CRMs Are For Sales Managers Too
That’s right, we’ve opened the floodgates on all things CRM.
In the last blog post, we talked about what a CRM system is and how important it is for salespeople to use.
But the benefits aren’t just for the salespeople.
Being a sales manager isn’t easy. There are lots of pieces in the overall sales puzzle to keep up with. Just look at our blog to see how many different things a sales manager has to think about for their sales team and company.
And we haven’t even scratched the surface.
But one thing that will help you a lot is, you guessed it, a great CRM.
So why aren’t all sales managers using one?
- We don’t want another business expense.
An added expense in any business can be frustrating or worrisome, especially if you don’t know how it will benefit you.
Luckily, most CRM solutions are extremely affordable, if not free. Especially for small businesses. Some, such as HubSpot, freshsales, and ZohoCRM, have versions or startup plans that are free forever.
Most others have plans that are less than $20 a month per user.
And almost all of them have free trials, giving you time to get it set up and see if it works for your team.
Of course, as your team or business grows, you might need more features or personalization than these cheaper options provide. But hopefully, that growth leads to a larger budget.
- We don’t want to spend time on it.
This one is understandable.
It takes time to set up a new system, get everybody on board and trained to use it, and build habits where everybody is utilizing it as often and efficiently as they should.
But how much time do you spend with each salesperson going over their numbers? How much time do you spend in meetings discussing and reinforcing sales processes and best practices?
With one system that everybody accesses and uses, a lot of that extra time will no longer be necessary.
You’ll be able to look in one place to see everybody’s activities, closed deals, and prospective leads. No more pulling up individual files, holding meetings to discuss what salespeople have been doing, or trusting that you’re hearing everything you need to know.
And bonus, all the time you’ll save by not having these meetings, your sales team will also save to dedicate to interacting with more clients.
Setting up a CRM doesn’t take as much time as you’d think. It can go even quicker if you work with a sales consultant to map out what your sales process should include, find the right CRM solution, and figure out the best way to integrate your CRM for your business.
- We’re doing fine without one.
The first question that comes to mind whenever this objection comes up is, “What does “fine” mean?”
While your sales might be steady, while your clients may be happy, does that mean you couldn’t be doing better?
A CRM ensures that your entire sales team is doing everything they should be doing to gain qualified clients. It keeps everybody accountable for their work.
With more consistency in the process, you’ll inevitably see more consistent sales numbers.
If one person or the whole team is struggling, your CRM will let you know where the gaps are in the sales process. You’ll be able to figure out what’s going wrong and come up with a plan to fix it.
Without tracking everybody’s interactions, it could take months (or longer) to realize where those gaps are.
In addition to better sales numbers, you’ll also improve customer retention.
The sales process doesn’t end with fulfillment. You should have plans in place for touching in with clients, looking for upsell opportunities, and responding to inquiries or issues as they arise.
Those plans also go into your CRM where they’ll be easier to keep up with and track as they happen.
Your customers will appreciate your consistent and quick response, and it helps to maintain the trust that was built early in the sales process.
And happier customers will spend more time and money with you and tell other people how great your business is.
A flexible, easy to use, and widely utilized CRM is an incredibly important tool for any sales department to have.
If you know one could help you but you don’t know where to start, let’s talk.
If you’ve had a terrible experience or think they’re pointless and just another expense or timewaster, I’d love to have that conversation with you.
As both a salesperson and a consultant, I’ve seen the good and the bad with CRMs. If you don’t know how to make it work for you, it won’t.
But when the right fit is found for your business, and it’s being utilized to its full potential, the benefits will be obvious very quickly.