CRM IN Sales, Why?
the question that is being asked in today's business environment is “why do we need a CRM?” I have been asked this question from Sales Reps, Managers & Directors, being that I was a Sales Rep, Manager & Director for many years. I have this to say, if you don't have a CRM you will not be able to effectively manage your Contacts, Pipeline, and of course the most important metric; not for yourself but for the bean counters, is proof that your team was doing their job.
So, what can we do to fix this? We need to make the data collection relevant to the sales team. Wouldn't it be nice if the data they were told to collect improved their pipeline? Wouldn't it be nice to have that data relevant to your industry? Wouldn’t it be nice to know what questions to have your team ask beforehand? Your data represents the relationship you have with your customers, more so now than ever due to the current market conditions. Adding to this, the average tenure of a sales Rep is 1.5 years (2018 report by the Bridge Group), so can we blame the rep if they do not understand everything about your organization? You need an efficient way of identifying what data to collect and the tools to collect it.
Netflix knows what you want to watch, so you should know what your customers want to buy. Your next steps should be to embrace any CRM, so that the information your team is gathering is captured and time stamped and dated in any form.
Data is the new commodity!
My Sales Rep