How to use CRM to motivate your sales team

www.redspire.co.uk

Motivate Your Sales Team With
CRM: Here’s How...


It's

HARD

to recruit
great
salespeople.


HARDER

still to keep
them great.


It’s important that
you get the most
out of your CRM and
sales team. While
CRM can do it, the
product is only half
the story.

To get the most
from Customer

Relationship
Management, you
have to get your
salespeople not just
using it, but liking it.

Liking the way it
delivers sales targets.
Liking how it helps
them succeed.

HERE’S HOW.


Show them that not
all old leads are cold
leads when it comes
to CRM and sales.


Cold doesn’t mean dead.
It just means someone wasn’t ready to buy yet. What if:

You know which
“cold leads”
still click every
newsletter?

You know it takes
21 calls to get an

appointment - and
500 cold leads are
on twenty?

You know cold
leads warm up
after their annual
trade event?

Many CRM applications can provide such out-of-the-box
insights. They’ll get your salespeople warmed up as fast as
those unexpected prospects.


Remember KISS
- Keep It Simple,
Sales.


Complexity gets in the way. There’s no surer way to hamper adoption
than to make users think the old way was easier. So double check:

Main charts and
functions are
reachable with
a click.

Any journey
through a task
is easy to

understand.

Everything integrates with
the natural application
for that task - such as
Microsoft’s Outlook for
email campaigning.

Today, some of the best lessons in ease-of-use within CRM and
sales come from mobile app design.


Get that data to
go with mobile
access.


Salespeople are big mobile users. So a CRM application that plays
well with their phones and tablets - especially those they own at
home - will see greater use. It enables:

A sense of
ownership. Mobile
devices are all about
the personal.

More work hours
to be put in as staff
can now log in from
anywhere.

A sense of
empowerment you’re letting them
do things their way.

And maybe, just maybe, all that leads to greater sales numbers.
Make CRM mobile.


Find the boring bits
and take them out of
the loop.


A powerful application makes it easy to load up on menial tasks too.
So actively look for things to automate. Here are some ideas:

KEEP IN
TOUCH.

CAMPAIGN
CHASERS.

EVENT
DATES.

Set follow-up calls
automatically.

Calling people who

clicked the newsletter?
Deliver lists to
salespeople’s desktops.

Find the big trade days
in each sector and
automatically schedule
appointment-setting calls
a few days before.

A great deal of sales can seem quite time consuming. The best
CRM practices will save you a vast amount of time.


Show them
opportunities in
social media.


The formula for happy, successful salespeople is simple: keep them
supplied with quality leads that you have found from various places.
There are many opportunities for this, such as:

01
Getting your
prospects’ social
media handles.

02
Connecting not

just to prospects,
but prospects’
customers.

03
Looking for common
denominators in
what they click, post,
share and follow.

The best CRM applications know social media backwards - but
many companies underuse it.


Say it in
pictures, charts
and graphs.


A good chart or graph can foster understanding in CRM and sales
that drives double-digit jumps in conversions.

Ask your people what
information from the
weekly report they use
most and give it to them
on-demand, in real time.

Choose graphics
that can be used

by easily by both
Team Leaders and
Sales Executives.

Don’t limit yourself to pie
charts and bar charts scatters and circumplexes
have clinched many a
consultant’s sale too.

When you need to present data, do as much as possible in
graphics. A good CRM setup will give you the tools.


Demonstrate the
power of all in
CRM and sales.


Imagine you have ten salespeople:

If two are using CRM,
those two will find it hard.
Usage will drop to zero.

If five are using CRM, that
five won’t get full value.
They’ll use it under duress.

Once six are using CRM,
it’ll persuade those who

aren’t to get on board.

The outputs of a CRM system - ideas, insights, opportunities, conversions,
closes - are only as good as the data you put into it. So take care to get
every lead and every action where it belongs and make it easy to do so.


It’s the process, not the product.
Above all, remember CRM isn’t a product.
For the people who use it - nurturing leads, chasing closes, maxingout conversions - CRM is a process.
So when you choose your CRM partner, make sure they focus on how
things are done within your organisation. Match product with process
and your results from CRM will be sky-high. Ready to look up?


Once your team is motivated,
you’ll need to make sure they
have the knowledge to make
the most of your CRM system.
Discover how to increase your
sales with your free ultimate
guide: The ultimate guide to:
upselling and cross selling.

www.redspire.co.uk

The Ultimate
Guide to:
Up-selling
and Crossselling

Drive cross-selling and up-selling with
CRM, by thinking people - not software.

ULTIMA
TE SER

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