Buying a CRM system is only the first step. Even if you buy the most expensive CRM software, your salespeople can fail you as most salespeople view CRM as an additional task rather than as an opportunity. They choose to skip the learning process and use that time to do the selling. It is difficult to convince them that using CRM software can actually help them sell more. This is why training salespeople to use CRM could be challenging. However, with the right approach and a little planning, you can make the process easier. Here are some useful tips for training salespeople to use CRM software.
The first thing you can do is to choose a simplified CRM system like QuickDesk. Make sure the software is optimized for sales representatives. It should have all the necessary features, but no extra or unnecessary features. You should be able to integrate the CRM software with other software systems in your organization. For instance, make sure your CRM system integrates well with your marketing automation software. The system should be easy to navigate and should provide sales forecasts, and details about customer interaction. The more advanced CRM also has an omnichannel feature that helps you to communicate with your customers from multiple touchpoints including Whatsapp, SMS, email and more.
CRM benefits your company in many ways. But your salespeople want to know how it would benefit them rather than the management. If you tell them CRM helps measure the performance of the sales team, they may not be interested. However, if you tell them, CRM helps you analyze selling trends, identify potential buyers, and visualize sales forecasts, they would definitely be more interested to learn more. The bottom line is; you have to tell your salespeople how the new system can help them sell faster and more efficiently. Salespeople care more about their performance and less about other benefits..
Salespeople need to travel around. They cannot afford to work from the office or home all the time. This is exactly why they need a CRM solution that can be accessed from almost anywhere. Look for CRM apps that you can operate on mobile devices. When choosing a mobile CRM solution, look for simplified features, such as, real time calling and auto dialing, recorded history and automated activity tracker, lead and task management, and DNC filtering.
Most salespeople are reluctant to adopt CRM because they think learning a new technology will take time. They would rather use that time for selling. One way to reduce the likelihood of rejection is by choosing the time for training right. You should organize training sessions at the beginning of a quarter when the pressure on them is less. Conducting CRM training sessions during the end of selling period is never a good idea.
One way to encourage your sales team to adopt CRM is to reward them for good performance. If someone in the team has adopted the new system very fast, you can make him a team leader. Tell him to lead by examples. Show others how CRM helped turn an average salesperson into a team leader. Reward good behaviors. These are little things that can go a long way to motivate your sales team to adopt CRM..
Find out more about our in-house developed, super easy to handle CRM system, QuickDesk: