Last Updated on January 25, 2017 by Dave Schoenbeck
Business owners are always ready to find the next cool tech tool that can help them increase their efficiency and maximize profits. If your company relies on product or service sales, it’s essential to look for solutions that help you manage your potential and existing customer base.
One tool that combines the newest technology with the simplicity of an old-fashioned customer database is a CRM – or customer relationship manager. If you’re thinking about choosing a CRM solution, it’s important to know all the facts before moving forward.
Here are the top 3 myths about CRM solutions and how we can debunk them.
Myth #1: Choosing a CRM solution is magic solution for sales success.
The first point to realize about a CRM solution is that it will not instantly transform a struggling business into a successful one. Like most tech tools, it’s all about how you use your CRM software solution. With proper training and a solid plan in place before you make a commitment, your company will get more out of your chosen system.
Your sales team must learn the basics about properly recording customer information and interactions into your CRM database, and they must be consistently diligent. It’s essential to customize your CRM software to reflect the specific sales processes and interactions that have proven to be successful at your company. Look back at this example of how to build your organization’s sales process for some tips. If the CRM you are looking at doesn’t allow revisions to their embedded sales process, find another one.
Myth #2: CRMs are all the same.
There are hundreds of companies out there offering CRM solutions, and no two are exactly alike. As a result, you can pick and consider the ones with features that are important to your company’s objectives. If you’re not sure where to start, look at some industry reviews.
Before choosing a CRM solution, make a list of the features your company needs most of all. Then, write down some additional factors that may influence your decision in choosing a software platform, such as cost, hardware capabilities or other limitations. Take a look at the top software offerings available – you’ll likely find a near-perfect fit.
Myth #3: Once I pick a CRM, my sales team will take it from there.
The last myth of choosing a CRM solution could be the most expensive and disastrous assumption made by a business owner.
Some businesses have sourced a CRM software as their way to supervise an entire staff of salespeople. While some CRM products are very impressive, this type of software can never take the place of effective monitoring by an individual. A CRM is not a “set it and forget it” tool – sloppy recordkeeping leads to diluted success.
If you want to keep your sales team moving toward success, partner the sales manager with a CRM solution – don’t simply leave everyone to do their own thing. Ensure your leader understands the capabilities of the system and monitor their sales progress weekly for accountability, then follow-up. That way, he or she will have specific details and data about each salesperson’s contacts, activities. There will also be a good amount of oversight into how the department is doing overall. Accountability is greatly enhanced if your CRM is closely monitored by the sales leader.
Get more from your business today by taking the steps to choose the right CRM solution for you. Doing so will help you use this invaluable business tool more effectively.
If you want to find out more about how to take your small business to the next level of success, fill out my online contact form for a complimentary one-hour online coaching session.
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