4 Things You're Probably Doing Wrong Causing CRM Failure

Many businesses have a high failure rate with their CRM. And yes, that’s YOUR fault (sorry, not sorry).

Here’s why your CRM will fail:

1. It’s because YOU aren’t using it

The number one reason why your CRM fails is because of you. Because your team, and more often than not, your manager, is not using it daily, and yes, we mean every day. In order for your CRM to give you the results you want, It has to be in use all the time, and this policy must be enforced. When sales reps, management, or anyone else in the company chooses not to use the CRM, valuable data is lost or becomes outdated, and the CRM fails. Management must lead the team and use the system.

2. It’s because you’re not tracking it

If managers aren’t tracking usage, you’re not doing it right. Management not only has the right to require the use of a CRM, it also has the responsibility to do so. If the system isn’t fully used, your company will not get the benefits that a CRM provides. This is where we believe that the Sales Enablement Professional on your team can play a vital role. CRMs have robust reporting capabilities for companies, but the reporting capabilities for team member usage are just as important. Your Sales Enablement professional can monitor usage and implement corrective measures in real-time to keep the team on track. Management must track usage.

60% of salespeople won’t change what they think works for them.

– Hubspot.com

3. It’s because your team is lazy

Being lazy is being comfortable, and comfortable people don’t want to change. Many team members don’t like change and prefer to work with systems that they are familiar with and think work better for their needs. This hurts other team members and can cause your CRM to fail. According to Hubspot.com, 60% of salespeople won’t change what they think works for them. This behavior becomes more rampant with a lack of enforcement. Management must enforce the use of a CRM.

4. It’s because you aren’t willing to invest the time

You’re probably expecting too much too soon. Understand that it takes time for staff to learn new systems; you can expect many team members to have difficulties switching to new systems. That is why we built our system for its ease of use. Look into CRMs that work with existing legacy systems in your company – like TigerLRM does – so that your team can start with more minor changes while establishing enriching training for your new CRM. You may want to assign a tech-savvy team member as a trainer. Management must provide ample training.

Have you tried our FREE CRM with Sales Enablement built right in

In closing

Using a CRM daily can help sales and customer-facing teams provide better customer service, work more efficiently, enhance collaboration, make better decisions, and drive sales success. By using the power of a CRM, teams can ensure that they can manage customer relationships and drive growth for their organization. This leads to improved customer relationships, increased sales, and higher levels of customer satisfaction. But you won’t get any of these benefits if your team doesn’t use the CRM daily, management doesn’t bother to use it, if usage is not enforced, or if you’re expecting too much too soon.

Source: https://blog.hubspot.com/sales/how-salespeople-learn