Sales teams may be reduced, outsourced, or even abandoned altogether during difficult times. This is when you need to expand your sales activities, not reduce them. Sales reps may not be receiving the support and resources they need to overcome slumps.
Let’s be honest. We must be fair. Salespeople work in a fast-moving industry where change is constant and they are continually expected to improve their skills and keep up with the times. There are many techniques that you can use as a business owner to reduce the learning curve and provide an environment for professional growth and change.
These methods are perfectly suited for technology. This article will focus on 7 ways to increase CRM system adoption by sales staff, as CRM systems are an integral part of modern and successful sales teams.
CRM stands for Customer Relations Management. This means managing all stages of your relationship to a potential customer. Also known as the “Sales Process”, CRM systems are a hot topic because they streamline sales processes, increase efficiency, and ultimately lead to more sales and higher profits. This is possible only if your employees are open to the idea.
Implementing a CRM system requires that everyone is on board. Everybody needs to be involved. You may now be wondering, “How can I get my sales team to join a CRM program?”
Here are 7 top ways to get sales reps to embrace CRM systems.
1. You can include your staff in the CRM system selection
Consider implementing a CRM system. Make a list and request demo accounts from your staff. Ask your staff to give feedback about the CRM systems they are considering and help you choose the one that suits you best. They will feel committed to making it work if you follow through with their selections often. After all, they were part of the selection process. Even if they don’t choose you, they will still feel respected and heard. You might be able to point out potential pitfalls in the software that you wouldn’t have noticed otherwise.
2. Sell The CRM System Benefits To Your Team
Your implementation meetings should be treated as a sales call. Talk about the benefits that they will get from the successful implementation of the software. They will be able to track commissions more easily (so they can get paid), manage more prospects (they get paid more), and improve lead tracking (so other staff cannot steal their pay).
3. Provide Private Training Options
Fear of embarrassment is a common reason for resistance to change, especially in the area of technology. Your training program should include sufficient training. Make sure everyone has the opportunity to become familiar with the CRM software. Staff will be more likely to complain about the system than to admit that they don’t know how to use it. If possible, offer private training. Many web-based CRM systems offer free online training videos that allow staff to learn at their own pace and not feel isolated.
4. Take it one step at a time
Implementing a CRM system should be done one at a time. You will overwhelm your sales reps if you try to implement all processes at once. This could lead to serious errors that can scare away your sales reps from using the system.
5. Recognize the Team’s efforts
Use the CRM system data to highlight individual accomplishments during sales meetings. Indicate, if possible, that you are using the CRM system to help you identify a goal and give sales reps the credit they deserve.
6. Reprimand When Required
Be firm with your reprimand if you see a sales rep who is hesitant to use the system. However, make sure they are aware of the benefits and the importance this system has for everyone.
7. Paint The Big Picture
Your sales reps should be able to see the light at end of the tunnel. Give them interim goals to improve their CRM system competence. Let them know when they can start to see benefits.
Your staff only needs a little guidance. Your sales reps’ success will be a key factor in your company’s growth and profitability. Although they might be reluctant to use a CRM system at first, they will soon see the benefits and how it can help them in their sales.
