Enable Your Sales Team with a CRM System

Original post from Nancy Nardin:

CRM as a Strategic Advantage:
Implementing CRM across any sales organization is a big deal. If you’ve gone through it, you probably started with a lengthy needs-analysis and followed it up with a good amount of vendor research. No doubt, you developed high expectations for your implementation by the time you were ready.
Furthermore, you’ll find that what salespeople want from the CRM system are the very things that will lead to higher and faster revenue growth (e.g. a way to speed call reporting which consequently leads to more time to make calls). Find a way to get them what they need and you’ll get what you need.
As a result, execution is imperative for growing revenue. Examples where execution is paramount are: timely follow-up, following-up with the right people at the right time, making every activity count, always being relevant, and making every conversation count (58% of customer loyalty is derived from sales rep interaction).
CRM should be a competitive advantage.

CRM systems are necessary to keep your sales team focused on their goals and reaching quota. Period.

Some say they can get away with spreadsheets alone, but that doesn’t leave much room for growth.

What we’ve seen when companies implement a CRM for the first time is they expect it to work automatically once set up. But, unfortunately, it’s not that simple.

The salespeople have to do the work while the CRM is there to back up that work.

Enable the sales team with tools to keep them organized and the investment will start to show.

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