MOST SALES REPS. HATE THEIR CRM
We have personally discussed CRM with thousands of people worldwide. The general feedback from the salespeople is usually unprintable, we usually say they get something dark in their eyes when you mention the word CRM.
Over the last 15-20 years there have been billions — yes! — of dollars spent on sales automation technologies, but as of yet, we have not found a single sales rep that would tell us they get value back from their CRM and love their system.
No one says that the highlight of their day is entering accounts, contact information, or jotting down activities in order to make sure their efforts are visible for others and streamlined.
Most CRMs aren’t built for the sales team
Most CRMs were put together to organize sales operations and sales management, not to benefit sales. Most sales professionals feel that CRMs is a way of controlling them. No one likes to feel that they are constantly being monitored.
They want the freedom to go about their daily tasks on their time, wherever they are and without pressure, and without big brother looming over their shoulder.
One telling example: when we asked a CEO how he planned on getting his sales team to use their CRM system more extensively, he said “I will add more pressure.” It wasn’t a lie. Then we asked a CEO about his life with and without Salesbox and the results were impressive.
When we explained that the sales department is probably the most important for the company’s growth and it needs to be motivated and have their energy pointed towards the target, he realised that more pressure wasn’t the best strategy but rather have a tool that the sales reps. liked and got personal value from.
Another example: We asked a Sales director why the team used their CRM so rarely. The answer was “We need to add more training so they understand how to use it”, we explained that the issue is probably not related to training and knowledge, more that they probably don’t feel they get any personal value back.
After that meeting he actually brought this up on the next internal sales meeting and – surprise – the team gave exactly that reason to why they were reluctant to use the CRM in any extensive scale.
He asked what they believed they wanted and needed from a CRM to actually start using it regularly. The answer was uniform, they wanted assistance in focusing on the right activities and get guidance to reach the sales target, i.e. an offensive system that actually guides and helps them move forward.
Most of the members also said, there is no point of shifting CRM since they all work in the same way, i.e. like reporting systems and not guiding and helping the sales reps.
When he had told the team that he had actually found a system that does exactly that, the response was, can we get that asap and we will promise you will get updated several times a day back from us.
Most CRM aren’t easy and quick to use anywhere
There are so many different things that need to be done within some CRMs that trying to figure out what to do next can take up way too much precious time. Especially if you are on the field and not back at the office infront of a computer.
A CRM should be clear and only take seconds to update, anywhere you are. If you add intelligence that knows and adapts to you on top of that, you can get reminder on things to focus that brings you closer to the target, anywhere you are on you smartphone.
Is easy and quick to use the holy graal?
So, easy and quick to use is not enough? NO, definitely not. Most sales reps. have a lot ot think about and therefore it is easy to forget. Then it does not matter if the system is easy and quick to use.
It also needs to be adaptive and predictive to become a true support in doing more and better business.
To really increase the usage of your CRM software it both needs to be smart and mobile The CRM needs to tap the user on the shoulder when the next move is needed, wherever the user is. Its not until then you will see the a changed behavior.
The user also needs to get access to their CRM in the most common tools they are regularly using like their email and calendar.
Saving an email is not enough, they need to be able to work with their CRM from within their email client. If the user don’t come to you, you need to bring your CRM to them.
It also needs to be easy to work with and find customer documents like quotes and agreements.
Once you have all these things will bring value to your reps. and they will thank you by providing you with the necessary data to grow your business.
Most CRMs makes a sales reps. work more complex!
The main thing a field sales rep. does with a CRM is entering data. Everything a sales rep. does in a day, every single task, every person she comes into contact with, must be documented.
This often means going to a computer after every single thing they do, or trying to use their mobile device, to type everything on a tiny keyboard. This is a major disincentive.
A CRM should make the sales reps. work easier and make them spend more time with customers, not clog them down with administration. That is bad usage of resources.
A CRM should track most things automatically and when manual entries are needed they should be possible to do on a smartphone with click, swipe and voice to text.
Born out of a frustration, sales reps hate CRM
Sales people, like other people, need systems designed with the key players, them, in mind. Imagine a journal system for doctors designed by engineers who never had neither worked as doctors or visited a doctors office.
Wouldn’t be pretty well designed for that target group.
That’s why we started Salesbox,
the sales CRM that guides you towards your sales target anywhere you are.
Salesbox keeps track and guide you. Salesbox automises many administrative things and make sure your info is stored in the right context. Salesbox makes it possible to collaborate anywhere.
It also lets your managers see all progress and forecasts without being a burdon on your back. Salesbox actually brings sales reps. and their managers closer together and lets you focus on proactive things in the future instead of focusing on the past, which you cannot do anything about.
A sales team in harmony that can collaborate and share info in real-time, knows what to focus on and what it takes to reach the sales targets will perform much better than their competitors that are stuck in old habits discussing the past based on the reporting systems many CRMs have become.