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Can a CRM Really Fix My Sales Team?
Do I Really Need a CRM?… “Yes”
CRM is unquestionably a foundational layer in a business’s technology stack. Configured properly, it’s an essential piece of software when it comes to effectively managing your sales team. Without a way to capture and report on your sales team’s activity, it’s hard to hold your salespeople accountable and just as difficult to identify where they need help with skill gaps.
When a CRM is set up correctly with the right strategy driving it, transparency and insight into the business are invaluable. This is immensely helpful to you as a sales leader because you have access to your team’s pipeline progress through insightful dashboards. Instead of digging into every deal to find out what is going on, you can set up executive-level views that expose when it’s necessary to take that deep dive.
As shown below, our robust survey data aligns with Gartner’s recent article. CRM effectiveness and sales methodology in general are pivotal opportunity areas for small and mid-sized businesses.
Establishing a Solid Sales Foundation Before CRM
Well-Documented, Proven Sales Process:
An Accountable Sales Culture:
In order for salespeople to succeed in their roles, they need to be accountable for their efforts and results.
Your team needs to understand their success depends on their own actions. They must follow the steps you outline for them in a proven sales process and work to improve their results.
They need to understand their results are driven by the effort they put in.
Effective Sales Coaching with Consistent Meeting Rhythm:
- Do you spend the whole time analyzing each deal to understand the complexities and challenges?
- Do you recognize skill growth in your sellers or are you selling through them?
Helping You Navigate “the order of things”
I am part of a national group of Senior Sales Leaders who collaborate to share insights like the examples shown in this article. We formed because of our shared passion to help business leaders exponentially grow their revenue.