Vincent James Giovinazzo

Difference Between Sales CRM & ERP System By Vincent James giovinazzo

We have been confused by these two terms multiple times. Sales CRM is a software solution to manage the complete business development process, which includes marketing & sales process of any organization. Whereas the ERP is an Enterprise Resource Planning System, to manage the entire resource of any organization, like people, product, price, etc.

A Sales CRM can be a part of an ERP solution catering to the Sales and Marketing function of any business house, but ERP can't be a part of a Sales CRM.

What is an ERP System?

ERP system is designed to streamline the entire process of the company. It helps in managing all business functions and various departments of the organization. Like if we talk about a manufacturing unit and then ERP will be instrumental in managing and controlling the production, warehouse, packaging and shipping, accounting, etc.

Companies, who are more focused towards their standards and quality control, and inventory inwards and outwards, implement a centralized ERP system to have a clear picture of the business at any point of time.

ERP systems are generally categorized as vertical or horizontal ERP. Generally ERP which caters to a specific industry with a specific process flow and approval mechanism, are considered as vertical ERP solutions, like system for education industry, travel vertical ERP, or for healthcare segment. These are specially designed as per the industry and will not be suitable for any other industry. Many times, it is further pruned to a particular country norms and government policies.

Whereas a horizontal ERP is software which has basic and generalized modules and process flows and are adaptable to any industry in any country. These types of ERP solutions are generally customizable during the implementation process and takes lot of time during the implementation process.

What is CRM Software?

A Sales CRM is a system which controls, monitors and streamlines all business development processes. A good Sales CRM system must take care of the marketing campaign management with clarity of various activities in campaign and related budgets. It must also track the returns in terms of number of deals closed or lost against the money spent on the campaign, thus giving the ROI (Return on Investment) picture to the marketing and branding team. It must have the capability to handle various digital marketing actions and the traditional marketing efforts.

A Sales CRM's main objective is to give a direct visualization to the management team about every activity of the sales team, irrespective of their locations. We must know the cations taken by the sales person on each and every lead and business opportunity, along with proposal and quotations with their proper versioning in the system. Task and Appointments should be properly reflected on the calendar and their exact stages and status should be managed and monitored and also updated on regular basis.

In nut shell the Sales CRM is the eye and ear to the management team and business leaders.

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