What strategies have you found that are effective at overcoming resistance to sellers utilizing a CRM?
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CSO2 months ago
Over the years I've found that sellers are reluctant to share their knowledge as they perceive it as their power base.Even with the old card-based systems sellers would jealously guard their information and it was difficult to get them to report. When leaving the company they would attempt to take the records with them.
CRM was supposed to eliminate the flaws in the old paper-based systems but it had one fatal flaw itself. In so many cases the merits of the CRM were never truely sold to the sellers who used it. Selling is all about disovering the other party's needs and wants then satisfying those needs. Too often a CRM is sold to the powers that be as a management tool with all its bells and whistles then "sold" to the sellers who reluctantly use it.
We have developed a lot of best practices we can share with clients to help teams get set up quickly with processes that are simple, yet proven to work. Good reporting requires consistency with data entry and this can prove burdensome and challenging for sales people who are focused on selling and often don't immediately see the need to enter the data needed for good reporting on each sales interaction.
Consider how you can resource administrative and clerical support to your sales team, if needed, so that the sales people can focus more on what they are good at.