The Six Best Reasons to use CRM
I had to share this. I’ve implemented Highrise, 37signals.com, at two companies and it has definitely been successful for organization. I can’t tell you how many times I’ve pulled up to an account and forgotten my contacts name, whip out my crm and it is there.
I take it all back… CRM is the future of sales… the amount of value that CRM has contributed to sales efficiency and sales results is unimaginable. I was working with one of my clients last week when the moment arrived. How I have been so blind to the obvious over the years goodness only knows. I am now a convert and have taken the mature management approach to CRM and concluded that there are at least six good reasons why every sales rep should adopt CRM…
1. Keeps you busy. In this current climate, when real opportunities are as rare as a happy CRM user, sales reps need something else to occupy their time. Think about it, use CRM and you are going to be busy filling in all the data. Meetings, tasks, activities, notes, emails, recording phone conversations, etc. It’s a great way to be sales productive.
2. Allows you to focus on something else rather than selling. Let’s face it, times are tough and what better way to take your mind off selling then focusing your activity on updating the CRM system. If you spend a couple of hours a day you will find it so rewarding.
3. Keeps management happy. There is no better way to keep your management happy. The amount of time they spend on policing the CRM system to make sure sales reps are using it must mean this is their priority. In the old days it was about making your number, but no longer; CRM has changed the priorities.
4. Return on investment. The amount of money that organisations spend on CRM is enormous and they need to make sure there is a return. It seems the ROI is measured by usage, which is probably why the focus is on getting people to update the system. Therefore the more you use it the greater the return on investment figure.
5. Allows you to be creative. For me this is the best bit. Update your notes with anything you like. The chances that anyone would read them is minimal… so have fun and update your sales notes to read like a fairy story. Remember, the more you put in, the busier you look, the busier you look the happier your management!
6. You keep your job. Ahhh… perhaps this is the best reason for updating the system.
There we have it, the six best reasons why CRM is so good for sales… and if you make your number then it just goes to show what could have been achieved if you had taken the irresponsible approach of focusing on just selling.
Posted via email from Joseph’s posterous
