Team can use CRM for day-to-day sales . In theory, there’s You went after it, researched, prospected, and finally your sales nothing to worry about anymore, right? After all, your salespeople will have a complete tool that will help your team’s basic sales routine and, consequently, your sales forecast is assured.
Yes, but between theory and practice there is a certain distance. The team doesn’t always adapt to CRM for sales – after all, they’ve had their way of working for some time and never had the habit of using a collaborative CRM before.
You invested in the tool, showed its importance to your team, but even so, it doesn’t use sales CRM.
And now Jose?
In this article we prepared for you, we talk about the pains of managers and salespeople in adapting to CRM, some of the reasons why it is not used in a salesperson’s routine and how to overcome the lack of engagement of your employees with the use of software that will bring to everyone within your company.
Why isn’t your team using the CRM for sales you hired?
Several factors can contribute to your sales team not wanting to use CRM. Every company has its reality and context, of course, and this cannot be ignored. Below, we’ve listed some of the most common reasons for teams not using sales CRM.
1. Personal resistance
One of the factors that can prevent CRM for sales from being used, especially in cases of small companies where the sales team is lean, is human resistance. As mentioned above, people already have a way of working that predates the application of sales management software.
Furthermore, the “fear of the unknown”, of what is new and unfamiliar cannot be ignored. In this case, the unknown is the sales CRM, its features, etc. After all, let’s face it: it’s much safer to work the way you’ve been doing for years, isn’t it?
2. Not understanding what CRM for sales is and what it is for
Another common reason is the lack of understanding of how a sales management system impacts and adds to a salesperson’s routine. If the expectation between manager and user is not aligned, it is quite possible that your sales team does not understand why to use the tool.
Therefore, it is important that you, the manager, have patience and zeal when adopting and showing your salespeople that CRM is an ally of everyone within your company.
3. Start and Quit
Getting started with CRM and giving up quickly before the first results show up is another problem. This “immediate” idea needs to be changed, after all, the first months of using the software are for learning, mastering the tool. Only after becoming familiar with the technology is it possible to boost sales and make its use much more positive.
Therefore, it takes calm so that CRM for sales can work to its fullest.
Seller has to sell. Is your sales management process correct?
How to motivate the team to use CRM in a basic sales routine
If previously we discussed the pains of managers and salespeople in relation to the use of sales CRM in the company’s day-to-day activities, now we will talk about actions that can correct this course . Below, see what you can do to show your team how to have a strategic ally to increase sales.
1. Show the importance of software
More experienced salespeople, as we talked about earlier, may have enormous resistance to modifying, adapting their way of working. Therefore, it is necessary for the manager to explain in a detailed, didactic and constant way the importance of implementing a CRM for sales in the company.
Make clear the objectives with its use and the path that needs to be traced for the software to positively impact your employees and, consequently, your business.
2. Raising awareness, but with your feet on the ground
Enforcement of use is not the way out. In addition to showing the benefits to your team, you need, item by item, to convince them that the sales CRM is really important in terms of productivity, organization and above all results.
But be careful!
It’s important to do this but without giving the idea that CRM will work a miracle. Change is always difficult and selling the idea that everything will work perfectly well in the first few months is wrong. The short-term adaptation period cannot be neglected. Make this clear.
Do you identify someone within your sales team with greater influence over others? This person, armed with knowledge about sales CRM, can be important to convince on a day-to-day basis those who continue to resist the use of the tool.
Highlight it to also accompany sellers who are having more difficulties
Furthermore, it is important to publicly value those employees who are adopting the software – this will encourage others to follow the path.
4. Choose a complete sales CRM
It is essential to get the CRM right. It needs to be intuitive, easy to use and above all complete. In addition, the chosen sales CRM needs to offer full support to managers and employees and, obviously, adequate and comprehensive training – either by voice or through educational materials such as videos, for example.
A good CRM has a reference image built with articles and educational materials to facilitate both the daily lives of customers and managers and employees who always want to sell more and better.
To have a true sales ally in your company, contact a consultant today.
Oh, and be sure to read our article on how to create a healthy sales routine within a company.
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A hug from PipeRun, your sales CRM. #RunPipeRun