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What do you do if your CRM software isn't helping you close deals?

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Customer Relationship Management (CRM) software is designed to streamline your sales process, but what if it's not delivering the results you need? You might be facing a common dilemma in the sales world. Your CRM should be a powerful tool in your arsenal, supporting your sales strategies and helping you close deals efficiently. If it's not, it's time for a deep dive into the issue. You need to assess whether the problem lies in the software itself, how you're using it, or external factors that need to be addressed. Let's explore some practical steps to take when your CRM isn't performing as expected.

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?? Benjamin Reed

I help B2B Founders Scale to $50M ARR with AI-Powered Sales Systems

1 Assess Usage

Start by scrutinizing how your team is using the CRM software. It's possible that the issue isn't with the software, but with how it's being utilized. Are all features being leveraged? Is data being entered accurately and consistently? Proper use of a CRM system is critical; it's not just about having the technology, but about integrating it effectively into your daily sales activities. Ensure that your team is fully trained and understands the importance of maintaining the CRM system with current and comprehensive information.

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?? Benjamin Reed

I help B2B Founders Scale to $50M ARR with AI-Powered Sales Systems
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Proper CRM usage comes from 2 key things: (1) Proper training: You should have a robust training process before putting any sales rep on a call. In my experience having led 4 b2b sales teams, this training process takes about 2-3 weeks. I have robust training videos and step-by-step guides explaining CRM functions, tactics, and definitions of terms. (2) A Sales Process that works: The CRM is simply an extension and implementation of the company's sales process. A clear and logical sales process that aligns with the team and the industry equates to a logical CRM process and methodology. Bad sales process = bad CRM practices = low utilization.

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Pablo Balseiro

?? CEO & Founder de B2B Growth Latam | ?? Lideramos el Outsourcing Comercial B2B en LATAM | ?? Potenciamos Equipos Comerciales | ?? Speaker & Mentor
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En el 95% de los casos, los CRM fallan porque no se alimentan de forma adecuada. A muchos vendedores le resulta tediosa la tarea administrativa, confían mucho en su talento y carisma, y por ello no cargan información en los CRM. Allí se produce una especie de profecía autocumplida, donde por obvias razones el CRM no termina agregando valor. De lo que se trata es de ser muy sistemático hasta que el software empiece a dar valor, con dara que el propio vendedor no pueda visualizar. A ese punto hay que llegar Espero que te haya resultado útil este punto de vista!

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2 Update Processes

If your usage checks out, examine your sales processes. Your CRM is only as good as the processes it supports. If those processes are outdated or inefficient, even the best CRM won't help you close more deals. Take the time to review and update your sales strategies and workflows. Ensure they are aligned with current market demands and your business objectives. Your CRM should then be configured to enhance these refined processes, automating tasks where possible to increase efficiency and effectiveness.

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?? Benjamin Reed

I help B2B Founders Scale to $50M ARR with AI-Powered Sales Systems
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It took me years to refine my B2B sales process. DO NOT rely on the out-of-the-box status' and opportunity stages provided by the CRM you purchase. Every good Sales Leader should have a baseline sales process/methodology shaped to fit the current business, industry, and market they are working within. In addition, this process can evolve and should be revisited quarterly across the same team to ensure it is functioning properly and being adopted by all stakeholders on the sales team.

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3 Customize CRM

Customization is key to a CRM's effectiveness. If your CRM isn't helping you close deals, it may not be tailored to your specific business needs. Most CRMs offer a range of customization options, from fields and forms to workflows and reports. Take advantage of these features to ensure the CRM aligns with your sales cycle and customer interactions. This might require investing time into setting up the system correctly or even hiring a CRM consultant to ensure it's optimized for your business.

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Pablo Balseiro

?? CEO & Founder de B2B Growth Latam | ?? Lideramos el Outsourcing Comercial B2B en LATAM | ?? Potenciamos Equipos Comerciales | ?? Speaker & Mentor
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Otro de los aspectos que hacer que los CRM generen resistencias para su uso es la cantidad de features que tienen. Claramente salvo que sea una solución a medida, la mayorías de los CRM que existen en el mercado son generalistas. Tienen todos muchas más funcionalidades de las que realmente necesitamos en ventas B2B. Por ello, es clave primero hacer un relevamiento interno de procesos, para luego definir que software utilizar. Elegir el que haga fit, hará que el equipo comercial se siente más afin a utilizarlo. Espero que haya agregado valor este post!

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4 Engage Team

Engagement from your sales team is crucial for CRM success. If they're not fully on board, the CRM won't be used to its full potential. Foster a culture that values the CRM by involving the team in decisions about how it's used and customized. Encourage feedback and make adjustments to accommodate their needs and preferences. When your team sees the value in the CRM and has a say in its operation, they're more likely to use it effectively, which in turn can help improve deal closure rates.

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5 Analyze Data

Your CRM is a goldmine of data that can provide insights into why deals aren't closing. Analyze this data to identify patterns or bottlenecks in your sales process. Look for trends in customer behavior, deal size, or cycle length. Understanding these metrics can reveal what's working and what's not, allowing you to make informed decisions about strategy adjustments. Regularly reviewing CRM data helps you stay agile and responsive to changes in the sales landscape.

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Pablo Balseiro

?? CEO & Founder de B2B Growth Latam | ?? Lideramos el Outsourcing Comercial B2B en LATAM | ?? Potenciamos Equipos Comerciales | ?? Speaker & Mentor
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Este punto es central: un CRM puede consolidar información que el ser humano no puede acceder. En ventas B2B hay que combinar lo mejor de los dos mundos. Un vendedor marca la diferencia, claramente. Pero un vendedor sin data está destinado al fracaso. En algún punto, un CRM se convierte en una máquina predecible de ventas. Podemos identificar con precisión estadística cual es la mejor manera de optimizar las conversiones en cada etapa. A ese punto debemos llegar! Espero haberte aportado con este post!

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6 Seek Feedback

Finally, don't overlook the value of customer feedback. Your CRM should help you track customer interactions and satisfaction levels. If deals aren't closing, reach out to prospects for feedback on their experience. This direct insight can guide you in refining your sales approach and CRM usage. It also shows customers that you value their opinion, which can strengthen relationships and potentially lead to future sales opportunities.

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7 Here’s what else to consider

This is a space to share examples, stories, or insights that don’t fit into any of the previous sections. What else would you like to add?

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What do you do if your CRM software isn't helping you close deals?

1

2

3

4

5

6

7

1 Assess Usage

2 Update Processes

3 Customize CRM

4 Engage Team

5 Analyze Data

6 Seek Feedback

7 Here’s what else to consider

Sales

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What do you do if your CRM software isn't helping you close deals?

1

2

3

4

5

6

7

1 Assess Usage

2 Update Processes

3 Customize CRM

4 Engage Team

5 Analyze Data

6 Seek Feedback

7 Here’s what else to consider

Sales

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感谢您的反馈

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