data-driven industry that time-to-time deals with managing massive data that bring in humongous responsibility to keep it secured. However, nowadays customers are concerned about how a company chooses to partner and deal with data compliance and security, especially with medium size insurance providers. Before mitigating the myriad challenges understanding them is crucial.
Keeping track of each data and information that is required throughout the sales process can be tedious and time-consuming. Using intuitive CRM systems comes in handy for insurers so that they can effortlessly input better data management, track sales cycle, record client history and customer behavioral insights into a user-friendly, centralized database.
A Salesforce survey observed that 54% of companies integrating CRM system created a substantial impact in centralizing database that has immediate access to customer profile, KYC information, dedicated customer segmentation, renewal, and policy information.
For Instance, the information of the potential customer will be scattered over various unrecognized data sources, policy types, models, merger/acquisition documents, and claim filling details, especially with long-term existing customers. Thus, all-inclusive CRM software for insurance ensures:
- Top-down data quality training,
- Detailed documentation for data quality improvement
- Standardize and automate policy renewal data easily and efficiently
- Customer onboarding program for the new employees to learn about data quality
Automate new policy sales and renewals:
Whether insurers are closing an existing policy of a customer or just piling up with a few additional information relating to insurance selling of policy, claims or renewals. Finding the right set of policies, and procedures, and filling each customer details is a time-consuming and tedious process to perform. Unfortunately, this slows down employee productivity and impacts customer experience and poor sales growth.
Did you know? Insurance sales rep spends 60% of their time working on manual policy selling and data entry which significantly impacts their productivity and sales cycle.
In such cases, CRM for insurance sales benefits from smooth automation of customer details including policies purchased and claim submitted. Additionally, automating potential prospects and customer communication armed with customer and sales insights for renewals reminders, policy notifications and update customer policies etc.
Therefore, CRM for Insurance sales empower insurers to take charge of their own time and sketch out foolproof sales workflow that guides teams with end-to-end sales journey and ensure agents or reps with a consistent process to automate lead management, customer support, policy management, and dedicated campaign management and other several time-consuming aspects of managing the sales process.
Segment cross-collaboration signals:
Customer-facing employees like agents or sales reps use centralized insurance CRM system to unlock up-selling and cross-selling opportunities. This centralized database offers insurance providers to uncover customer preferences, behavioral insights, predict current and future needs and majorly turn satisfied leads into loyal customers. However, as insurance companies evolve there are chances of higher profitability of data silos, inaccuracy, and mismanagement of customer profiles. For that, leveraging CRM platform welcomes more cross-selling opportunities that can be a great way of increasing sales and enhancing customer experience.
For Instance, when any Medicare prospects visit the dental insurance page and spend about 10-15min going through the various policy information before dropping off then it is a clear sign that the customer is showing interest in the policy plan. Thus, CRM software ensures to notify the agents or sales rep automatically by sending out an automated selling offer to the client via a personalized email.
Therefore, in the future CRM for insurance sales to flourish, even more – insurance providers can introduce membership discounts to customers who are already long-time loyal subscribers to a particular insurance policy or claim service and additionally greater visibility into upsell, cross-sell and renewal opportunities in the customer portfolio will result in a repeatable increase in sales growth.
Identify and capture the right leads:
Potential leads can come through several communication channels like marketing campaigns, partnerships, or any referrals. But it becomes crucial to know about their background, needs, preferences, geography, demographics, and especially what kind of insurance policy are they seeking.
A salesforce survey suggested that 52% of high-performing sales rep identified that usage of CRM technology help identify and capture the right leads and seamlessly increases sales conversion.
An insurance CRM solution can be a savior that allows insurers’ to easily identify the target niche by discovering their interests, and behavioral insights and determining the most potential leads that can maximize ROI and sales. However, there are several ways an insurance sales CRM can help achieve this goal. Firstly, set up web forms for capturing useful information about each prospect’s activity and preferences and once the information is retrieved, agents or sales reps can go ahead to assess lead scoring that understands each prospect’s level of interaction. To nudge things further, insurers can customize lead scores on the bases of each customer’s activities.
Insurance CRM software enables to score potential leads with 360-degree vision, lead profiles and an activity tracking system that helps to prioritize tasks, accordingly, reduce response time and initiate follow-up reminders. For instance, if a particular lead’s response time is delayed, then a well-designed CRM software – can initiate quick actionable escalation to the sales team and automatically reactivate dormant leads by providing the initial relevant information.
Nurture sales predictions:
The insurance industry can leverage CRM for sales data that allows tracking and measuring lead velocity rates, conversion rates, mainly time and resources needed to expand on each stage of the sales process. This allows insurance providers to allocate resources efficiently and determine the area for improvements to increase the overall sales. While the CRM software has many invaluable elements that help record historic data, past projects and stays on top of the present leads such insights can benefit to predict market trends and future sales of new policies and renewals.
A specialized CRM for insurance sales can save time from prolonged manual tasks and provide a visual sales pipeline that can help track customer policies, business efficiency and sales growth by 75%
How to successfully execute sales using CRM for insurance
There is a general excuse within companies that insurance products or services are not easy to sell. But it is not true. Selling insurance can be stress-free when the right audience is identified, and customization techniques are used to pitch every lead by establishing a clear and concise sales nurturing strategy.
Especially in the insurance sector, there is a high scope of fierce competition where selling insurance products or services involves far more than offering the best policy rates and coverage. It mainly encompasses building strong customer relationships by giving potential prospects or leads a great experience. However, this is only possible by integrating CRM software that empowers insurers’ to not only streamline insurance sales processes to cut costs and increase revenue but seamlessly validate and analyze sales reports to identify new opportunities for growth and stay up to date with the latest industry-specific trends and forecast sales accordingly. Here are a few highlighted ways that showcase how adopting insurance CRM systems helps to stay ahead of the sales curve.
- Automate complex sales workflow within minutes
- Enhance and streamline marketing efforts
- Host quota tracking algorithms that measure shipments, sales, or products
- Curated sales cycle and analytics to get clear visibility while closing deals
- Automate omnichannel framework for better lead scoring.
- Analyze policy performance by using custom dashboards and analytics
- Personalize every customer onboarding to capture effective KYC and PICA policy information
An intuitive CRM software cultivates lasting, meaningful, and profitable customer relationships. The benefits of CRM for insurance sales not only stretch across automating policy information, renewals, and sales quote requests but also direct customer engagement on different offline and online channels to drive sales and turn prospects into paying customers.
Below, we have highlighted a few key impacts of CRM for Insurance on the sales process
As such, the benefits of CRM for insurance sales also enable insurers to provide omnichannel presence, standardized data management, contextual customer data to acquire unified sales visibility, prioritize lead allocation and create automated target campaigns to address proper customer segmentation. Therefore, CRM in insurance ensures real-time collaboration, customer interaction and finally supercharge and yield tons of potential sales.
Selling insurance products or services isn’t always easy. Insurers must have the right eye to find approachable clients and create a perfect pitch to close a deal successful that draws out the intention of sales. Fortunately, integrating CRM for insurance helps drive sales which can then lead to tremendous results of workflow efficiency, full visibility of the sales pipeline management and improve effective customer experience.
To learn more about how to build a successful CRM base from scratch then make sure you dive deep and check out our blog which talks about 7 Bases to cover a successful Insurance CRM Implementation that will drive you through every insurance sale and customer touchpoint.
Are you wondering to future-proof your insurance business with an effective CRM platform? Then consult our expert team who drives high-value insurance sales and customer service.