A question which is often been asked is why does CRM tools are often found to be not used by the sales personnel. It has been found that companies opt for huge investment on the CRM tools but the adoption rates are poor.
Many companies gave reasons like-
- I can spend time on selling instead of typing.
- I am always in the field selling and then it is expected that I will update the CRM when I get back home.
- It is inflexible in nature and ‘real world of selling’ do not require a CRM.
- I have been a top salesperson for the last 10 years without using it.
To address these adoption excuses, we will discuss some of the best practices that will help in maximizing the adoption and usage both.
- Presenting it as a ‘productivity tool’
It is important for every organization that is using a CRM tool to position it as a high seller of more goods and services, which will eventually help the sales rep to bag more commission. There are various management teams that are using their CRM as a reporting tool for their sales team.
Tools like presentation templates, proposal documents, personal reporting tools, task lists, integration and sales process checklists will prove helpful in improving the efficiency and also the productivity of the sales team.
- Using it for managing your company
If you are actively engaged in the sales department, running your meetings and reviews from the CRM, comprising of meetings, pipeline reviews and also exception reporting. Setting up a dashboard is important which can be shared with the sales leaders to tell/inform them that the tool is being used. It needs to be made sure that the senior management is also using the software so that it can be sited as an example.
- Receiving the right data
A good CRM has been found to be working efficiently if the underlying information is correct. One needs to have the best practices to ensure that the data is consistent, maintained and also clean at the same time. Setting up drop down fields wherever necessary for ensuring data integrity is essential. All the professionals who are utilizing the CRM need to take personal ownership for the integrity of the data.
- Offering proper training
It is important to understand that if the sales reps are not provided with the right training, its usage won’t be benefiting. There are various CRM service providers that offer comprehensive training sessions that can be of great use.
Moreover, the training should be able to reinforce the sales process, company’ terminology, customized fields along with other tools to make it relevant. It is believed that a role based training is the best solution depending on the actual size of any company. In ideal conditions, the training is offered on the live data for the CRM.
Hence, companies planning to use CRM tool, must develop proper training plans for supporting the rollout of the system.
- Integration of the sales tool
Many CRMs has the ability to store history that comprises of client interactions, product presentations, price lists, etc. It is important to ensure that CRM comprises of all the present version of necessary documents when they are being used.
- Flow of new leads to the CRM
For any organization, the new leads and contacts are most important. It is important to make the CRM as the source of new leads for sales team.
- Spreading the word
There are numerous ways of reinforcing the CRM adoption process. When success stories are told, it helps in reinforcing faith about the CRM.
When the sales team understands that a CRM will prove helpful in raising the client loyalty apart from helping them to engage in selling more.
The article is also available at http://goarticles.com/article/How-to-Increase-the-CRM-Adoption-Among-Sales-Force/9290764/
- I can spend time on selling instead of typing.
- I am always in the field selling and then it is expected that I will update the CRM when I get back home.
- It is inflexible in nature and ‘real world of selling’ do not require a CRM.
- I have been a top salesperson for the last 10 years without using it.
To address these adoption excuses, we will discuss some of the best practices that will help in maximizing the adoption and usage both.
- Presenting it as a ‘productivity tool’
It is important for every organization that is using a CRM tool to position it as a high seller of more goods and services, which will eventually help the sales rep to bag more commission. There are various management teams that are using their CRM as a reporting tool for their sales team.
Tools like presentation templates, proposal documents, personal reporting tools, task lists, integration and sales process checklists will prove helpful in improving the efficiency and also the productivity of the sales team.
- Using it for managing your company
If you are actively engaged in the sales department, running your meetings and reviews from the CRM, comprising of meetings, pipeline reviews and also exception reporting. Setting up a dashboard is important which can be shared with the sales leaders to tell/inform them that the tool is being used. It needs to be made sure that the senior management is also using the software so that it can be sited as an example.
- Receiving the right data
A good CRM has been found to be working efficiently if the underlying information is correct. One needs to have the best practices to ensure that the data is consistent, maintained and also clean at the same time. Setting up drop down fields wherever necessary for ensuring data integrity is essential. All the professionals who are utilizing the CRM need to take personal ownership for the integrity of the data.
- Offering proper training
It is important to understand that if the sales reps are not provided with the right training, its usage won’t be benefiting. There are various CRM service providers that offer comprehensive training sessions that can be of great use.
Moreover, the training should be able to reinforce the sales process, company’ terminology, customized fields along with other tools to make it relevant. It is believed that a role based training is the best solution depending on the actual size of any company. In ideal conditions, the training is offered on the live data for the CRM.
Hence, companies planning to use CRM tool, must develop proper training plans for supporting the rollout of the system.
- Integration of the sales tool
Many CRMs has the ability to store history that comprises of client interactions, product presentations, price lists, etc. It is important to ensure that CRM comprises of all the present version of necessary documents when they are being used.
- Flow of new leads to the CRM
For any organization, the new leads and contacts are most important. It is important to make the CRM as the source of new leads for sales team.
- Spreading the word
There are numerous ways of reinforcing the CRM adoption process. When success stories are told, it helps in reinforcing faith about the CRM.
When the sales team understands that a CRM will prove helpful in raising the client loyalty apart from helping them to engage in selling more.
The article is also available at http://goarticles.com/article/How-to-Increase-the-CRM-Adoption-Among-Sales-Force/9290764/
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