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Five Reasons Your Sales Rep Won't Use a CRM


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Your CRM is your portal into your company’s operations and sales data and sales rep buy-in is required for it to meet its full potential. Yet CRM avoidance is a real thing and crafting a plan to manage reps who shirk your system is something you’ll have to do. Unless, of course, you roll out a CRM application your reps will actually want to use. Here are 5 reasons your sales rep won't use a CRM.

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Five Reasons Your Sales Rep Won't Use a CRM

  1. 1. 5 REASONS YOUR SALES REP WON’T USE A CRM Inside the mind of the modern-day salesperson PRESENTED BY
  3. 3. NEW NO When companies introduce a new CRM, sales reps are often reluctant to adopt the new software.
  4. 4. Thanks for viewing! Nice find! You’re well on your way to becoming a sales machine. Now be a friend and share this resource with hundreds of your closest Internet pals.
  5. 5. Let’s take a look inside your reps’ brains to explain why they aren’t using their CRM tool, and how you can convince them to change.
  6. 6. The CRM is too bulky. Your reps may be saying: “There are too many features.” “I don’t know where to start.” “This is taking forever.”
  7. 7. Reasons for this situation: Insufficient training. When you introduce new software to your team, invest the time to educate your reps. If they understand how to turn their tools to their advantage, the complaints will stop.
  8. 8. Reasons for this situation: The software is actually too bulky. Try watching a rep enter a new contact into your current CRM. If it takes more than a few clicks, you may want to reconsider the purchase.
  9. 9. Working with your CRM should be easy. Look for: A clean interface Intuitive organization Ease of use, especially when it comes to repetitive tasks like entering leads
  10. 10. The CRM doesn’t integrate with the tools I actually use. Successful reps know which tools they need to nurture their work relationships.
  11. 11. Integrations are key for CRM adoption A good CRM will work with the tools your salespeople use, rather than replace them. Look for software that offers a happy medium – reps get to use their preferred tools and executives see the top-level dashboard data they need.
  12. 12. Integrations your reps may want:
  13. 13. The CRM sucks on mobile. Salespeople need access to customer information in and out of the office. This includes entering new lead and contact details and retrieving existing information.
  14. 14. Salespeople are mobile. So should their CRM. Reps need mobile solutions so they can enter new leads and contacts in their CRM immediately, not only when they get back to the office. Salespeople need to have access to customer information no matter where they are, not only from their desktop.
  15. 15. I’d rather be calling leads. This translates to: “I want to spend time selling instead of typing data into my CRM.”
  16. 16. Reason for this situation: Reps don’t want to spend time on administrative tasks. They want to focus their work on tasks that helps them close more business. A good CRM won’t impede your sales reps’ energy - it will be a useful selling tool.
  17. 17. What to look for in a CRM’s tracking tools: Easy data entry and updating Monitoring the outcomes of your calls Ability to store call scripts, record conversations, and make digital notes Notifications about upcoming tasks Customizable data fields
  18. 18. It doesn’t help me sell more. If your reps say this, changes are in order.
  19. 19. Reason for this situation: A CRM should add value to your sales team by making their work easier and helping them close deals. Reports can show them where they can make improvements and where to focus their energy.
  20. 20. Key considerations for analysis: The dashboard and contact list are just the beginning of what your CRM should offer. Powerful reports will spot trends and generate insights. Set sales goals and monitor progress toward them. Reports that show where deals are going wrong and where reps are succeeding.
  21. 21. The CRM your team will actually want to use. Native apps available on web, Android, iOS and Windows devices Base is the only CRM built for people and the first post-PC CRM where your mobile CRM experience is just as important as your web CRM experience. Base is used by more than 10,000 businesses to manage sales and customer relationships. Our mission is to make you and your team 10x more productive. Try Base Free 14-day free trial
  22. 22. It is an intuitive, easy-to-use CRM tool that takes just minutes to set up. Base was designed and optimized to make the customer management process insightful and relevant to a new generation of sales.
  23. 23. Features in Base CRM Customizable pipeline Unlimited contacts
  24. 24. Features in Base CRM Automated tasks Sales goal setting
  25. 25. Features in Base CRM Dynamic reports Integrations with other tools
  26. 26. Features in Base CRM Free native mobile apps Instant contact clipper
  27. 27. The only CRM built for people. Inspired ? Sign up Now 14-day free trial
  28. 28. © 2009-2013 Base |