According to a recent study, 74% of sales reps have displayed weak CRM adoption and about 65% of their time is not spent selling, which is their primary work.
Then, why are CRM adoption levels so low despite the tool being so helpful?
Let us take a close look at some of the primary challenges every business may be encountering when it comes to getting your team to take up CRM tool.
- Initiate the CRM adoption process with a particular team in mind
In the current time, CRM tools are very powerful. More business owners want to bring on board a system on the basis of the metrics they desire to view but not how their teams will be using it. This is causing the sales reps to ponder how this technology will bring more revenue.
Many of the CRM tools come with the potential to personalize with the custom fields and also workflows. It has been noticed that when users give their input from the beginning, the adoption level goes up significantly.
- Create a process
Usually for the small businesses, process is not included in their day to day activities. Mere 42% of the sales forces have a well-documented sales process and mere 12% of the reps usually stick to it. If the sales and marketing process isn’t efficient, it creates inconsistencies in how a company’s team makes use of it.
The key to the success of CRM lies in the fact that every business owner must listen to the requirements of the sales team to fully realize the better ways to develop improved relationships with the clients and potential customers.
- Offering training to the users
It is important to comprise the CRM training in the weekly meetings. It is important to let your sales team introduce training tips on how the process should function. It is essential to deliberate on the changes that can be carried out in the system so that team members can spend their time closing deals not on manual data entry. Moreover, CRM training should be a top priority for the new appointments.
- Maintaining simple technology
If the CRM implementation is difficult to understand and your faces numerous challenges in its adoption, then you must say goodbye to it because it won’t prove helpful in realizing your goals.
Hence, it is important to select such a tool that is capable enough to solve all your problems and you don’t waste time remembering the features.
- Fixing the CRM rules in motion
One of the best possible ways to enhance the adoption is by outlining of the expectations right at the start. Inform your team that the activity should be logged within the CRM tool to strengthen the revenue generation. Do not go back to the old ways of reporting such as sticky notes and spreadsheets. Use your CRM to keep tab of the individual and team metrics.
- Integration of the marketing tools
It is important to give the sales people the right marketing tools that are required to boost leads and business. An integrated CRM and marketing automation tool does follow ups, sends personalized communication and also delivers the hottest leads. Allowing the marketing automation to indulge in lead nurturing so that the sales reps are able to focus on closing of deals.
- Data is important
In this age, data is important. CRM can collect and store every piece of data around the process, potential clients and existing customers.
The aim is to give the sales team a tool that will help them realize their goal. Hence, it is important to stress on data that matters –
- After the collection of data, what should be done with it?
- What are the essential fields for the process?
- How to handle duplicate records and leads?
- Is it possible to filter the data to strengthen relations with the clients?
Every sales team is responsible for boosting relationships and enhancing sales for a company. Only a targeted data set, the sales tea will be able to move the deals faster, which will eventually boost the lead conversion rates.