Choosing the right CRM software for your sales team can make a huge difference in their productivity, performance, and satisfaction. But how can you find a solution that meets your business needs and your sales team's preferences? Here are some tips to help you select CRM software that your sales team will love.
Before you start looking for CRM software, you need to have a clear understanding of what you want to achieve with it and what problems you want to solve. For example, do you want to increase sales conversions, improve customer retention, automate workflows, or generate more leads? How do you measure your sales team's success and what are the main obstacles they face? By defining your goals and challenges, you can narrow down your options and focus on the features and functions that matter most to you and your sales team.
In my career, I've noticed how easy it is to be lured by the shiny features of a new tool. But truly, a CRM should resonate with your business's heart and soul. Metrics, without them, it feels like drifting aimlessly. Before bonding with a CRM, I dive into its ability to narrate the tales I need, whether about lead conversions or sales cycles. The sales realm is ever-evolving. Today's challenges might morph or disappear tomorrow. This taught me the value of flexibility in a CRM. It's akin to picking a dance partner; they should match your every step, regardless of the beat. Lastly, embracing a CRM goes beyond a mere software setup. When introducing that fresh CRM, it's vital to greet it with an open heart and mind.
The most productive sales professional in our circle recommended a CRM and we went with that one. If a salesperson is recommending one they'll use, that is the stamp of approval I need.
The potential of HubSpot is vast. It can transform data into actionable insights, enabling sales teams to personalize their approach and build stronger relationships with customers. With real-time data and predictive analytics, sales teams can prioritize leads more effectively, tailor their strategies, and close deals faster. It's crucial to choose a CRM that is user-friendly, customizable, and integrates seamlessly with existing tools. That is why I love HubSpot. It is one of the best CRM platform. HubSpot is becoming even more intelligent, with advanced AI capabilities to predict customer behavior, recommend actions, and automate more complex tasks.
In my experience, sales people are most interested in a system that helps them sell more. They tend to be more satisfied when a CRM is easier to update, has integrated tools to simplify time management and maximize touch points with their sales prospects, or scale efforts through automation. And it’s important to recognize that not every company implements a CRM in the same way. I’ve been at companies that have salesforce.com and the sales reps love it. And I’ve been at companies that have it, but they have implemented in such a manner that the reps struggle to do their job basics. Focusing on systems with analytics, AI and automation to drive efficiency is key.
For the CRM to be successful, the sales team must understand the value to them. Most often CRMs are launched for the value it may bring the organization ie 360 view of customer-which is important. However gaining adoption and getting solid information that can help decision making will rely on the sales teams desire to use the system. Start with aligning the people then review the process gaps, then see where and if a CRM will drive true value.
One of the best ways to ensure that your sales team will love your CRM software is to involve them in the selection process. After all, they are the ones who will use it every day and who know their pain points and preferences better than anyone. Ask them what they like and dislike about your current system, what features they need and want, and what suggestions they have for improvement. You can also create a survey, a focus group, or a feedback session to gather their input and opinions. By involving your sales team in the process, you can increase their buy-in, engagement, and adoption of the CRM software.
Your sales team is at the forefront of using the CRM daily. They are intimately familiar with their workflow, pain points, and requirements. By involving them in the selection process, you ensure the chosen CRM aligns with their needs and preferences, making it more likely to be well-received. Sales team members can provide invaluable feedback on your current system's strengths and weaknesses. They can pinpoint what works and what doesn't, as well as suggest improvements based on their real-world experience. This insight can guide your CRM selection and customization.
Any system will fail without user adoption. Including the users in the discussion and design of a CRM product is essential to its success. It needs to come with the understanding that every system will need compromise - processes change and new opportunities arise with an implementation. It's a partnership between the implementation team and the user group to create something that adds real value and will get user buy-in.
If your sales team doesn't currently utilize a CRM, it can be a good idea to involve a couple of your best sales people in the conversation and demo to ensure that it will be a good fit. Your sales team is hugely important in your organization, as they drive the revenue that pays everyone else's salaries. Involving them in the process prevents pitfalls in the future and boosts employee morale, leading to happier employees and increased retention.
it's a YES and a NO, involving sales teams is not always the best thing to do; yes buy-in from a bottom-up approach will help implementing CRM solutions much easier and faster, but resistance to change might equally slow down the process. It should be a good balance between universal best practices and tailored customisations according to specific needs.
If you have more than ten salespeople, you're probably buying Salesforce so none of this matters. If you have less than ten salespeople, you don't need focus groups. Instead, just ask your salespeople what they like and have used before. The biggest mistake buyers make is not considering the time cost of training and adoption of a new tool. A CRM that isn't used consistently is a CRM that isn't useful.
