Your sales team is an integral part of your business. Your team is out there, pounding the pavement while constantly on the lookout for prospective clients for your products or services.
With everyone scattered in the field, however, it can be a challenge for managers to keep their team up-to-date on valuable information.
With customer relationship management (CRM) software, you can create streamlined processes and easily keep your team on the same page! By creating CRM-driven sales meetings, your sales team will be better informed, and your sales managers will have a finger on the pulse of their organization.
Here are three ways that your CRM can keep your sales team up-to-date:
Most sales teams start their meetings with the typical round-robin/show-and-tell meeting format. Unfortunately, this format often leads to people sidetracking into other conversations or giving vague explanations of their status.
With a CRM-driven sales meeting, the sales manager starts the meeting by pulling up a sales pipeline report. They can then ask specific reps about the status of individual opportunities at specific stages within the pipeline.
Once the sales manager has the information they need from one rep, it’s time to move on to the next rep’s opportunities. This streamlines the update portion of the meeting and creates conversations based on real data from the CRM.
This sales-driven approach allows sales representatives to focus on their jobs, and to save time by preventing meetings that go nowhere. It also allows the sales manager to focus on specific problems, including some that might not even come up under the old show-and-tell meeting format. The CRM allows the manager to look at each rep’s opportunities by where they are in the pipeline,, making it possible to discuss only those deals which are nearing the close stage.
With varying demographics in your customer base, it’s important to learn what sales methods perform best for your company.With CRM software, you can use CRM-generated reports to start and guide conversations about best practices.
Whether you want to review best practices for verbal agreements or look at opportunities that have been in the same stage for longer than a given time period, without CRM-driven meetings, information can lost in the shuffle.
For instance, you may have a sales cycle where an opportunity should move down the pipeline within three weeks. If it hasn’t moved by that time, something about it needs to be addressed. With a CRM-generated report, you can easily find this information without a sales team member having to manually go through their reports one by one. This saves everyone a substantial amount of time and hassle.
Instead of having to take prep time before a meeting, both managers and reps have these reports at their fingertips, making it easy to ask specific questions, identify issues, and move towards solutions. Topics that were once tricky to discuss — or even to identify — can now be dealt with quickly and efficiently.
Sales managers can also use this technique to focus on meeting-specific priorities. Instead of discussing early stage opportunities that are six months away from closing, they can limit the conversation to just those deals which are nearing completion. Along the same lines, a manager can now limit the discussion to the highest-value deals, the most promising new opportunities, and countless other focused topics.
There are always going to be some parts of a salesperson’s job that require manual effort. But that doesn’t mean that everything needs to.
Simplify your day. A CRM system collects and reports sales data objectively, instead of you and your team having to compile information from various sources.
Once you enter a sales meeting, you can go straight into the nitty gritty. If you are struggling to understand why an opportunity is not moving forward, you can look at the data with your team and discuss next steps.
Without having the above mentioned round-robin format, your team works together, faster, to problem solve instead of spending the meeting watching the clock. These CRM-driven meetings allow the entire sales team to leverage their combined experience to solve problems big and small.
A CRM-focused meeting cuts out the noise, and focuses on the signal.
Don’t let valuable sales meetings go to waste. Optimize your success with your CRM. Learn how here.