The Customer Relationship Management (CRM) is usually implemented with the intention to improve the performance of each sales team member. However, for various reasons along the way, the CRM is often seen by the team as an administration burden that is implemented by management as a means for them to 'keep an eye on what they are doing".
The CRM can now be so much more. When reviewing your CRM we recommend you consider the following:
For each sales person, have the behaviors that will ultimately drive high performance been recorded and tracked in the CRM?
Does the CRM provide guidance to the individual sales person on their individual behavioral strengths that can be leveraged to drive higher performance?
To assist communication between the sales person and their manager - does the CRM capture a 180-degree view of the behaviors and habits of the sales person?
Does the CRM capture the behaviors of the Sales Managers so that that they can drive improved performance at both an individual and team level?
Do the Opportunities in the CRM reflect just the 'Stage' of the transaction (e.g. at Proposal Stage) or does it reflect the real issues underlying the Opportunity, whether in fact you are across those issues, how well are you across the approval process and the corresponding Value that you can deliver to the Client.
Capturing these insights is vital as each sales person will understand the behaviors and habits that will ultimately drive higher performance.
If the answer to any of these questions is 'no' don't hesitate to contact us at Beyond 19 Partners
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