Sales reps are focused on the sales process, excited for new
challenges and enjoying the competition with other companies as well as other
reps on their own team. They often love to talk with people and will do anything
to avoid sitting down at a desk.
However, as a sales manager, you need your sales reps to
report in on how their sales are progressing through a customer relationship
management, or CRM, software. CRM software helps you analyze the sales process,
organize training needs and develop a sales forecast for each rep. If they
aren’t using the CRM software,
your data is useless.
Getting your sales reps to use your CRM
software doesn’t have to be an unending problem. Instead of reminding your
sales reps on a daily basis to enter their information into the CRM software, try one or more of these
tactics:
Bring CRM Software Out of the Shadows
Many sales managers treat CRM software as a peripheral part of the sales position without intending to do so. When you bring a new sales rep into the team, make sure that even the most experienced rep receives ample training on your CRM software. Talk about what the information is used to do and measure the progress your new reps make on the system.
Many sales managers treat CRM software as a peripheral part of the sales position without intending to do so. When you bring a new sales rep into the team, make sure that even the most experienced rep receives ample training on your CRM software. Talk about what the information is used to do and measure the progress your new reps make on the system.
In sales meetings, make sure that you discuss CRM every time. Don’t save it for a quick mention
at the end, but instead talk about it as an integral part of the sales process.
Discuss with your reps what you hope to accomplish with the data they provide
and explain how those plans will positively impact their sales territory.
Develop a Set Process
If you have too many fields set up, sales reps will quickly learn to shortcut the process. Instead, choose just a few fields that are necessary for tracking the behaviors you are examining and require your reps to fill them in every time.
If you have too many fields set up, sales reps will quickly learn to shortcut the process. Instead, choose just a few fields that are necessary for tracking the behaviors you are examining and require your reps to fill them in every time.
This will encourage your sales reps to work with the CRM software, because they know they can make an
entry in just a few seconds.
Go Mobile
If your CRM software is not set up to work with a mobile device, it’s time to talk with your provider. When reps have a mobile CRM solution set up on their phone or tablet, entering data can be quick and easy, something no longer relegated to an office day but done in thirty seconds as they wait for the elevator following an appointment.
If your CRM software is not set up to work with a mobile device, it’s time to talk with your provider. When reps have a mobile CRM solution set up on their phone or tablet, entering data can be quick and easy, something no longer relegated to an office day but done in thirty seconds as they wait for the elevator following an appointment.
Get Consistent With Enforcement
Tie CRM software use in with other measures of sales success. If your sales reps see that their overall performance is tied to their CRM use, they will begin to prioritize it.
Tie CRM software use in with other measures of sales success. If your sales reps see that their overall performance is tied to their CRM use, they will begin to prioritize it.
CRM software
can be an important part of driving growth in your sales organization. If sales
reps are not using it consistently, however, it is never going to be accurate.
