We all know the horrifying truth, businesses invest hundreds if not thousands into buying and implementing a CRM system, only for the sales team to never use it!!
You try telling them it will make their job easier…
You try telling them it will help them sell MORE…
You try showing them how to use it…
You try reminding them to use it…
But at the end of the day they just don’t seem to want to make the effort. It’s frustrating and often a huge waste of a potentially amazing sales and business tool.
In this blog I wanted to help show you a few ways you can get your sales team to actually start using the CRM properly and benefiting from doing so.
If you’ve found some ways to get your team using your CRM I’d love to know as well!
1 – Don’t just train them, COACH them
One of the most common mistakes companies make with their CRM is they only show the salespeople how to use it, they don’t support them in actually using it. It’s like telling a child they need to put their feet on the pedals and move them and suddenly expect them to be able to ride a bike! Don’t get me wrong, training is crucial, but it should always be supported with coaching to help the team get comfortable and used to using it.
2 – Create INCENTIVES for them using it properly
Perhaps it’s a point-based system with reps earning points for each time they upload or update the CRM. It could be an incentive for the rep with the most information recorded or most up to date CRM. Salespeople are often competitive and driven, which is why commission and bonuses are used. Using this same mentality applied to correct usage of your CRM can help encourage the team to use it more.
3 – Find your ADVOCATES and utilise them
There is usually at least one or two in the team who will take to the CRM and use it properly. Work with them to help them inspire the team and show how using it properly can generate results. Once salespeople see that it’s worth the time, they are more likely to start using it. They’re also more likely to feel motivated seeing their colleagues using it than just being told to use it by their manager.
4 – Include it in your team meetings and 1-2-1’s
A lot of managers will tell their team to use the CRM, but then totally ignore it for a month or 2 before eventually complaining that no one is using it! You need to keep on top of your team, mention it in every team meeting and discuss it in every 1-2-1 that you have. Work WITH your team and not against them. Don’t just expect them to use it because you’ve given it to them, work with them to help them get the most out of it.
5 – Lead by example
One of the most crucial tips. Again, a lot of sales managers tell their team to use it, but then don’t actually use it themselves. You’ll stand a far greater chance of getting your team to use your CRM properly if you as the leader are using it properly as well. Make it a key part of your day and be seen to be using it in the exact same way that you want them to use it.
CRMs can help you generate MORE sales!
CRMs can be such an amazing tool for sales teams and businesses, and whilst they do require a small amount of work, the results can be significant. As they say, you reap what you sow. The more and better information that you put into your CRM, the better and more results you’ll get out.
So many sales are lost because the salesperson didn’t record the right information or enough information. So many sales are lost because they forgot to keep record of their next phone call or to follow up. All of this is so easily avoided by using a good CRM system.
Do you currently feel you’re using your CRM to its full capability?
Thank you for taking the time to read this blog today, I really hope you enjoyed it. Here at SET For Business we are really passionate about helping businesses and sales teams get the most from a CRM. That’s why we built an easy, engaging and feature packed CRM that was designed with the user in mind.
Please do have a look at www.setforbusiness.co.uk and if you’re interested you’ll be able to book a totally free trial there. We would love the chance to help your sales team and business grow with our system.
The post How To Get Salespeople To Actually Use The CRM appeared first on SET for Business.
Meeting people at an exhibition or networking events is easy. Turning these new contacts into valuable business relationships is another story altogether.
Sales teams often attend exhibitions and networking events to increase brand awareness with no strategy on what to do with the contacts they generate after the event.
Research tells us that 62% of businesses fail to follow up with these contacts after the event which is a huge amount of missed revenue (and wasted effort).
Trying to prospect for leads in a busy exhibition hall can be a little too much so we’ve put together our five top tips on what your team can do to get the most out of exhibitions and networking events and come away with a little more than just a bundle of business cards.
Find Out Who’s Going
Understanding the event’s attendees can really help you understand what your audience will look like on the day. Is the event specific to a sector? What discussions, talks or keynote presentations are people paying to learn more about?
Most events offer way in which businesses can find out who will be attending. With an attendee list in hand, you can create a targeted list of people to connect with on LinkedIn or even send a warm welcome via email to the people you would like to meet.
How Can We Do This
- Checking out the events speakers and sponsors.
- Seeing who is posting about the event on social media.
- Joining the event’s social media groups and checking out the member list.
This way you can plan ahead so that you’ll have opportunities to connect with potential customers in person or identify more ideal new contacts.
Tell Your Customers You Are Attending
If some of the event attendees are current clients, there could be opportunities to educate existing customers in person on new products, or make sure they are still happy with your services. They might even personally recommend or introduce you to new business contacts.
CAUTION: overspending your time talking to chatty clients. Make sure you have an exit plan in place for customer conversations so that you can maximise your selling time during the event. Pursuing new opportunities should be at the top of your agenda.
Use a CRM Mobile Application
After an event, many sales contacts slip through the cracks when a sales professional forgets to enter the new contact information into their CRM. Having a mobile CRM at your fingertips means that you can add your new contacts directly after each meeting.
