If you're thinking about implementing a CRM for your business but don't know how well your sales reps are going to take it, then here are some steps to make sales reps actually use your CRM.
1. Get them involved early - Even before you implement a CRM for your business, get your team involved in the decision to actually implement a CRM. After all, your sales reps are the one who are going to use the CRM, so get them involved in the selection process.
2. Training - Train your sales reps to use the system. It would be best to choose a CRM that is simple, easy to use and quick to start off. Also, train them to practice entering their data in the system.
3. Show them what it is capable off - Once your data is in the CRM, let your sales reps view the magic unfold - the analytic, reports which gives insights to make smarter decisions.
4. The Power of Mobile - Your sales reps are doing the rounds most of the time. And if they're just getting into the practice of entering data in CRM, then a CRM with a mobile app is a must!
5. Keep forms and data entry to the minimal - Sales like to sell. They like talking to people and closing deals faster. And they definitely don't like laborious data entry. Make sure you don't get so involved in updating everything in a CRM that you fail to notice that your sales reps are not very happy about it.
As a salesperson today, you need a unique set of skills to be successful: working effectively on-the-go, collaborating with your team, and knowing what your
Radhika Bhangolai's insight:
How can you shorten the sales process?
If you're cold calling then make sure you're talking to the decision maker, or ask the prospect to direct you to the decision maker. The process is different in each companies so before you jump into the conclusion that there are chances to close the deal, ask them about the approvals and processes in the company, and what's the best way to get talking to the decision maker.
If you're using multiple systems, then your data is definitely scattered across all these systems. You need to integrate it and get all the data in one single place.
But that does not mean you need to swim through the enormous amount of data to get the information you need. Get only the relevant data you need to know about the customer and make sure you get that data instantly.
Customer Behavior - The most important factors that influence the purchase of customer relationship management (CRM) software are functionality and ease of use, according to a recent report from Capterra.
Reps need time to develop and build their skills, practice their pitch, and build relationships. How much time is enough? We took a data-driven approach to find out. The first few months on a new job…
Radhika Bhangolai's insight:
It takes about 9 months for reps to get comfy in their chairs. And it takes about one year to actually rate their performance.
So how to reps start off their sales career?
1. Observe - Look around you, observe your colleagues and see what's their day-to-day activities
2. Learn - Learn the product in and out. Believe it will solve the customer's problem. You can sell better if you believe in your solution.
3. Be the Hunter - Choose to be the hunter rather than the farmer. Find new opportunities and leave the nurturing part to the experienced guys. Why? So you'll know your audience and their needs.
4. Research - Get to know all about your potential opportunities before you pass it on to the next level. Research is the key to understand your customers' needs so you're ready with a solution even before they tell their problem
5. Sharpen your listening skills - You've just started off so you're obviously enthusiastic. But hold your horses... Selling is not about you, it's about the customer and their problems and needs. Get into the habit of listening to them before telling your solution.
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