How to Keep Your Sales Representatives Efficient?
Published on octobre 31, 2016
You have decided to provide a Customer Relation Management tool to your sales team, but you are scared that it will not be accepted, or not be enjoyed at full capacity. Or even worse, that your sales representatives will waste their time to create tasks and reports instead of doing the most important: selling your range of products and services.
In this article we are listing down our mains guiding tips and advice for the implementation of your CRM tool.
Demystify the false beliefs
Despite the vast majority of CRM tools being much simpler to use nowadays, a lot of sales representatives perceive it being very difficult to use instead, having complex features. They even feel it is a waste of time compared to their old way of working. But have all the efforts been done in parallel with the top management to fight these false beliefs? And how many companies spend enough time communicating and address their sales representatives about how important and strategic the use of a Customer Relationship Management tool is? Finally, how many organizations do make sure to inform all their users about the fact that the CRM is not only a tool, but also a real business strategy.
Help and Support Your Sales Representatives as Much as Possible
During the implementation of your CRM tool, you probably spend enough time to train your sales teams about its various features: appointment management systems, follow up of sales activities, and report creation… But did you do enough to make sure that this tool is in the sign with the daily issues of your teams?
Therefore, you have no other choice than help your sales representatives during the CRM implementation process, because you have to convince them that the computerization of their daily task will help them to be more effective and efficient.
Provide them with a training that fits them best
One of the best ways to help your sales representatives and to avoid any failure during the implementation of the CRM tool, it is to keep them updated about the exciting new features. You can provide sessions of continuous training, or simply enable them to express the daily issues they face while using the CRM.
Furthermore, some sales representatives often feel bad about expressing their ignorance about some of the proposed features. The solution is to allocate best users as key resources, which will encourage the rest of the team to reach them in order to improve their daily tasks. It is also a good way to involve everyone in the CRM implementation project.
Keep Improving the Features of Your CRM
In order to help your sales representatives to focus on their most important task—selling your products and services—you must make sure that your CRM is user-friendly and quick to access. That is why your CRM must facilitate the quick access of clients visit reports by your sales representatives, and provide in one click only an overview of your sales director.
For improving the day-to-day of your sales representatives, you must perform an internal audit of the features of your CRM from time to time. They have to be compared to the real needs of your users. The features that are not being used must be deleted. In contrast, others must be customized in order to optimize as much as possible the use of your CRM.
Whichever the CRM tool you are using, you necessarily have to take into consideration the current and future needs of your users to reach a good level of adoption. Solutions Metrix can support while you try to achieve these challenges: we will help you to analyze your current problems while showing you the best practices that will help you to improve the day-to-day of your sales representatives.