Image source: Unsplash
Commercial vs CRM
Already known to all, the rivalry between commercial and CRM is a fact. Sales force companies, he has declared war on the management system customer relationship.
The commercials are brave individuals, you willing to answer calls from potential customers, impossible to close sales and eternal attend meetings.
Be refuse to "lose" time filling databases!
Why reject commercial CRM?
The rivalry between commercial and CRM, It raises many questions that can not be left unanswered.
Here we show the main reasons why the sales team does not accept the CRM:
1. They feel controlled
Commercial feel controlled and reason no is the CRM, It is communication. CRM is responsible for collecting data to meet customers and improve sales strategy, but if it is not transmitted in the proper manner, the sales force will not be perceived well.
Many times, commercial they are only informed that from that moment, will fill with data customers more extensive forms not even considered necessary. A committed unappetizing, also, perceived how more work and a waste of time.
But, And if we give another approach?
Inform people who use this system is key to be motivated to use, Let them know that benefits help you get the information that will contribute to the development of new strategies, accept ideas and suggestions to create a good atmosphere, leaves some days of adaptation, Do everything you can think of so that your staff feel comfortable and supported by the tool.
2. Lack of training
Although these tools usually have a simple and intuitive design, not knowing handle means added to the rejection of the system.
Even, even arranging a easily manageable software, you may start the platform or uploading files are too slow, hindering their work.
It would be beneficial to spend a few hours, or the time that you consider necessary to train your trade. You can take advantage of explain the technical part of the application and complement the training with the benefits it will bring.
This technique, besides being a first contact, you get your team feel comfortable and safe using the application in front of customers.
3. They find utility
This is the main reason and is closely related to the first point mentioned. Business do not appreciate the role of the CRM, I visualize how a data collection system without any purpose.
Most believe the information necessary to retain mentally, which it is a cumbersome and heavy method, also collects data completely unnecessary.
3 steps to your sales force falls for the CRM
Fortunately, This article could not end without discovering how to get your sales team fall in love with the CRM.
Apply the following points in your sales force and end up asking for a management system customer relationship:
1. Improved internal communication
- Do not present it as an obligation.
- Enter it as a tool that complements their work.
- Explains the benefits it will bring face to the future.
- Make your team feel part of the project.
- Presents the objectives.
- It encourages active internal communication and fluid.
2. Shape your sales force
- Shape your sales force in integrating digital elements.
- Adds value to your staff.
- Promotes change towards progress.
- Make sure they understand the technical part of the CRM.
- Get to feel comfortable using the tool against customers.
- Generates motivation and positive feelings.
3. Test results
- As soon as data dispongas, display them.
- Please see your sales team that the system works.
- Assesses the results are fruits of their labor.
- Rewarded with some kind of reward.
- It generates a sense of belonging with the company and future goals.
It gives your business a non-CRM
And, you read that right. And, sales force does not perceive CRM as an asset for their work, Rather the complete opposite, so, Why add ballast to their activity?
We are talking about motivating staff, to understand that they are the engine of the company and you, As responsible, You want to provide the tools to help improve and facilitate their work.
In this case, Technology is on your side, commercial visits because there is an element that can not miss, the trade report and is right there, where scanning takes part.
Integrate CRM completely technological within the application of commercial reports using your sales force to close sales, this is your ace in the hole.
The ability to customize fields that these softwares offer, will allow your business to collect all necessary and required information about customers within minutes through its own mobile. All these data, They are sent in real time to the back office application, you will have access to the person responsible for the department at all times.
In addition, have useful information firsthand, It is the key to strengthen and enhance your company's CRM.
In other words, We talk about a way to optimize the process, dispose of datos Real Time – Real Place throughout the sales cycle and avoids risks of losing sales opportunities.