CRM – Foe or friend?
For some in sales the very mention of CRM (Customer Relationship Management) programs conjures up visions of authoritarian administrative tools; virtual big sticks that sales leaders can use to micromanage their charges. Wrong.
If you are in sales your CRM is your friend, your very own PA, a valuable tool key to your success as a sales professional.
Simply, it should be the hub of your sales engine.
Back in the mid 1990’s my employer invested in ACT, an early CRM. As a sales team we had mini-laptops with external drives that we used to download our data to 3.5” floppy disks that were couriered to our sales manager every Friday afternoon. We were “flash as” and for me it worked.
Just because you haven’t got one (many I work with don’t - initially) doesn’t mean you can’t start. Even if it is a simple spreadsheet just start. However, many CRM platforms offer free entry level functionality and it’s all you need to get started.
Here’s 4 reasons to use your CRM in sales:
Get stuff out of your head:
Data transparency for team members
Ensure customer service continuity
Protect data for your company
Ease onboarding for new staff
Manage your activity
Maintain a cadence of intentional interactions
Plan effective, efficient sales trips
Track target customer activity
Be a sales professional
Grow customer relationships.
Keep track of contact details
Record who’s who in the zoo
Keep accurate discussion notes
Maintain contact when customers move
Manage and close more deals.
Create more time to spend with customers
Know what’s closing & when
Keep on top of quote follow ups
Know your numbers, manage activity
Using tasks in your CRM is a simple way of keeping on top of things:
Back to the false belief that CRM use takes too much time. Wrong, they create time – used efficiently and effectively. For example use the CRM app and take voice notes after every visit. Note taking need not be onerous either, check this out:
Use a CRM and grow sales, simple.
If you want to evolve your CRM approach to be more effective, I’m here to help. Check out my services or contact me directly for a bespoke programme of sales coaching at hello@iancartwright.co.nz