“I don’t think we need that.”
“We only have XX salespeople. We aren’t ready for CRM.”
“I would love to, but it would just be one more system that my team needs to sign into.”
Do you relate to these statements at all? We constantly hear people struggling to understand if they need customer relationship management (CRM) software, or where to begin when they do.
While some situations warrant waiting for CRM, we talk to plenty of companies who realize they’ve been putting off CRM when they could be streamlining their processes and more effectively serving their customers.
Sometimes, the delay involves not wanting to sign into another software application, even though it can reduce the number of places to go in the long run. Other times, managers are overwhelmed by all the bells and whistles that CRM software can have, but they don’t need to be. CRM can be a simple solution that grows as your business expands.
Post-its everywhere. Napkins in drawers. Business cards with information written on the back. Excel spreadsheets saved to your desktop. Email inbox. If your company is storing your customer information in all these place, it’s time for CRM.
You want your leads to feel welcome, but you don’t want to bombard them at the door. If there are no organizational systems to assign your sales reps, it’s time for CRM. This system allows you to see the last communication, instead of having awkward calls that make you seem uninformed.
It’s the end of the month. Did you hit your quota? How far are you away from it? If it takes you more than a few minutes to figure out the answer, it’s time for CRM.
If you frantically spend your Sunday nights putting together presentations for Monday morning meetings, it’s time for CRM. With a centralized information base, pulling reports is easy and efficient.
Just like prep time, CRM-driven sales meetings aren’t drawn out. Sales managers can pull reports for their reps, and instead of round-robin meetings, they can ask specific questions about big wins. And better yet, if there’s a stalled lead, team members can offer insight about how to push opportunities along. Everyone wins, and you can get your next cup of coffee and move on with the rest of your day.
The client is on the phone asking for a status report, and you say, “Let me pull that file for you.” Where are you looking? If the answer is “multiple locations” or “your email,” then it’s time for CRM.
If you get to work and need to spend a significant amount of time going through your emails and Post-its, then it’s time for CRM. That’s not to say that you won’t need to check emails when you have CRM, but with recent data in one place, it makes this process much more efficient.
At the end of the day, we all want more business. We certainly don’t want to be losing clients, due to a lack of organization or a poor understanding of our sales pipeline. If you have these problems, it’s time for CRM.