So many CEOs, Business Heads and Sales Managers spend weeks shortlisting sales CRM software, comparing features and considering cost implications- all in a bid to choose the right sales CRM tool and to try and maximize return on investment.
Here’s what your worst-case scenario really is though-
You choose a great CRM and opt for a value-driven yearly subscription, and then proceed to spend most of that year trying to get your sales team to actually use that CRM (usually in vain).
The only way for you the get the most returns on your investment in a CRM is to get your sales team to love using it. And because a CRM is a software necessitated by work, you’re going to need to take that extra effort to get them to love it.
Not convinced that you need to take the additional effort? Let us show you…
The Benefits of Having Your Sales Team Thoroughly Use a Sales CRM Software
1. Better Data, Better Insights
When your sales team loves using your CRM, they will want to use as much of it as they can. For you, that means a LOT of data getting fed into the system, getting crunched into insights based on which you can make more profitable decisions.
2. Better ROI
You’ll actually see the returns on your investment because not only is everyone actually using the software, but it’s helping you improve lead quality, optimize the pipeline and sales forecasting data so you can make the right decisions.
3. Smoother Resource Planning
A sales CRM not only helps you streamline your funnel, but also helps you manage your sales team much more effectively.
Sales reporting gets much easier and you can listen to calls, view performance reports, track any possible internal reason for leads not converting – all at your fingertips.
Then, you can take corrective steps and optimize your resource allocation; you’ll see a direct impact on your funnel.
4. Track Returns on Marketing Investment
Your marketing team keeps sharing leads with your sales team, but how many of those are qualified?
A CRM will help you quickly identify when a majority of the leads coming in aren’t of good quality, and it will also tell you which marketing channels may or may not be responsible for most of those unqualified leads – only when your sales team is paying attention and goes looking for that data.
5. Forecast Your Sales
When your sales team diligently adds data, updates lead statuses and puts in the right numbers, your sales CRM software can also help you with sales forecasting. That way, you can focus your effort where it is really needed – in working on sales strategies.
Ready to go the extra mile and get your sales team to love your CRM? Let’s get down to the how.
7 Tips to Get Your Sales Team to Love Your Sales CRM Software
1. Include Them in the Buying Decision
Make your sales team a part of the evaluation process – get their inputs on what they would like to gain from a CRM and the current problems they’re facing, and get them to test a shortlisted CRM.
That said, you might get varying opinions & suggestions, final decision remains yours.
2. Set up a Robust Onboarding & Training Process
The initial training period sets the tone for your team’s adoption of the CRM tool. Ensure that your sales team gets an in-depth training on how to use the software and how different parts of the software relate to and impact the business process…don’t just get one or two sessions with hypothetical accounts and no data filled in.
Ideally, the CRM provider should help you onboard completely, give you multiple training sessions, and then also be available to answer any questions you may have day in and day out!
The Kylas Growth Engine, for example, provides a complete onboarding and training period (absolutely free) and also offers business experts who will work with your team to help them make the most of the CRM for your specific business needs.
3. Appoint a ‘Change Leader’
It might be difficult for you to get direct & frank feedback from the sales team.
A change leader will help the team transition onto the new software and will also be able to report back to you with a download on what the team likes about the new software as well as where they’re facing difficulties.
This leader will also be able to push the team to use different CRM features of the software, by consistently working with them on the product.
4. Incentivize Product Usage
For the first few months, have a rewards & recognition system in place to appreciate those who thoroughly use the platform. Positive reinforcements work great to help establish a growth mindset and also have your team deal with the introduction of a new sales CRM software.
This helps more people take the effort to use the software, and in turn improves the quality of data being updated in the software too, directly impacting sales effectiveness – which in turn improves sales data, revenue, and gives your team the satisfaction of meeting goals!
It’s a positive cycle.
5. Talk About the Big Picture
Most of the time, senior leaders only tell the teams what needs to be done – in this case, the CRM needs to be used – and not what the importance of the impact is.
Show your sales team how them using the CRM will help the entire company achieve its business goals…you’ll be surprised how motivated they’ll be when they know how their usage will impact a larger goal!
6. Make It a Part of Top-Down Processes
Make the CRM a part of your weekly, monthly and quarterly sales meetings – where you and mid-level leaders showcase an impactful and genuine use of the product, it helps teams understand the true value of the product.
It also helps them understand the impact of the product from your perspective. This is much more effective than constantly chasing after individual team members or micromanaging the use of the software, both of which are likely to cause resentment.
Check out this blog to understand how.
7. Celebrate CRM-Based Milestones
Your team and you always celebrate a sales goal being achieved…apply the same logic to micro-conversions or sales effectiveness metrics in the CRM.
For example, number of prospects contacted, 100th call made through the CRM, 50th sale marked in the CRM, etc. The milestones you choose are completely up to you.
In general, you’ll find that positive reinforcement, encouraging a growth mindset, and top-down transparency are key to get your sales team to love your sales CRM software.
We hope you’re all set to make a new platform work for you & your team!
Have any more tips for other readers? Do feel free to share in the comments section below!