5 Ways Your CRM Impacts Selling Time

Perception

Roughly 75% of businesses today have invested in a CRM. It is assumed that most of those companies set out to simply track contacts and to move off of Excel as their choice of record keeping. Or in other words, they were looking to satisfy the purpose of a data repository. The conversation probably didn’t start with, “Man, we’ve got to give our team a better tool to close more deals.” As a sales operations guy, I hope I’m dead wrong with that assumption.

Selling Time

There is an interesting challenge in today’s sales environment of increasing selling time and achieving company CRM goals.

While the CRM’s general concept of managing one’s contacts and sales opportunities is necessary at some level, sales professionals are having issue with how their employers are addressing sales performance management through the CRM.

The communication between the sales professional and manager can sound like:

  • “You’re telling me I have to enter activities.” – Sales behaviors and activities are important for the success of a sales professional, but the time it takes to enter certain activities into the CRM software is painful. The better CRM’s reduce the amount of time spent by the sales professional is this module of the software.
  • “Yes, my pipeline has been updated, both leads and opportunities.” – Sales leadership should have visibility of what their team is working on, but the time it takes to input the information into the CRM can be lengthy or proper workflows aren’t set up to drive consistent data.
  • “CRM usage is part of my commissions?” – To drive usage and data, some companies create commissionable KPI’s that are based on CRM activities and completion. This is tough when the sales team doesn’t believe that the tool leads them to more closed business.
  • “We have more training?” – This isn’t to suggest that CRM training isn’t important or necessary. What I’m suggesting is that maybe the tools are a little complicated if we need to train our team as much as we do.
  • “When should I talk to prospects? It feels like I’m spending all my time updating CRM.” – It’s challenging for leadership to walk this line of required information and hitting quota.

The common theme is reduced selling time. As we talk to clients and prospects it’s still surprising to hear comments related to the above. Surprising because of the exploding markets in sales enablement and sales acceleration. Isn’t the core of those markets to increase selling time?

The Irony

Funny, TrackLeft is one of these sales tools that falls into sales enablement or acceleration. And supports a CRM.

TrackLeft is a digital playbook for sales that reinforces the methodology or process that is followed by the sales organization or entrepreneur. Contact us at sales@trackleft.com to learn how we’re increasing selling time.

 

We’re trying to build a company here. And it’s software. Both are tough.

Stay tuned.

 

Team TrackLeft

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Welcome to the Team

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For most of us, we’ve started a new job and were handed an agenda for the first week in addition to a checklist for your first three months. The agenda usually includes items like:

  • Meet with HR
  • Meet with manager
  • Team meeting
  • Company history
  • Tour of office
  • Department training
  • Executive lunch
  • Intro to software applications
  • Meet with mentor

The 90 day checklist has goals or items like:

  • Product knowledge
  • Budget review
  • Set up on all applications
  • Compliance training
  • Department processes

For Sales

In addition to the points above, how do we prepare sales to do their job? In most cases, sales is taken through the standard onboarding, given a laptop with the appropriate software, shown where to find marketing material, emailed the forms to do business, and given them a list of accounts and leads.

How do they learn the process?

How do they know the words to say?

How do they know what’s worked before?

Our expectations lead us to giving them the tools and sending them off into the field to grow the business.

However, every company has a unique history of how they are using the current process and saying the right words to earn business and grow the business. How is that tribal knowledge transferred? What if they had a tool that shared this history and process with our new hire in the first week? Or maybe even before they started? And they could apply it to each conversation and start selling right out of the gate.

Curious in how TrackLeft can help? Contact us at sales@trackleft.com

 

We’re trying to build a company here. And it’s software. Both are tough.

Stay tuned.

 

Team TrackLeft

Do you have a sales Trapper Keeper?

So in the spirit of Back to School season, we thought we’d talk about the Trapper Keeper.

Trapper Keeper

You know they still exist? And they’re back and better than ever. The next thing you know kids are going to be wearing back packs with one strap again and Girbaud, Z Cavaricci, and I.O.U are cool once more. Is this when I say, “I digress”?

For most of us (student or parent at the time), it was the binder where you kept everything for all classes or most.

Binder in the Cloud

Sales professionals are busy. The good ones are methodical about their routine, organized, and detailed as hell. Some of us struggle to stay 100% organized. By no means, was this just discovered. There are several markets that help the sales professional do well: CRM, sales enablement, sales acceleration, e-learning, business intelligence, sales intelligence, and some more.

It can be overwhelming for the sales leader, sales ops manager, or business owner to put the right tools in front of their team. There are so many flipping tools. And yes, we’re one of them.

However, here at TrackLeft we’re trying to bring back the simplicity and organization of the binder. And maybe even be that binder.

Whether it’s the notes you take during the sales bootcamp, weekly training, or a client meeting, you need a place for them to go. What’s your binder? What do you use for your “sales homework” before a meeting? Where do you keep the draft of that essay (the talk tracks, the 30 second commercial)?

T minus

Schools around the country are starting school over the coming weeks. As someone whose mother was a teacher and wife is a teacher, I know the chaos that is going to ensue.

So go find your binder (whatever that might be), try to get organized, and enjoy the ride because here we go again…it’s Back to School.

 

We’re trying to build a company here. And it’s software. Both are tough. And so is teaching…so say thank you to those that teach your kids or the kids of the next generation.

Stay tuned.

 

Team TrackLeft