7 reasons why salespeople do not use CRM

Ask your sales team what scale they think about CRM. Perhaps there will be complaints. This is normal – nothing is perfect, not to mention that the software can be a common solution out of the box. However, each CRM relies on ranking and use of files as expected, and the increase after user adoption of CRM is to increase return on investment.

Increasing the adoption rate of CRM users is not easy. This does not just command down from the top – changing the software User intervention often requires cultural change. You are concerned that the platform should overcome resistance, changing the usability of the meeting, deep-rooted habits, and backfire.

It may not agree with the reason, but it does not matter. Instead of ordering their loyalty, they must change their minds. Understanding and overcoming employee fear is key to increasing adoption for CRM users. Sales representatives are not using CRM for any of the following reasons: (More than one may apply.)

1. Salespeople think CRM is a monitoring tool.

CRM is well known for its ability to track user activity. Completing tasks, updating records, and sending email, as well as metrics that measure sales performance. Some salespeople fear that CRM can be digital evidence to address a failure to meet the quota. They can intentionally destroy data integrity, but if CRM is considered a threat, they will have to reluctantly enter data, and that accuracy can be re-confirmed.

What can you change?

If occasionally the quota cannot be reached, they will have to deal with job security issues. Almost unemployed line staff is opposed to using their unconscious to measure their own practices and let themselves think. By setting realistic sales goals, you can assign an agent for clues skills, create a team with a common goal, and compensate for the atmosphere of cooperation to alleviate the situation that can remove the pressure of individual qualifications on behalf of uncertainty.

2. The sales representative prefers the existing method.

Spreadsheets are easy to use, free, and familiar. Often a deep-rooted habit salesperson worked in a number of lead contractors or tracking sales agents. This can be done well. In the process, they ignore the benefits of sales activities and provide detailed descriptions of performance management not to mention other activities such as value (eg marketing).

What can you change?

If your business gets its own audience, keep your sales activity in CRM as long as you own all of the reported data. You need to persuade a sales rep for their entire CRM data, sales team, and companywide interests. At the same time, the record of communication and interaction with potential customers is essential to the company’s data delivery. The process provides value reaching the absence of measures to reach the indication of the shooting target but deletes the value of the transaction for future reference.

3. CRM is full of bad data.

Incorrect data may be caused by several reasons, the dealers are less likely to rely on CRM data but lack of confidence in the integrity of most everyday tasks. Instead, they make their own analytical access to information or check out data points outside CRM, which does not waste any time understanding what the sales process is.

What can you change?

Present the length of the data cleanup. Periodic review, measurement results, duplicate tools, implement data normalization function. Limit the change data entry method (eg drop-down menu open text field). If someone is not you – unless someone uses a data cleanup tool – this can complain before you need to change a person’s mind.

4. Team members do not have expertise in using CRM.

Learning how to use the new software takes time and is technically less than others. I do not know how to eventually use CRM team members to enter certain types of data or use some of the features that reduce productivity and lead to inaccurate information.

What can you change?

To support new users and refresh existing users, implement a strategy through the curriculum over a period of time. If possible, identify users who are using the software and provide additional instructions to advanced users. If any team members have trouble learning the rope, you can contact the vendor to get a special induction or training video.

5. CRM does not match the sales process.

Many CRMs include pipeline management tools, including multiple drag-and-drop pipelines with custom transaction steps, custom workflows related to transaction steps and status, and notifications about transaction steps and status. All of this helps ensure the certainty of the sales process. However, sales representatives in your area may find that some transactions were not properly classified in CRM. They will not update progress that is not appropriate for the next step of the transaction, but they will keep the conversation going on while the transaction continues.

What can you change?

We want transactions to evolve in a consistent and traceable way. I do not want to define too many steps on very specific criteria, but it should not be too general. The basic sales channel steps of out-of-the-box software are almost certainly customizable. You can define a process through an important touch point to pick up a phone, announce a reservation, complete a presentation, qualify for purchase, and buy a decision maker. The crowdsourcing pipeline stage between salespeople is worth it. This increases the likelihood of defining pipeline stages using team-defined entry/exit criteria.

6. “There is a problem with CRM.”

As mentioned earlier, everyone who uses CRM is complaining. This type of software was created to record and track data points in the 1980s (in detail). Similar to previous CRM, it consumes too much information and lacks work because the software reminds you how to consume too much time, does not work as needed, and is required to use the software.

What can you change?

These kinds of complaints are not usually a result of the design of the user experience, but of the initial software complaints. It can be a combination of many factors, such as typing too much data, multiple clicks on the default action, no proper data, or cleanup. Some sales CRM integrations can improve this by automatically enriching contacts and lead profiles or deduplication. If you want to continue to use the user experience in day-to-day use, you should consider alternatives.

7. Connect to your office using CRM.

Salesperson – In addition to internal sales, we spend a lot of time outside the office. CRM, available only on the desktop, should spend a lot of time internally while selling or retrieving details that can be lost in the noise of conferences or voices. Sales representatives can reasonably update their records according to the policies they should appear in the office.

What can you change?

Local CRM vendors typically provide cloud-based versions, which can be compared to existing versions. If an agent can access your data anytime and anywhere through the mobile app, the latency issue will not make sense to the sales team. The mobile UI records some of the important features and data migration, others include mobile-specific features such as phone contact import function, geographic location, data synchronization, automatic phone card scanner, mobile CRM application is not the same.

Increase CRM user adoption to maximize your return on investment. However, if the problem persists, there may be times when CRM needs to be changed.

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