In our previous blog, A Tale of Two Salespeople, we met Fred and Mary who are both in sales for software-as-a-service (saas) companies. Fred uses spreadsheets to manage leads and contacts. Mary researched CRMs and now uses a CRM to manage her leads and contacts. We learned that Mary, on average, boosted her sales by 29% and forecast accuracy by 42% since using the CRM. Whereas, Fred struggles to keep his spreadsheets in order and on top of follow-ups.
Both Fred and Mary work for reputable companies where the owners have 3 to 5 salespeople at any given time. Fred’s boss (FBoss) is upset because the salespeople don’t communicate about lead status. The salespeople feel like FB is bugging them too much. On a typical business day,
- FBoss expects a spreadsheet from each salesperson before the morning sales meeting, held 3 times per week. Each sales member rushes at the last minute to put one together and, often, it is incomplete.
- The majority of the meeting is filled with unnecessary questions like “What about…”, “Why didn’t you…”, Where is…”. As a result, everyone is frustrated, because a 30-minute check-in meeting turned into a 90-minute interrogation.
- FBoss checks in with each salesperson 2 to 3 times a day.
- Because FBoss’s process is spreadsheet-driven, there are no notifications, reminders, or automation. Leads are shuffled around and sometimes forgotten. Follow-ups get delayed. Sometimes more than one salesperson is contacting the same lead!
As a result, FBoss, Fred, and the team have a high loss rate and, time is money. Naturally, FBoss jumps into a reactive mode by trying to streamline his spreadsheet-centric sales process with more meetings, protocols, and responsibilities. FBoss does not recognize that it is time to adapt. What worked five years ago, does not work today. It is costing Fboss’s company future profits and salespeople because they leave and go to Mary’s company.
Why do they go to Mary’s company?
Mary’s boss MBoss recognized that we live in a time where it is absolutely necessary to be prompt with customer service in every step of the sales funnel. There is no room for inconsistency and confusion. MBoss recognized that to earn team respect, it was time to adapt! When Mary recommended using a CRM, MBoss said yes and the team began its implementation. MBoss needed to find the right tools to help the team do its job with minimal stress. With Mary in charge, the sales team implemented a new CRM. Mary’s daily routine looks very different from Fred’s.
- The sales pipeline is online based on stage, value, and salesperson
- MBoss and the team see notes, actions, and quotes on a real-time basis.
- The team is not bogged down with to-do lists such as remembering to follow-up with routine emails, because the tasks are automated in the CRM.
- The sales meetings are once per week, to the point and productive, because MBoss looks at the sales pipeline often, is up to date, and asks only meaningful questions.
- MBoss does not have to worry about different versions of leads and contacts floating around inboxes. Everyone can see up-to-date information whether they are in the office, at home, or in line at Costco.
- MBoss can assign tasks in the CRM to each salesperson which saves time sending emails and then trying to find the email later when it is time to follow up.
- MBoss collaborates with the marketing team by using data from the CRM to help them create better marketing material which, in turn, attracts more qualified leads.
At the end of the day, MBoss, Mary, and the team can go home feeling good about the day. The team meets its quota because they used the CRM to follow-up quickly and turn new leads into customers. Also, using their CRM automation, they sent educational emails to their prospects and customers to provide value and to maintain contact with current customers. MBoss’s company continues to grow because MBoss is adapting.
Many of us have been the sales manager, salesperson, and/or owner. How are you adapting to quickly meet the needs of your customers, your prospects, and your salespeople? Are you using a CRM to expand your contact with your business community, and to keep information up-to-date and accessible for your sales team?
If you are keeping records in a spreadsheet or trying to reach a lot of people manually, you will benefit by finding the right CRM for you. If you manage other salespeople, you need the CRM because the information is power and, if you are the owner, your client and prospect contact data are your most valued assets!
None of us want to be a dinosaur. Manage your sales process and your sales team and increase your closing rate with less physical effort. To learn more about how you can use a CRM to help you adapt, grow, and stay competitive, contact us at firstname.lastname@example.org or call 301-332-0613.
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- On August 11, 2020