“Salespeople are not machines. We generate perfect data for the sake of the system.” – Jeroen Corthout in today’s Tip 690
How do you make more sales by implementing CRM?
Join the conversation below and go check out the links!
Salesflare
Remote Sales: How to Sell Successfully From Wherever You Are
What is a Sales Pipeline? How do I Build an Unbeatable One?
Sales Quotas: How to Make your Sales More Predictable
Why You Want an Easy to Use CRM for Your Small Business
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Transcript
Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. Today’s tip comes from Jeroen Corthout. Jeroen is the Co-Founder and CEO of Salesflare, an intelligent CRM built for SMBs selling B2B that’s most popular with agencies and fast-growing tech companies. Here he is:
Jeroen Corthout: When you ask business leaders, whether the CRM system they implemented is helping their business grow about 90% have to admit that it doesn’t. The reason for this is the same in most cases, salespeople don’t like, or even hate the CRM, but why you’d say aren’t CRM systems widely touted to help them make more sales by helping them to follow up by revealing critical information about their leads, by acting as a second brain that helps them remember, by nudging them to follow up at the right times and by providing them an overview of what they’re working on.
Now, that’s certainly the marketing story, but the reality is usually different. In reality, the problem is two-fold.
One. Salespeople are asked to invest a large amount of time and discipline to fill out the CRM correctly. If they don’t fill it out a hundred percent, the CRM can’t help them and it becomes useless. And that’s usually where it fails. Salespeople are not machines. We generate perfect data for the sake of the system.
Two. Even if salespeople manage to fill out the CRM perfectly, they don’t get the value that we’re promised. CRMs are usually bought by management, and they’re more focused on their needs for reporting and oversight. The experience of the end-user, the salesperson is considered secondary, and that’s why most marketing messages about helping salespeople follow up better are more fluff than reality.
So how do we solve this and make sure we can actually make more sales by implementing a CRM? Simple just focused on what the salespeople need and everything will flow from there.
Three simple things are critical here. One, make sure that data input in the CRM is as automated as possible. So the system doesn’t rely on the time and discipline of salespeople. Two, choose a CRM that actively helps salespeople follow up leads because that’s the main advantage they will receive from using the CRM, and three, give your salespeople the final, say in the process of choosing the CRM, don’t just involve them. So their buy-in is a hundred percent with using it.
If you do these three simple things, you will have a CRM. This actually used by our team, and that brings you more sales. And that finally provides the necessary data and insights to lead your team. Good luck!
Scott Ingram: For more about Jeroen, and links to the Salesflare blog, as well as the Salesflare website where you can set up a free trial, just click over to DailySales.Tips/690
Once you’ve done that. Be sure to come back tomorrow for another great sales tip! Thanks for listening!