If you are reading this article you are either in the ten percent looking for a future solution or the 90% that have a sales problem and need to fix it ASAP. In sales time is money so let us cut to the chase.
Do you have one or more of the following challenges in your business today?
- Need to Increase Sales
- Customer Retention going down
- Fighting over Prospect Ownership
- Still Using Excel Spreadsheets
- Need help with Sales Prioritization
- Neglected Sales Leads
- Sales team needs best practice leadership
- High Sales team turnover
- Marketing / Sales not on the same page with customers
- Software too clunky, old, slow outdated
- Millennials want online training / self-source sales help
- Too Much Data Admin time
Even worse is the dreaded we have a CRM but no one uses it. Or it’s so old we just keep paying for it as part of a software maintenance contract and no one knows how to use it / we were never trained on it.
Having an easy to use CRM that sales, marketing, and management can quickly and easily learn is paramount. However, the best software in the world will not fix any of the problems noted if the new CRM investment doesn’t include a comprehensive training and buy in plan with your sales force as well as ongoing enticements to use it.
Most importantly that new CRM must give back to everyone who uses it. Sales must see it helping them stay on top of their prospects and opportunities, not just taking sales time and data. Marketing needs to see that those hard-earned leads are acted on by the sales teams and can then use that new data to tune their lead engine. Management needs to see a high level of CRM adoption across the seats they pay for and an easy to see up to date pipeline. If these things are all happening already, you are set.
If not, maybe its time to look at your sales process and after you figure out what you should be doing differently, better or the same start evaluating CRM’s that will support your successful process not replace it with their own software programmer generated program.
Last, if you do decide to get a new CRM make sure you pick a CRM system that does all of the above and has a great sales process evaluation strategy team to help you put software in place where it works best.
David is a Director at Sentia, a next generation sales enablement technology company. Dave’s passion for helping people with their sales, marketing, business strategy, startup growth and strategic planning has taken him across the globe and spans numerous industries. You can follow him on Twitter @intlmktentry LinkedIn or on Sentia Says