What technology-based OR non-technology based approaches have you used to successfully encourage improved seller engagement within the CRM? I am specifically looking for ideas to promote better CRM hygiene and activate seller activity logging so that as management we have better visibility/confidence towards the strength of an opportunity.
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Director of Marketing in Software4 months ago
A tactic that many Sales & Revenue teams are taking is using software like digital sales rooms that automatically log buyer behavior and engagement into the CRM. The benefits are that 1) Sales reps don't need to take their time entering in data and 2) Opportunity and pipeline forecasts are based on buyer behavior, not seller intuition.VP Sales Enablement in IT Services4 months ago
Thank you Alex. We are early in our journey for DSRs, but I will look into this feature. Sounds intriguing!
Director of IT4 months ago
I’ll try and keep this simple - CRM is best used as a system of record and look to other systems to act as systems of execution in areas of high activity for example prospecting tools that can auto stamp the CRM automatically with the rep activity and success so this removes the admin burden - they can also be used to manage deals but this for us has proved more problematic - when it comes to any system a sales rep uses you must design for simplicity by removing clicks and keeping rep in the workflow. On CRM design don’t ask for loads of information it’s easy to ask for loads of fields to be field in as everyone across the business wants something recording - this usually results in poor hygiene and key info being missed - too much info and input is heavy good as it simply takes the rep away from customer engagement - hope that helps that’s a big question VP Sales Enablement in IT Services4 months ago
Sound advice. Thanks so much!
VP of Sales4 months ago
We have an individual assigned to pull data every week and report on the integrity of the data. We developed a health score focus on the fields that are used across our organization for forecasting, close ratios, alternative revenue generation, and other initiatives that are important. By publishing it weekly, in create an inherent peer comparison, and allow senior leadership to address compliance. VP Sales Enablement in IT Services4 months ago
Simple but effective advice. Thank you!