If you're using your CRM to drive your sales team into higher energy levels and performance - you're doing it wrong. CRM's are for managers, not for reps. I'll tell you why CRM's are holding back your team, and what you can do about it.

1. Why CRM’s are holding
your sales team back ,
and what you can do about
it.
@jamesepember
@spartasales

2. Ah, the trusty CRM. The sturdy backbone of every
sales team. The workhorse.
The storage for all our sales data.
The holy mecca of sales enlightenment, helping us
to close more deals with all that great information
right at our fingertips.
@jamesepember
@spartasales

3. IF ONLY SALES PEOPLE WANTED TO USE THEM!!!
@jamesepember
@spartasales

4. CRM’s are built for sales managers, not sales people.
Sorry to the makers of this software…

5. Why do reps dislike CRMs?
•CRM’s feel like a mandate from above, so sales reps
feel they are being strong-armed. Reps think
managers use CRM like Big Brother, to micro-manage,
and not as a tool that helps them.
!
•It’s too time consuming to enter data after a busy day.
They don’t see how it benefits them personally or
has money-making impact.
!
•Sales people love interacting with customers, not
CRM programs. They’d rather be out selling and
closing deals than logging a bunch of info.
http://blog.capterra.com/6-things-salespeople-hate-about-crm-and-what-can-change-their-minds/
!

6. Before we start, let’s look at what motivates sales people
Source: http://sales20network.com/blog/?p=467

7. OVER 60% of what motivates sales reps has
NOTHING to do with cash.
“Making progress” = 40%
“The thrill of the chase” = 14%
“Recognition” = 9%
@jamesepember
@spartasales

8. “Ok, I get it - carrots and sticks don’t necessarily motivate
my team. What’s this got to do with CRM?”
@jamesepember
@spartasales

9. “Does your CRM system provide feedback to
the user on the progress they are making – or
is is just used for data entry to supply
management with whatever reports they
need.”
Source: http://sales20network.com/blog/?p=467
Question time…

10. If we agree that the best salespeople are motivated by
recognition and personal development (and not just cash),
we must also agree that traditional sales support software
is failing us.
@jamesepember
@spartasales

11. So what’s the answer?
@jamesepember
@spartasales

12. THROW OUT YOUR CRM!
@jamesepember
@spartasales

13. Just kidding :)
!
CRM’s are important and they aren’t going
anywhere.
The key is to realise that your CRM is not a tool to
drive performance, energy and motivation
amongst your sales team.
@jamesepember
@spartasales

14. What can I do then?
Try using leaderboards and gamification to drive
performance, energy and motivation amongst your
team.
@jamesepember
@spartasales

15. Why leaderboards?
Leaderboards
drive:
1. Transparency
2. Real time
feedback loops
3. Recognition
@jamesepember
@spartasales

16. Summary
• CRM’s are important, however they are not tools to
drive energy, results and motivation on the sales floor.
• In order to get your team focused, motivated and
performing - use leaderboards, gamification and non-financial
motivators to drive accountability,
transparency and recognition on your sales floor!
• If you’re looking for an easy way to get started with sales
gamification and leaderboards, sign up for a 2 week free trial
of Sparta at http://www.spartasales.com
@jamesepember
@spartasales