How to use CRM to motivate your sales team

Motivate Your Sales Team With CRM: Here’s How..... It’s important that you get the most out of your CRM and sales team.. Liking the way it delivers sales targets.. Show them that not all

Motivate Your Sales Team With

CRM: Here’s How

www.redspire.co.uk

It's

HARD

to recruit

great

salespeople.

still to keep them great.

It’s important that

you get the most

out of your CRM and

sales team While

CRM can do it, the

product is only half

the story

To get the most from Customer Relationship Management, you have to get your salespeople not just using it, but liking it

Liking the way it delivers sales targets Liking how it helps them succeed

HERE’S HOW.

Show them that not all old leads are cold leads when it comes

to CRM and sales

Cold doesn’t mean dead

It just means someone wasn’t ready to buy yet What if:

Many CRM applications can provide such out-of-the-box

insights They’ll get your salespeople warmed up as fast as

those unexpected prospects

You know which

“cold leads”

still click every

newsletter?

You know it takes

21 calls to get an appointment - and

500 cold leads are

on twenty?

You know cold leads warm up after their annual trade event?

Remember KISS

- Keep It Simple,

Sales.

Complexity gets in the way There’s no surer way to hamper adoption than to make users think the old way was easier So double check:

Main charts and

functions are

reachable with

a click.

Any journey through a task

is easy to understand.

Everything integrates with the natural application for that task - such as Microsoft’s Outlook for email campaigning.

Today, some of the best lessons in ease-of-use within CRM and

sales come from mobile app design

Get that data to

go with mobile

access.

Salespeople are big mobile users So a CRM application that plays well with their phones and tablets - especially those they own at

home - will see greater use It enables:

A sense of

ownership Mobile

devices are all about

the personal.

More work hours

to be put in as staff can now log in from anywhere.

A sense of empowerment - you’re letting them

do things their way.

And maybe, just maybe, all that leads to greater sales numbers

Make CRM mobile

Find the boring bits and take them out of

the loop.

A powerful application makes it easy to load up on menial tasks too

So actively look for things to automate Here are some ideas:

A great deal of sales can seem quite time consuming The best

CRM practices will save you a vast amount of time

Set follow-up calls

automatically.

Calling people who clicked the newsletter?

Deliver lists to salespeople’s desktops.

Find the big trade days

in each sector and automatically schedule appointment-setting calls

a few days before.

KEEP IN

TOUCH

CAMPAIGN CHASERS

EVENT DATES

Show them

opportunities in social media.

The formula for happy, successful salespeople is simple: keep them supplied with quality leads that you have found from various places

There are many opportunities for this, such as:

The best CRM applications know social media backwards - but

many companies underuse it

Getting your

prospects’ social

media handles.

Connecting not just to prospects, but prospects’

customers.

Looking for common denominators in what they click, post, share and follow.

Say it in

pictures, charts and graphs.

A good chart or graph can foster understanding in CRM and sales

that drives double-digit jumps in conversions

When you need to present data, do as much as possible in

graphics A good CRM setup will give you the tools

Ask your people what

information from the

weekly report they use

most and give it to them

on-demand, in real time.

Choose graphics that can be used

by easily by both Team Leaders and Sales Executives.

Don’t limit yourself to pie charts and bar charts - scatters and circumplexes have clinched many a consultant’s sale too

Demonstrate the power of all in CRM and sales.

The outputs of a CRM system - ideas, insights, opportunities, conversions, closes - are only as good as the data you put into it So take care to get every lead and every action where it belongs and make it easy to do so

If two are using CRM,

those two will find it hard

Usage will drop to zero.

If five are using CRM, that five won’t get full value

They’ll use it under duress.

Once six are using CRM, it’ll persuade those who aren’t to get on board.

Imagine you have ten salespeople:

It’s the process, not the product.

Above all, remember CRM isn’t a product

For the people who use it - nurturing leads, chasing closes,

maxing-out conversions - CRM is a process

So when you choose your CRM partner, make sure they focus on how things are done within your organisation Match product with process and your results from CRM will be sky-high Ready to look up?

Once your team is motivated,

you’ll need to make sure they

have the knowledge to make

the most of your CRM system

Discover how to increase your

sales with your free ultimate

upselling and cross selling.

Download Now

www.redspire.co.uk

01

The Ultimate Guide to:

Up-selling and Cross-selling

Drive cross-selling and up-selling with CRM, by thinking people - not software.

ULTIMATE SERIES

VOLUME 1