Even though we now have sales solutions to help us meet targets, human beings and human behavior remain a big part of the sales process. It is behavioral traits that distinguish a great sales rep from the rest.
A solution that can identify and record key sales behaviors will help your reps’ personal growth. These observations can go a long way in identifying the do’s and don’ts for all your field reps too. You can drive this one too, trust me!
These lines by Christopher Penn, a marketing executive and author, help put things into perspective. “‘Hey, here’s a gourd!’ is not so different as, ‘Hey, here’s an enterprise sales software!’ The language changes, but the humans are the same. Since “the humans” remain the same, they will have to drive a few factors. Managers will have to drive users, users will have to drive their efforts, and the enterprise software will utilize all this effort to drive efficient closures.
5. Do it all
As your CRM adoption & usage matures, it is natural to bolt on additional features on top of the CRM, be it managing sales quota, running sales contests, connecting to digital marketing systems, etc. While your CRM may offer some of these features, it is only likely that there other best-of-breed solutions out there which do these tasks better. So don’t be complacent and adopt what is convenient, instead look up the respective app store or a quick Google search to find out the best tool to improve seller productivity.
With over 55% B2B companies adopting enterprise CRM solutions and over 80% of their sales teams using them, the technology feels enticing for sure. We read and hear so much about what a CRM can do that we forget to ask about what it cannot do. Be aware of the responsibilities that you will have to carry out to get the desired results. A sales CRM solution can be an invaluable organizational resource if handled with care.