But what if potential leads don’t have a business card on them? LinkedIn – open up the app and hand it to the person you are talking to, and say, ‘It’s been really good to meet you. Can we connect on LinkedIn?’ This is a proven and very successful sales technique, fantastic way of networking naturally in today’s digital age.
Take Notes on The Most Valuable Meetings
At exhibitions you will meet many people and potentially have mini meetings with the people on your target list. These all need to be documented in your CRM. Always remember to record any objections and questions that are raised during the conversation. This will help you get through your leads quicker.
When the meeting leaves your memory, the opportunity drifts away.
Create Follow-ups and Prioritise Business Opportunities
Before attending any events make sure you put a process in place so that everyone on your sales team knows who should be following up and how to prioritise opportunities.
Understand REAL opportunities. Serious customers tend to say at some point during the conversation that they either “want to work with us, they’re talking with a competitor, or they’re trying to do it in-house.”
Finally, make sure you record the event the customer attended against the contact. Many CRMs have tagging features that can be used for this very purpose. You won’t have any way to measure your ROI on events if your staff aren’t connecting first contacts to each specific event. This information is critically important to determine how much money your company should spend on event attendance in the future.
The post How to keep track of sales contacts you meet at networking events appeared first on SET for Business.
You can use a CRM to do so much more than just managing and monitoring opportunities.
Typically, businesses use a CRM tool to manage sales activities. But you shouldn’t just think of your CRM as a tool designed for the daily monitoring of sales, there are SO MANY other ways a CRM can be utilised to benefit business growth.
You can use it for HR support, competitor tracking, or even something as simple as creating a content calendar – the right CRM system can carry out all these tasks for you and much more.
So, we decided that we would put together 8 ways in which you can use your CRM to help you automate time-consuming manual tasks.
- Integrate email marketing
Any repetitive email marketing program or task can be enhanced and automated with the right CRM. You can use a CRM like SET to gauge the effectiveness of your email marketing campaigns with our MailChimp integration.
- Cut down on administrative tasks
Automate tasks that don’t necessarily require human interaction. Simple, repeatable tasks like typing and sending emails, building reports and creating activities can all be handled by your sales CRM. This will save you precious selling time and slash the costs of your resources along with avoiding the irritation of an arduous, tedious and repetitive job.
- Become GDPR compliant and handle all customer data the right way
Are you ready for GDPR?The General Data Protection Regulation imposes restrictions on how businesses who operate in the European Union can store and manage a customer’s personal data.On May 25th, 2018 GDPR changes don’t just impact IT professionals. There are also significant implications for you and your sales team (especially for cold calling, emailing and sales tracking practices). Even if you’re based outside the EU, you still must adhere to the GDPR if your company handles the data of any EU residents.
Your CRM can securely store your customer and prospect data to ensure third parties cannot see or access it. You can make sure you are handling your customer data correctly using SET.
We’re security certified with Amazon Web Services, our UK data centre offers GDPR-compliant protection for your global data. So, if you’re not sure if you’re handling your data correctly – now might be the time trial SET.
- Track your customers
Take control of your B2B lead generation activity and identify ready-to-buy prospects. Lead Forensics is the software that reveals the identity of your anonymous website traffic, and turns visitors into actionable sales leads, in real-time.By integrating your Lead Forensics account with SET for Business, that information is available from your SET dashboard. New leads can be imported at the touch of a button, and vital insights can be used to increase the effectiveness of all your sales and marketing activities. Find out more in our recent blog, SET launches Lead Forensics integration.
- Recruiting and onboarding
You can use your CRM to track your recruiting and onboarding processes. Think about the similarities between tracking a contact through a sales pipeline and moving a candidate through a structured recruitment and induction process. You may not need a dedicated HR CRM. Something like SET can handle both.
- Managing accounts
Many businesses only ever really think to track the first initial sale in their CRM, but you can also use your CRM to upsell to customers or build stronger relationships with clients, long-term. The job’s not done once you sign that deal. Retention is as important as sales. You should use your CRM to manage the customer’s entire buying history, this will help you increase revenue per customer.
- Project and event management
Have a new and exciting project or event your working on or planning? Don’t pay for another service or software, use your CRM to track those processes as well!
- Digital address book
Whether it’s customers or suppliers, a CRM can store contact details like phone numbers, emails and multiple addresses, along with additional information such as the last time you spoke. You can even explore the possibilities of using a CRM in your personal life. You can automate any admin-based relationship management task with the right CRM tool.
AND FINALLY – use your CRM to help automate almost any process
You need a simple, easy-to-use, visual sales CRM to help you manage your sales pipeline and it doesn’t have to stop there.
Any process that involves a structured series of actions, stages or steps can be managed and automated with a pipeline CRM. When you combine your CRM with an activity-based approach, you can speed up almost any process.
Whatever your business requirements, the right CRM tool will be able to assist in making all parts of your business operations more efficient.
Remember – your CRM isn’t just for sales. Almost every part of your business can benefit from it.
Are you making the most of your CRM software?
The post 8 Ways to Use Your CRM for so Much More than Sales!!! appeared first on SET for Business.