What Today's Salesperson Can Learn from Clunky Introductions to CRM

What Today’s Salesperson Can Learn from Clunky Introductions to CRM

CRM isn’t just for salespeople, but often, they are the first team within an organization that is introduced to the technology. Then comes marketing, customer service, I.T. – you name it!

When I was first introduced to CRM, the company I worked for at the time was growing and needed to standardize processes and centralize information. They were expanding from the Midwest to locations across the U.S.

This was the first company that I worked for after working in pharmaceutical sales, and it was the first time I was ever introduced to a contemporary sales platform. In this case, Salesforce.

As companies grow and desire to increase their footprint in the marketplace, CRM is a common step to take, but if not properly implemented with the right technology and partner, CRM can be more of a growing pain than a catalyst for growth.

The company I worked for at the time was growing through acquisition and organically, so they needed to step it up and have consistent processes that all their sales teams across the U.S. could follow.

When Salesforce was introduced to me, I got a tiny introduction, but it was more about coming together as a group than about the purposes, function, basics, and benefits of CRM.

Following, I dove in headfirst and was trained on some of the Salesforce basics right out of the gate. Then, it was explained to my team as to why it was implementing, and what it meant for our jobs.

This quick approach was manageable for us at the time but would not apply to all organizations’ approaches to implementing CRM today.

A smaller team may have a few “super users” or “power users,” as their known in the CRM world, who know the system in-and-out and can train new employees as the company grows, be a resource for answers, and guide new enhancements and upgrades internally.

However, for larger teams, this may only be step one, and then CRM is slowly introduced to the organization in its entirety over a certain period as determined by the company’s internal project manager and external CRM partner project manager.

What Today's Salesperson Can Learn from Clunky Introductions to CRM

What Today’s Salesperson Can Learn from Clunky Introductions to CRM

Companies may also opt to roll it out regionally if they’re larger. From a sales perspective, whatever type of implementation you experience, your focus should be on what type of sales information you can pull from CRM and how you can use it to optimize your approach and strategy.

When I was first introduced to CRM, things weren’t seamless, and as a result, I was unable to see the benefits and utilize them in full capacity. I experienced all the common misconceptions that my company failed to address and let perpetuate among users, causing a lack of user adoption.

The uncertainty around CRM was fueled by speculation and chatter among teammates, which led the team to believe that CRM would “only slow them down.”

No one on my team had experience with CRM, let alone Salesforce. The saying “misery loves company” came to life during the implementation process. The gut feelings my team had of “What we’re doing is working, so why change it?” dictated the culture.

They believed CRM was an extra layer of work. The lack of understanding push seasoned and new employees away from adopting Salesforce.

My team was already successful. Our process was working. We didn’t want to shake things up.

On the contrary, as you can imagine, if you’re doing well from a sales and revenue perspective, that may afford you the opportunity to add new software or technology so that you can evolve your team. It’s a natural step to implement CRM.

However, if people on the ground level are questioning CRM without answers, what has the potential to be a Rockstar investment becomes a missed opportunity.

Sales knows better than most departments how disappointing missed opportunities are. True success lies in the initial approach. First impressions are imperative.

In the Ledgeview Partners eBook, “Lessons Learned: A Salesperson’s Guide to CRM Success,” I discuss my journey overcoming common CRM user adoption hurdles and misconceptions to find success.

I want to help you do the same. If you are a salesperson who wants to refamiliarize yourself with CRM and drive real results for your business through the good, the bad, and the uncertain, this eBook is designed for you.

I hope by the end of this eBook, you consider a new path with CRM in your sales function.

Happy selling!


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