Once you have a list of your goals, challenges, and requirements, you can start comparing different CRM software options and vendors. You can use online reviews, ratings, testimonials, and case studies to get an idea of the quality, reliability, and reputation of each option. You can also request a demo, a free trial, or a consultation to see how each option works in practice and how it fits your needs and expectations. You can also compare the pricing, support, integration, customization, and scalability of each option and vendor. By comparing different options and vendors, you can find the best value and fit for your budget and business.
It's crucial to have a list of features and functionalities that you want to test out when you evaluate vendors. This will help you get a clear idea on what checks out and what doesn't besides the basic factors of reviews, pricing and brand positioning. Conduct a thorough cost-benefit analysis if this is your first time investing in a CRM, where and which tasks is it going to automate, how it will help, which KPIs will it impact, consider everything and then decide.
By conducting thorough research, reading reviews, and exploring testimonials, you can assess the quality and reliability of various CRM options. This ensures that the CRM you choose meets the standards necessary for successful implementation and usage. The reputation of a CRM vendor matters. Case studies and reviews provide insights into the experiences of other businesses, helping you gauge the vendor's reputation and the level of satisfaction among users. Requesting demos, free trials, or consultations allows you to gain practical insights into how each CRM works in real-world scenarios. This hands-on experience helps you evaluate the user-friendliness and functionality of the CRM within the context of your specific needs.
Sometimes, we make the mistake of thinking we have to buy the CRM with the biggest user base or the best "brand". The reality is that the right CRM for your business may be different from what's right for everyone else. Regardless of whether you have a CRM in mind or not, it is always a good idea to do your due diligence and explore a minimum of 3 vendors AFTER you've done your own research. At a minimum, taking a demo and learning more will help further your own knowledge of what's available to the market, which is incredibly important as Ops leaders.
Here I think it's important to not only compare the vendors, but also who you'd be working with implementing your system. Also be very vocal when it comes to stating your opinions. Many CRM implementations fail because people have a lot of expectations that they never explicitly state and when their partner does not deliver on that, they get disapointed.
Every software has its pros and cons. Listing them vide their features allows the decision maker to make a crisp decision and it helps the user to have maximum features in one system.
Another important factor to consider when selecting CRM software is how easy and intuitive it is to use and how well it performs. You don't want to choose a CRM software that is too complicated, confusing, or slow for your sales team, as this can lower their productivity, efficiency, and satisfaction. You want to choose a CRM software that is user-friendly, simple, and fast for your sales team, as this can boost their performance, motivation, and loyalty. You can test the usability and functionality of each option by asking your sales team to try it out and give you their feedback. You can also check the user interface, the navigation, the searchability, the automation, the reporting, and the analytics of each option.
User-friendliness is the #1 predictor of adoption. You could have the most powerful CRM on the planet, but if a sales team cannot easily complete their normal tasks, they will find their own workarounds – even if that means using spreadsheets. Find a balance of necessary functionality with usability. HubSpot is excellent for this because it has the most intuitive user interface of any major CRM, and in the past 2 years it has added a ton of extensibility features that bring it up to par with players like Salesforce.
Assessing usability and functionality from the perspective of your sales team ensures that the chosen CRM aligns with their preferences and workflow. It prioritizes their user experience and makes their daily tasks more efficient. An easy-to-use CRM that performs well can significantly boost the productivity of your sales team. It reduces the learning curve, minimizes manual data entry, and streamlines processes, allowing your team to focus on selling. A user-friendly CRM that supports your sales team's tasks can enhance their motivation and job satisfaction. When they see that the software makes their work easier and more efficient, they are more likely to be loyal to the system and the organization.
Before making a final decision, take advantage of trial periods or demos or POC offered by CRM providers. Allow the sales team to test the CRM to see if it meets their needs and expectations end to end.
Specifically in higher ed we tend to have a lot of different systems throughout our institution and because the CRM is usually instituted in enrollment management it isn’t usually chosen based on the compatibility of the systems already in place. The ability for your CRM to interface and share data with existing systems is key to user friendliness as automation of data sharing and makes the lives of employees easier and more intuitive to use. It also fosters collaboration between units of shared and competing interests. In short get a CRM that is compatible with as many of your existing databases and systems as possible!
Customization is key to ensuring your CRM can evolve with your business. The ability to adapt the CRM to your unique workflows, data fields, and processes is vital.
Finally, when selecting CRM software, you need to think about the future growth and changes of your business and your sales team. You don't want to choose a CRM software that is too rigid, inflexible, or outdated for your evolving needs and goals. You want to choose a CRM software that is adaptable, flexible, and up-to-date for your changing needs and goals. You can consider the future growth and changes of your business and your sales team by looking at the scalability, the integration, the customization, and the innovation of each option. You can also look at the vendor's roadmap, vision, and updates to see how they plan to improve and enhance their product and service.
Businesses are dynamic, and your needs may change as you grow. Choosing a flexible CRM ensures that the software can adapt to new requirements, whether it's accommodating more users, handling larger data volumes, or addressing new sales processes. As your business expands, you may adopt additional tools and systems. An adaptable CRM should have strong integration capabilities to seamlessly connect with other software and platforms, supporting your evolving tech stack. Different stages of growth may require unique workflows and processes. A CRM that offers customization allows you to tailor the software to your specific requirements, ensuring it remains aligned with your evolving business needs.
Business is always changing. And our requirements and needs will also change. Therefore, there is a delicate balance between buying for future scalability and over-complicating what you are buying for today. A CRM is a long term purchase. Anyone who has had to migrate from one CRM to another knows that it is no easy feat! Purchase a CRM that is going to grow with you based upon your longer term plan 3-5 years down the road. And look for options to purchase a more basic version of the CRM if that's all you need for today's requirements - but with the flexibility to upgrade to more features and functionality as the business changes.
As a practical matter, the CRM platform needs to be embraced by the Sales org. Attributes to look for: - Intuitive, with industry-standard UX design. - Requires minimal human effort. Sales people should need to spend minimal time on data entry, for example. - Reflects customer/contact info in real time. And while we're at it, smooth integration with marketing automation and other enterprise tools would make it accepted widely throughout the company.
From experience, it's important to assess whether or not the CRM support multiple different go-to-market motions and acquisition funnels, which you foresee yourself utilising. By nature, most will do a fine job supporting a sales-led motion. But how are workflows for marketing-led or product-led growth motions, which should work in conjuction with sales? There are workflow efficiencies to be gained from not having siloed systems. You want to choose a CRM, which can act as a base you can mold to your developing needs over time. This also means considering a CRM which offers a large range of integrations with other tools.
If the world moved backwards we would all be lobsters. Identifying the future needs of your company is just as important as addressing the current ones, It helps you make pre-emptive decisions so the issues never come up in the first place! However, it is worth mentioning that if the choices ONLY solve the problems of tomorrow, you'll never resolve the ones from today; there is a delicate balance between choosing a service that can address both the current needs and adapt to the future.
Short and sweet :) Choose one that is user-friendly, integrates with existing tools, offers mobile access, provides insightful analytics, and has customizable features to match your sales process. Gather team feedback before finalizing.
The CRM software is to salespeople what excel is to data people. Its compelling features should therefore be: - easy to use (login, dashboard, recommendations, etc) - comprehensive (should contain as much history as possible, from interactions had via digital media - such as emails and LinkedIn white papers shared and read - to human interactions- phone calls, in person meetings, etc. - scoring system. (If data is collected properly, then the CRM software can decipher the touch points and score the client as hot, warm or cold. Either a strong prospect or a great cross sell opportunity. - it should equip the sales team to get their job done efficiently & effectively, with automated data entries and requiring less hands on keyboard.
Engage your sales team early in the decision-making process should be the first step.Get their input on what they need from a CRM system.Identify key users who can provide valuable insights into their workflow and present pain points.Define the Requirements well in advance and ensure that Integration Capabilities , Reporting and Analytics too is well in place as per the requirements. Continuously seek feedback from the end users / sales team during and after implementation. This helps one address issues and make necessary improvements. Customization options should be available without requiring extensive technical expertise.
You will be wrong. Once you have decided and signed the contract you are no longer be a prospect for your supplier (who talks with the sales team where everything is possible and easy) but a customer that talks with the account management team (which may be a bit more realistic). Your folks will be disappointed, especially the ones that did not get their favorite tool of choice. Also some people will have imagined features that don’t work as well in reality as in their mind. Be prepared for this: make sure you get the support for incremental improvements from your supplier. Make sure you have the communication platform (as well as the psychological safety) that these shortcomings and improvement suggestions can be addressed and implemented.
At the end of the day, the CRM is just a database with a nice UI and some additional features, that normally would be possible to get by writing the lines of code. It is good to have this perspective in mind, because ultimately even the best CRM if not filled with right and quality data is basically useless. Everything starts with the strategy, but also with a culture. The be even more controversial: You can achieve more with Excel as a CRM if you take care on data and work on well-thought processes, than in Salesforce, if your Sales Team is ignoring how to operate with it. So again... Well documented Processes are much more important than the technology that allows you to work with them.