In 2006 I discovered the practice of Fractional Sales Management before it became an emerging…
Salespeople will input CRM data consistently if there’s value for them as well as management. Here’s how to get there.
Before I get started on that, I want to share with you that Sales Manager Now is a Zoho Partner. That means we can help with any implementation or trouble shooting of your Zoho CRM. In addition, if you have another CRM that you aren’t thrilled about or you think it could be better, I have found that Zoho is the greatest value for small and family-run businesses. Contact us if you’d like to find out more.
Customize your CRM to Your Business
Customize your CRM to your business, to your terminology, and to your process. For instance, in our company, we call leads “Shoppers” and we call contacts “People”. It’s something we have customized. But every business is different. So make your fields speak to your culture and your particular business.
All Communication Runs through CRM
If you can, you want to put all sales communication in the CRM. In other words, send emails within CRM, make phone calls through CRM, text through CRM and add data through CRM. If your salespeople are living in your company’s CRM, they’re going to be adding more and more valuable information.
If your CRM can’t do that, then you want to have strong integrations. For example, your email and phone system should be integrated within your CRM. In addition, get your texting linked with CRM. Consequently, all the effort that’s going outside the CRM is being collected and you can then produce more reports and gain more value.
Have Your CRM Deliver Value to Your Salespeople
I wouldn’t want you to assume because you gave your salespeople a tool where they can store names, phone numbers and emails, that that’s a great value. That’s basic and they already have that in email.
You want to make sure that the data that’s being collected is something that they can use to help them make better decisions. Which will help them win more business.
As a management team, we want to collect as much data as possible. We’re the ones that need to create and provide reports for our salespeople. We can provide reports and we can get feedback. For example, feedback would be what would help them in making more calls and calling the right people as well as cross-selling.
Define What Information is Required for Input
Define what information is required as far as the data input and what is optional. It would be your job to tell your salespeople what is required. However, make it clear by writing it out and following up that it is getting done.
To summarize all of this; Customize your business terminology process. Make it your Central Hub of communication if possible or integrate it well. Confirm that there is value to the sales people and then define what is required, what is not required, or what is non-negotiable.
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