DOES YOUR MANAGER READ YOUR CRM NOTES
It's funny how organisations spend thousands of dollars looking to improve the sales process by hiring consultants, providing specialized training, and of course using a CRM. I've been in many organisations that excelled with these resources and some failed miserably; truth be told, information that we see in our CRM is only as important as a person looking for it.
Let me explain. Sales reps that embrace CRM technology, do so for compliance or for the purpose of keeping their job. So, what are they really inputting to the CRM? Could you imagine a world where a sales Rep demanded information from his CRM? I can remember many Monday mornings pouring over my reports thinking that there must be a better way for this data to help me. The data that I have so painstakingly entered with my cell phone. Maybe it might be relevant to me and my sales manager one day.
Sales managers should take the time to review the notes in the CRM to see where the rep’s headspace is and what information they are capturing. "Putting pen to paper” as they would say. With today's evolving workforce, job hopping and market evolution, we are missing the most important part of what a CRM can do. DATA mining.
I have heard this phrase many times; “garbage in, garbage out”, but only when someone opens the garbage can. Sales managers need to review the data and help sales reps keep the data relevant.
Do not worry! I got your back. I have included a good article on how to keep your data clean in the links.
Data is the new commodity!
My Sales Rep