• lalaurenlong

How to Get Sales to Use Your CRM


Source: https://www.pexels.com/photo/man-and-woman-discussing-and-sharing-ideas-2977565/

If you’ve ever been in a sales meeting, you’ve heard questions from the top if all data in the customer relationship management, aka CRM, system is up to date. And, many times, it leads to an immediate spike in stress in the room as individual sales leaders fumble with the truth that it isn’t. To many sales experts, the time necessary to login to and update these complex and powerful CRM systems is time away from reaching out to potential customers, it’s time where they could be making money but instead have to spend it on the administrative side of the process.

However, there is no doubt of the value of up to date sales data in CRMs like Salesforce (which has over 19% of market share), Hubspot, Zoho, Freshsales, Nimble, Insightly, and more. Many sales reps are on the move and a user interface that requires multiple taps or clicks before they’re able to update the information they need, forgetting login information, and other challenges may stop or delay opportunity updates. As time passes and these changes are not logged, the precise information of the update may be forgotten and the sales forecast becomes inaccurate. As the saying goes, trash in, trash out so if the data isn’t updated within these platforms, then sales forecasts are inaccurate which can have large impacts on the entire financial wellbeing and planning of the company.

Now that we have the problem out of the way, let’s talk about how to solve it. While some solutions are in the form of inside sales representatives tasked with keeping opportunities up to date and accurate, this can be expensive and still be affected by a bottleneck of information from the sales leader. If it’s fast and easy to update information, it will be done and routines such as doing it immediately after a sales call can get started.

Here’s what that could look like:

One of the biggest pain points of CRMs is that they lack mobility. Fortunately, Terminus’ conversational AI could not be more accessible for those on the move. As shown in the video, the data that requires updating could be done within seconds and before the sales rep finishes their next cup of coffee. When doing the administrative side of sales is completed within moments, sales leaders can continue to focus on what they should to bring in more revenue, meet their quarterly goals, and eliminate redundancy.

There are many reports around the power of CRM and why it should be utilized to its max:

  • According to Aberdeen Group, effective sales organizations are 81% more likely to be practicing consistent usage of a CRM or other system of record.

  • Hubspot found that 40% of salespeople still use informal methods like spreadsheets and email programs to store customer data.

  • CRMs can help increase sales by almost 30%, sales productivity by 34%, and sales forecast accuracy by 42%, according to Salesforce.

  • Nucleus Research found sales reps saw productivity increase by over 26% when adding mobile access to CRMs.

We believe conversational AI is the most effective and efficient way to not only keep data accurate in your CRM but save the sales leader time, frustration, and redundancy without adding an additional technology and step to the process. If it takes less time to update an opportunity with a text, spreadsheets as the middle man between the sales rep and the CRM will be eliminated.

There are already more than enough challenges to the sales cycle - let’s take out the inaccuracy of opportunity data from the list. If you’re interested in seeing more about Terminus’ integrations with CRMs like Salesforce, or messaging platforms like Facebook Messenger, or building operation systems like Yardi, contact us and see how better processes and accurate data are just a few keyboard taps away.

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