Categories: CRM Success
This guest blog is written by LinkPoint360 Partner, Focus.
For a Sales Person, there are endless benefits for using a CRM. So much so that every Sales Rep should be demanding their company provide them one. Let’s have a look…
CRM From the Perspective of a Sales Person
- Everything in 1 Place: Between customers, prospects and one’s network, the average sales person could have hundreds of relationships they are managing. Putting everything in 1 place is far better than a mishmash of Outlook, Smartphone, invoices and excel sheets.
- Plan your Work; Work Your Plan: With hundreds of relationships to manage and thousands of activities to execute, use your CRM to “set it & forget it”. When it’s time to execute, the CRM will tell you. No more having to remember.
- Forecasting: If opportunities are used, you can now maintain an accurate pipeline of what sales are to come, when, and at what probability of closure. No more guessing or building spreadsheets, your pipeline will be updating live.
- Metrics: Using the “opportunities” section of most CRM means you can track something as simple as lead-to-quote and quote-to-sale ratios. Now, you can calculate how many leads you need, and by when, to achieve your sales goals.
- Coaching: If you are smart & focused on success, you want good coaching from your manager. With CRM, you and your manager can see what’s happening real-time, identify the gaps and coach accordingly.
- Reporting: Reporting is a fact of any role. With CRM – your reports self-generate live for you and management to review. Without CRM – you spend each week or month (often on a Sunday) putting your life together into an excel sheet for your manager.
- Marketing: Do you want marketing to provide you good quality leads? With a CRM, they will know what’s working, what’s not and how to tweak their lead generation plan. That’s going to help YOU in the end.
- Resource Transitions: Want to start a new territory, role or job and, with 1 press of a button, have all your new accounts, and their history, sitting there ready for you? CRM does that. Otherwise, you spend the first few months trying to piece it all together. What a waste of time.
If you are a successful Sales Person, you use CRM because it makes you more effective in your role … not because Management told you to use it. Above are 8 distinct reasons that CRM can positively impact.
About the Writer: This guest blog was written by Darren Rabie, Founder and President of Focus, a LinkPoint360 partner. As the President of Focus, Darren’s primary role is that of “chief sales strategist” for clients. He also continues to travel throughout North America delivering speeches, workshops and sales/sales management training for both private and public audiences.
Focus is your ongoing partner for outsourced sales and/or CRM management. We take ownership and responsibility for all things that a full-time, in-house Sales Management team or CRM Manager would do working in a larger B2B organization – but at a cost a small or mid-sized company can access. Learn more about Focus.
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