Excel is a great tool, but it can’t do everything- No matter how many different excel equations you know! Managing sales leads is critical to the profitability of your company. If you don’t manage those leads properly, they won’t convert and you will have wasted significant time, money, and resources marketing and bringing in those leads, only to lose them due to unsophisticated software. Here are 8 reasons it’s time to ditch the spreadsheets and implement CRM for sales management.
1. Reporting and analysis takes too long.
Spreadsheets do not allow you to quickly run reports and analyze data; to do this in excel is a lengthy and painful process. Because of the agony associated with reporting using spreadsheets, you are probably not doing it nearly are often as you should be to get insightful information to help you quickly take action to grow your sales.
2. Maintaining information is time consuming.
If your company sees frequent product churn or adjusts prices or promotions regularly, keeping up with all of the information in your spreadsheets is a huge hassle and may even require additional employees to help keep the information current. To change the rules in the software to help manage this, you may even need to take an IT resource away from their other duties and spend time making that happen. Get rid of the inefficiencies and additional overhead by implementing a system that makes it easy to update sales rules and processes from the back end.
3. Sales reps are blind in the field.
Sales reps are always on the go, and a spreadsheet stored on their work computer can’t help them out in the field. Sure, they could email themselves the spreadsheet and take notes while out on a call- but how can you guarantee they will make those changes to the master spreadsheet? You can’t. With a cloud CRM application, your sales team is plugged in no matter where they are on their mobile devices and share information with the entire team instantly.
4. 94% of spreadsheets contained errors!
The above was found in a recent study by Dartmouth College– this staggering statistic should be enough to make you stop reading this right now and start researching CRM systems. Every time your sales team opens up a spreadsheet to enter information, there is a huge probability that they will make a mistake which could lead to another mistake, and another, until your promising sales lead is nowhere to be found.
5. Formulas can have errors.
Yep you have been using excel for years and you know every formula in the book- but things can still go wrong, espcially if others on the team are not as savvy with excel. According to another study in the Journal of Organizational and End User Computing these errors in formula’s can cost companies millions of dollars and are truly devastating. Why risk it?
6. The master won’t be the master for long.
Spreadsheets tend to multiply and the “master” spreadsheet tends to breed additional spreadsheets which are then stored in different places and on different laptops throughout the sales team. This results in a team that is working autonomously and inefficiently. Additionally, you might update the master spreadsheets with new prices or other important information, and your sales employees, who have become used to using the version stored on their desktop, may never see it. This will inevitably lead to sales and customer service nightmares.
7. Security concerns.
Spreadsheets can very easily be saved on a desktop, emailed, or loaded onto a USB drive, using a CRM for sales management allows you to assign permissions and change passwords. If you have a sales employee who leaves the team, you don’t want them taking your leads too!
8. What about marketing?
Sales and marketing go hand-in-hand, yet with spreadsheets you have no insight into your marketing campaigns. Are they effective? Where are your sales leads coming from? What about your emails? What tactics are working? Spreadsheets don’t allow you to do any of that, at least not quickly, easily, or all that effectively. CRM systems allow you to track and report on all of that so your marketing team can spend their time doing what works, not what doesn’t.
There is much more to nurturing sales leads than knowing who to call and what they are interested in. Give your team everything they need to do their jobs to the best of their ability, ditch the spreadsheets and consider CRM. What is it like to use CRM for sales management? learn more in this short demo.