five reasons your sales rep won't use a crm
Post on 17-Oct-2014
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DESCRIPTION
Your CRM is your portal into your company’s operations and sales data and sales rep buy-in is required for it to meet its full potential. Yet CRM avoidance is a real thing and crafting a plan to manage reps who shirk your system is something you’ll have to do. Unless, of course, you roll out a CRM application your reps will actually want to use. Here are 5 reasons your sales rep won't use a CRM.TRANSCRIPT
5 REASONSYOUR SALES REPWON’T USE A CRMInside the mind of the modern-day salesperson
PRESENTED BY
FIGHT THE BACKLASH
When companies introduce a new
CRM, sales reps are often reluctant
to adopt the new software.
NONEW
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Let’s take a look inside your reps’
brains to explain why they aren’t using
their CRM tool, and how you can convince them to change.
Your reps may be saying:“There are too many features.”“I don’t know where to start.”“This is taking forever.”
The CRM is too bulky.
Reasons for this situation:
Insu!cient training.
When you introduce new
software to your team, invest the time to educate your reps. If they
understand how to turn their
tools to their advantage, the
complaints will stop.
Reasons for this situation:
The software is actually too bulky. Try watching a rep enter a new contact into your current CRM.
If it takes more than a few clicks,
you may want to reconsider the
purchase.
Working with your CRM should be easy. Look for:
A clean interface
Intuitive organization
Ease of use, especially when it comes to
repetitive tasks like
entering leads
The CRM doesn’t integratewith the tools I actually use.
Successful reps know which
tools they need to nurture their
work relationships.
Integrations are key for CRM adoption
A good CRM will work with the tools your salespeople use, rather than replace them. Look for software that o!ers a happy medium – reps get to use their preferred tools and executives see the top-level dashboard data they need.
Integrations your reps may want:
The CRM sucks on mobile.
Salespeople need access to customer information in and out of the o!ce. This includes entering new lead and contact details and retrieving existing information.
Reps need mobile solutions so they can enter new leads and contacts in their CRM immediately, not only when they get back to the o"ce.
Salespeople need to have access to customer information no matter where they are, not only from their desktop.
Salespeople are mobile. So should their CRM.
I’d rather be calling leads.
This translates to:
“I want to spend time selling
instead of typing data into my CRM.”
Reps don’t want to spend time on administrative tasks.
They want to focus their work on tasks that helps them close more business.
A good CRM won’t impede your sales reps’ energy - it will be a useful selling tool.
Reason for this situation:
What to look for in a CRM’s tracking tools:
Easy data entry and updating
Monitoring the outcomes of your calls
Ability to store call scripts, recordconversations, and make digital notes
Notifications about upcoming tasks
Customizable data fields
It doesn’t help me sell more.
If your reps say this,changes are in order.
A CRM should add value to your sales team by making their work easier and helping them close deals.
Reports can show them where they can make improvements and where to focus their energy.
Reason for this situation:
The dashboard and contact list are justthe beginning of what your CRM should o!er.
Powerful reports will spot trendsand generate insights.
Set sales goals and monitor progress
toward them.
Reports that show where deals are going wrong and
where reps are succeeding.
Key considerations for analysis:
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