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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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

The Prototype

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Hello.

Some share the opinion that a prototype is a must no matter how much funding exists. This view is simple, the prototype allows you to quickly present and get feedback.

Others share the view that it’s a waste of time. Why not build the real thing from the get-go?

For us, there was a blend of the two theories. Luckily, we ran with the prototype approach and we were able to utilize the prototype for the first version.

This is how we started.

Our First Pitches

To tell our story initially, we had a few slides and some wireframes.

Our vision of TrackLeft at the time:

TrackLeft believes that an organization’s CRM is not a sales process nor does it consistently drive a sales person’s success. TrackLeft seeks to be the tool that drives sales process repetition, data collection, sales team success, sales objectives, and business results.

The problems addressed:

  • CRM usage rates are low
  • CRM is not a sales process
  • CRM data collection is inconsistent
  • CRM does not increase win rates

The solution presented:

  • Tool is a sales acceleration and sales process management platform
  • Step by step configuration of sales process
  • Provides a personal sales coach perspective with talk tracks
  • Forces sales professional to capture data during sales call
  • Visibility for sales leadership and onboarding teams
  • Role play tool
  • Speeds up new hire onboarding

Today

TrackLeft today isn’t much different…I know, it was only four months ago

Our vision of TrackLeft today:

TrackLeft believes that an organization’s CRM is not a sales process nor does it consistently drive a sales person’s success. As a work-paced training platform, TrackLeft will allow the sales professional to learn or reinforce their dedicated sales process or methodology. TrackLeft seeks to be the tool that drives sales process repetition, data collection, sales team success, sales objectives, and business results.

The problems addressed:

  • Low win rates
  • Lengthy ROI (time or money) on sales process/methodology training
  • CRM is not a sales process
  • Clarity of whether sales process is being used
  • Client conversations still on paper
  • Time to onboard new hires with dedicated sales process
  • Physical playbook or notes that represent sales process and talk tracks

The solution presented:

  • Tool is a sales acceleration and sales process management platform
  • Step by step configuration of sales process to win more accounts
  • Quicker ROI on training
  • Ability to know if a process is being used by sales professional – easier to coach
  • Provides a personal sales coach perspective with talk tracks
  • Forces sales professional to capture data during sales call
  • Notes within each step – Visibility for sales leadership and client onboarding teams
  • Pre-call planning and Role play tool
  • Speeds up new hire onboarding – learning occurs on day one of talking to prospects

 

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

Stay tuned.

 

Team TrackLeft