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What are the top 3 areas sales people can use CRM to leverage personal productivity?
Too often, CRM seems to be implemented more for managers and to provide reporting. What are the top three personal productivity areas where sales people can leverage CRM?
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5 Answers
"Autopilot" capabilities are my favorite to recommend to include:
1- Utilizing calendars, activity schedulers and reminders for follow calls, emails, etc.
2- Querying for low hanging fruit- it's simple, but so many people do not implement CRM with these canned at roll out. Sales people end up having to create them on their own. It's a crying shame this happens because why wouldn't you arm sales with having clear visibility into low hanging fruit?
3- Reporting/Dashboards- set goals, tie this to reports, include performance goals such as number of touches, closed business, forecasting into reporting and dashboards that individuals can use day-to-day.
I agree with Melissa.
And #2 "feeds" off #1 (or at least it should). If the sales people are being diligent about recording their scheduled (and unscheduled) meetings, calls, etc., the majority of today's software automatically tracks dates for the last meeting or phone call or email.
Depending upon the sales model, reps can then say "What's my list of all of my customers/prospects who have not heard from me in some fashion in the last days/months... Let me call/email/contact about our current promotion!"
#3 will help visualize #1 and #2
Great answers!
Here are a few more thoughts...
Improving personal productivity is the KEY to CRM adoption.
1. A sales rep must be able to easily see who they have called on and what commitments they made in their previous visits with their customers and prospects. They also need to see other interaction others in their company have had with their customers or prospects.
2. As noted above, they must easily see who they have not connected with and what opportunities might be falling through the cracks. Their CRM should not let them down but should act as a smart secretary and keep them focused on the right opportunities at hand.
3. The primary method to improve something is to measure, track and set goals to improve upon the findings. Quick flash reports from their CRM will enable sales reps to see not only what they are doing, and who they are doing it with, but will allow them to spot unseen opportunities.
Very simple - CRM is about customers, not sales people.
1. Customer Touch - Enabling Salespeople to engage with Customers more frequently, task and calendar sychronisation - follow ups and internal to external news updates.
2. Pipeline management - Through the creation of accurate pipeline and opportunity management a Salesperson can optimise time management
3. Time Management - Dashboards and atrong activity management allow a Sales person to know how to target his/her time on which customers and opportunities. CRM can enable this especially when it's strongly linked to Microsoft Outlook.
It's agreed CRM is about driving sales productivity, performance and customer focus but how many organisations are utilising sales commissions as part of their CRM/sales 2.0 strategy?
You're already giving sales reps visibility into so many aspects of the sales cycle except ultimately what drives their performance and steers their behaviour "sales commissions". I find it curious this is raised as a topic more during discussions on CRM.
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