As the adage goes, “you can’t teach an old dog new tricks” but we’re here to tell you that you can increase CRM adoption within your sales team. If your sales team is like most they are probably wondering, “we’ve always done well without CRM, why start now?” and many of them probably just see using CRM as extra busy work that will take them away from selling and really only benefit management. While you know this is simply not true, how do you convince them? We’re here to tell you that while teaching an old dog new tricks may be tough, it’s not impossible!
While your sales team surely cares about the success of the company as a whole, they also care about their own personal sales stats, so tell them how CRM can benefit the individual sales person, not the company as a whole. Here are a few ideas to get you started.
1. They will have extra brainpower for what is most important- selling! The main function of CRM is to help sales people store all of their information, communications, contacts, schedules, and tasks in one place. By using CRM they will not have to worry any remembering or tracking down any of that information. With everything in one place and they can focus on their sales efforts, not their organizational skills.
2. They finally get that assistant they always wanted. Your sales team is hopefully extremely busy and has calendars packed full of meetings, appointments, demo’s, follow-up reminders, etc. Each sales person has their own way of dealing with that information or perhaps your company has come up with a homegrown system for it. Over time though, those personal and internal systems just can’t keep up. With CRM you can build task reminders into daily activities to standardize the many activities a sales person needs to keep up with.
3. They no longer need to stress over reports. CRM streamlines the reporting process and makes prepping for sales meeting much easier and faster so they can focus on selling, not scrambling to find data and build reports.
4. CRM will eliminate their least favorite activities. Sales people like to sell, show them how a CRM system can automate time consuming processes to help them spend more time selling. They can automate the proposal and quotation process, eliminate double data entry, and other critical yet tedious tasks.
5. CRM can help them become a sales powerhouse. If your sales team thought they were doing pretty well for themselves without CRM, they will be pleasantly surprised once they jump on board. When paired with an ERP/accounting system, CRM has a proven track record of success, helping companies pull together customer information, customer behavior, marketing strategy, and sales resources to attract more leads and close more deals.
6. One final piece of advice. When you’re talking with your team about CRM use real results when possible. Look at sales wins that are directly related to the use of your CRM system and use that information to illustrate to your team what a vital and useful tool CRM can be and help coax reluctant employees to embrace the system.
Pick up a few more strategies to increase CRM adoption throughout your organization and how to make the most out of your investment in the white paper below.