Salespeople are the front line of your business, but can be challenging to manage. They are independent by nature and documenting their activities is the last thing they want to do. It’s not that they don’t want the boss to know what they are doing, they would just prefer spending time talking to prospects rather than filling out notes in
If your sales team still keeps information about your customers and prospects in three ring binders and in their heads, they are putting your business at risk.
Contact lists in Excel spreadsheets
It’s hard to break old habits and most sales people have used Excel spreadsheets on their laptop to keep their contact lists and pipeline reports for years,ften with no regular back up. A lost or stolen laptop can wipe out weeks, months or years of valuable contact information and customer history.
Without a centralized system containing complete information, your business can’t communicate effectively with your prospects and customers. Sending out regular emails and newsletters to your contacts keeps your services fresh in the minds of your customers. If your sales people are not entering and updating contact information for your prospects, you are losing the opportunity to build valuable relationships.
Incomplete and outdated prospect data
If you do have a central CRM system, are your sales people keeping the information up to date? When a competitor offers your top seller higher commissions to join their team, will you have full information about the opportunities that she was pursuing?
A CRM system that is difficult to use will not get updated regularly. Sales people will wait until the next forecast is due and then spend hours to catch up on all their entries. When notes are entered weeks after a meeting there are bound to be errors and omissions.
Giving customers outdated information
Sales people, especially those on the road, carry product brochures, catalogs and price lists with them to share with customers. At the pace of change in today’s markets, keeping those documents up to date can be challenging. Outdated catalogs may not include the product features that the customer needs – meaning missed orders and sales lost to the competition.
Without immediate access to information about product availability, margin, and pricing, well-meaning sales people can cost the company big dollars. When supply chain costs change in competitive markets, a big sale may look good on the top line, but actually be a loss on the company’s bottom line.
The solution for peace of mind
The best way to help these sales people work within the system is to bring the system to them. With
No extra work for your sales team, just peace of mind for you.
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Let’s talk about how Microsoft Dynamics CRM can reduce your business risks and increase sales opportunities.
by Western Computer, Alberta Canada Microsoft CRM Partner