Sales executives understand the value of a customer relationship management (CRM) system but getting your sales team to comply can be challenging. Sales reps would rather be out in the field closing deals than sitting in front of a computer “ticking” boxes which is why as a sales executive it is essential to invest in an intuitive solution that helps your sales team do their job with greater ease. But first you’ve got to sell the idea to them.
Emphasizing the benefits of CRM to your team is a great way to get them interested but it’s going to take more than that to get them on board. To get your team to the level you are at in seeing the real value of using a CRM solution, you need to make sure you do these three things:
Involve your team in the decision-making process
If you want your sales team to show an interest in your CRM system you need to involve them in the decision making and implementation process from the beginning. This system is after all there for their benefit so understanding their pain points and how they work can be useful in selecting a CRM solution that they will be excited to use.
Dynamics 365 for Customer Service is Microsoft’s latest customer service app and replaces what was traditionally known as Dynamics CRM. The objective is to unify how customers and prospects experience your business through intelligent customer service.
If you want your sales people to make full use of your CRM system and all its benefits, you need to provide your team with proper training. If your sales team does not feel comfortable using the system, they won’t use it especially if you are implementing a newer system right off the bat.
Integrate your system
Your CRM system needs to integrate easily with other key system in your business such as your ERP system. When the tools, your staff use on a regular basis are easily integrated into the CRM system, your sales team is more likely to make use of it.
BONUS TIP: Reward usage
Remember what drives your sales team. Consider championing salespeople who use CRM the way it is intended to be used by offering incentives to reward those behaviours.