How to use CRM to motivate your sales team

www.redspire.co.uk Motivate Your Sales Team With CRM: Here’s How It's HARD to recruit great salespeople HARDER still to keep them great It’s important that you get the most out of your CRM and sales team While CRM can it, the product is only half the story To get the most from Customer Relationship Management, you have to get your salespeople not just using it, but liking it Liking the way it delivers sales targets Liking how it helps them succeed HERE’S HOW Show them that not all old leads are cold leads when it comes to CRM and sales Cold doesn’t mean dead It just means someone wasn’t ready to buy yet What if: You know which “cold leads” still click every newsletter? You know it takes 21 calls to get an appointment - and 500 cold leads are on twenty? You know cold leads warm up after their annual trade event? Many CRM applications can provide such out-of-the-box insights They’ll get your salespeople warmed up as fast as those unexpected prospects Remember KISS - Keep It Simple, Sales Complexity gets in the way There’s no surer way to hamper adoption than to make users think the old way was easier So double check: Main charts and functions are reachable with a click Any journey through a task is easy to understand Everything integrates with the natural application for that task - such as Microsoft’s Outlook for email campaigning Today, some of the best lessons in ease-of-use within CRM and sales come from mobile app design Get that data to go with mobile access Salespeople are big mobile users So a CRM application that plays well with their phones and tablets - especially those they own at home - will see greater use It enables: A sense of ownership Mobile devices are all about the personal More work hours to be put in as staff can now log in from anywhere A sense of empowerment you’re letting them things their way And maybe, just maybe, all that leads to greater sales numbers Make CRM mobile Find the boring bits and take them out of the loop A powerful application makes it easy to load up on menial tasks too So actively look for things to automate Here are some ideas: KEEP IN TOUCH CAMPAIGN CHASERS EVENT DATES Set follow-up calls automatically Calling people who clicked the newsletter? Deliver lists to salespeople’s desktops Find the big trade days in each sector and automatically schedule appointment-setting calls a few days before A great deal of sales can seem quite time consuming The best CRM practices will save you a vast amount of time Show them opportunities in social media The formula for happy, successful salespeople is simple: keep them supplied with quality leads that you have found from various places There are many opportunities for this, such as: 01 Getting your prospects’ social media handles 02 Connecting not just to prospects, but prospects’ customers 03 Looking for common denominators in what they click, post, share and follow The best CRM applications know social media backwards - but many companies underuse it Say it in pictures, charts and graphs A good chart or graph can foster understanding in CRM and sales that drives double-digit jumps in conversions Ask your people what information from the weekly report they use most and give it to them on-demand, in real time Choose graphics that can be used by easily by both Team Leaders and Sales Executives Don’t limit yourself to pie charts and bar charts scatters and circumplexes have clinched many a consultant’s sale too When you need to present data, as much as possible in graphics A good CRM setup will give you the tools Demonstrate the power of all in CRM and sales Imagine you have ten salespeople: If two are using CRM, those two will find it hard Usage will drop to zero If five are using CRM, that five won’t get full value They’ll use it under duress Once six are using CRM, it’ll persuade those who aren’t to get on board The outputs of a CRM system - ideas, insights, opportunities, conversions, closes - are only as good as the data you put into it So take care to get every lead and every action where it belongs and make it easy to so It’s the process, not the product Above all, remember CRM isn’t a product For the people who use it - nurturing leads, chasing closes, maxingout conversions - CRM is a process So when you choose your CRM partner, make sure they focus on how things are done within your organisation Match product with process and your results from CRM will be sky-high Ready to look up? Once your team is motivated, you’ll need to make sure they have the knowledge to make the most of your CRM system Discover how to increase your sales with your free ultimate guide: The ultimate guide to: upselling and cross selling www.redspire.co.uk The Ultimate Guide to: Up-selling and Crossselling Drive cross-selling and up-selling with CRM, by thinking people - not software ULTIMA TE SER Download Now IES VOLUM E1 01 [...]... remember CRM isn’t a product For the people who use it - nurturing leads, chasing closes, maxingout conversions - CRM is a process So when you choose your CRM partner, make sure they focus on how things are done within your organisation Match product with process and your results from CRM will be sky-high Ready to look up? Once your team is motivated, you’ll need to make sure they have the knowledge to make... that can be used by easily by both Team Leaders and Sales Executives Don’t limit yourself to pie charts and bar charts scatters and circumplexes have clinched many a consultant’s sale too When you need to present data, do as much as possible in graphics A good CRM setup will give you the tools Demonstrate the power of all in CRM and sales Imagine you have ten salespeople: If two are using CRM, those... makes it easy to load up on menial tasks too So actively look for things to automate Here are some ideas: KEEP IN TOUCH CAMPAIGN CHASERS EVENT DATES Set follow-up calls automatically Calling people who clicked the newsletter? Deliver lists to salespeople’s desktops Find the big trade days in each sector and automatically schedule appointment-setting calls a few days before A great deal of sales can seem... motivated, you’ll need to make sure they have the knowledge to make the most of your CRM system Discover how to increase your sales with your free ultimate guide: The ultimate guide to: upselling and cross selling www.redspire.co.uk The Ultimate Guide to: Up-selling and Crossselling Drive cross-selling and up-selling with CRM, by thinking people - not software ULTIMA TE SER Download Now IES VOLUM E1... Usage will drop to zero If five are using CRM, that five won’t get full value They’ll use it under duress Once six are using CRM, it’ll persuade those who aren’t to get on board The outputs of a CRM system - ideas, insights, opportunities, conversions, closes - are only as good as the data you put into it So take care to get every lead and every action where it belongs and make it easy to do so It’s... for common denominators in what they click, post, share and follow The best CRM applications know social media backwards - but many companies underuse it Say it in pictures, charts and graphs A good chart or graph can foster understanding in CRM and sales that drives double-digit jumps in conversions Ask your people what information from the weekly report they use most and give it to them on-demand,... consuming The best CRM practices will save you a vast amount of time Show them opportunities in social media The formula for happy, successful salespeople is simple: keep them supplied with quality leads that you have found from various places There are many opportunities for this, such as: 01 Getting your prospects’ social media handles 02 Connecting not just to prospects, but prospects’ customers 03 Looking ... team is motivated, you’ll need to make sure they have the knowledge to make the most of your CRM system Discover how to increase your sales with your free ultimate guide: The ultimate guide to: upselling... HARD to recruit great salespeople HARDER still to keep them great It’s important that you get the most out of your CRM and sales team While CRM can it, the product is only half the story To get... choose your CRM partner, make sure they focus on how things are done within your organisation Match product with process and your results from CRM will be sky-high Ready to look up? Once your team