Because you bought the most sales-friendly CRM doesn’t mean your sales charts will increase overnight. CRMs are built for people and can only work when efficiently used by people.
You’ll agree with me that most salespeople prefer to stick to their conventional sales techniques & tools than adopting a new one. Even when it’s evident that the sales results are not impressive – some will instead switch jobs that adopt a new tool.
Organization-wide adoption of a CRM is an essential step towards making the most of your CRM. So, the question is, how do you make your sales team love your CRM?
Thanks for asking. We’ll answer in a bit.
7 Strategies to Make Your Sales Team Love Your CRM
- Involve your sales team from day one
- Provide ample training
- Promote the CRM benefits
- Incentivize the CRM
- Flexible Integration Options
- Round-the-clock support
1. Involve Your Sales Team from Day One
Commit your sales team by involving them during the implementation phase of your CRM. During this phase, they’ll learn about the core features of the software. Plus, how it helps amplify their sales efforts to get better results.
Let’s face it. Nobody wants to take the longer route. Be it in a journey or in achieving a specific goal. But by exposing them to the core features of the CRM, you’re giving them a reason to love it. A reason to stick with it no matter what.
2. Provide Ample Training
Implementation process training is excellent, but it shouldn’t end there. There should be enough training for the sales team and the entire organization. Because ample knowledge breeds courage and encourages execution.
There should be proper training for every team member that uses the CRM, not just the sales team. As it stirs them to use the CRM and helps complement each other on an area of weakness.
3. Promote the CRM Benefits
SaaS firms did not create all CRMs equal; they all possess a spectacular area of strength. And possibly, before subscribing to the CRM, it was a particular feature that attracted you to it. Now, the onus of promoting that specific CRM benefits to the sales team rests on you.
Keep elevating the benefits of the CRM to your sales team till it becomes their anthem. This strategy, by far, is one of the top strategies to make your sales team love your CRM. Tell them what’s in it for them, and they’ll use it.
4. Incentivize the CRM
At times the provision of incentives can stir an employee towards going the extra mile in delivering on a particular task. That’s how humans operate. Beyond knowing what to do, we still need an external force to motivate us.
To drive your sales teams to love your CRM, provide incentives for hitting a milestone with the software. That way, they’ll not only use the CRM to perform their job but explore other ways to hit their goals with the CRM.
5. Flexible Integration Options
To a large extent, integration flexibility remains a critical factor in choosing CRM software for your organization. It is vital because a CRM is only one of most businesses’ many tools for their day-to-day operation.
You might be asking how this concerns your sales team. Well, it does. Before adopting a CRM, they might have been using other solutions for sales and prospecting. And if your CRM is not flexible to accommodate a smooth migration from their existing platforms, it might discourage them. As much as possible, you want to eliminate frictions from the CRM.
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6. Round-the-Clock Support
Most CRM partners provide after-sales support after implementation. Although not free, they are necessary for the effective use of CRM. Once in a while, your team members will run into a technical issue, and frustration usually sets in when the problem lingers.
Interestingly, this strategy is among the unpopular approach in making your sales team love your CRM. Pay for support where necessary, and leave your sales team with no excuse for non-performance.
Essentially, your sales team wants more sales, more money, and more income. Present your CRM as a means to achieving their result, and they’ll jump on it. Salespeople dodge from CRMs when they visualize it as extra work and stress. Like we all do.
These strategies are proven and tested by top CRM experts, and the results are always remarkable. If you’re having an issue getting your sales team to love your CRM, then you shouldn’t sleep on it.
If you have questions, contributions, and suggestions, kindly share them in the comment. We’d love to hear from you.