Ignoring red flags when they appear will only cause trouble down the road.
Breaking up is hard to do. So hard, in fact, that some people stay in a relationship that’s not making them happy and not meeting their needs. They hope that maybe those little annoyances will go away and their partner will change for the better.
Your business tools are no different. Your company may be stuck in a relationship with your customer relationship management system that just isn’t sparking like it should. Don’t let your business settle. You deserve a tool that makes your sales team more efficient, that keeps your entire company on track, that gives you the success you want.
If you start to notice some of these warning signs across your team, then it might be time to end the relationship.
1. You’re doing too much data entry.
A great CRM is designed to make life easier for everyone – sales reps, managers, marketers and IT. When it requires entering the same information on three different screens just to create a new contact, your tool isn’t working with you. It’s working against you. Data entry is never a fun part of sales work. It needs to be done occasionally, but it shouldn’t be a huge chore.
2. You’re working on the weekend.
Sundays should involve brunch, catching a movie, and relaxing. If your work week actually starts on Sunday afternoon because you’re trying to catch up with all the things you didn’t enter into the CRM last week, then you’re using the wrong tools. Get a system that will help you work hard when you need to and kick back when you need to.
3. You aren’t mobile enough.
Working in the field means mobile is a must. You should be able to load up your CRM on your phone, your laptop, or a Web browser in seconds. It should even work offline. In a business world where sales contacts can be made in an airport and your CFO wants to see the latest financials while you’re still on the train, you can’t hack it without a CRM at your fingertips.
4. You can’t share knowledge.
When your sales team sees turnover, you shouldn’t be losing a career’s worth of knowledge about clients and deals. If each rep works in a bubble, with no built-in systems for sharing information with other team members, then you’ve put yourself on thin ice. One crack and the whole crew could get dunked. Your team needs to be able to collaborate and share both successes and challenges.
5. You can’t communicate across teams.
Not only are each of your reps operating in vacuums, but the different teams in your organization also have no idea what’s happening just down the hall. Even if you force your sales team into enough meetings to have an idea of where your division is going, you still need to be working together with marketing, customer service, and IT to make sure that the company as a whole continues to make progress. Your CRM should facilitate that communication.
6. You’re losing track of deals.
There’s nothing worse than delivering a perfect cold call pitch to somebody who already buys from your company. You shouldn’t have that experience when your CRM is easy to use. You’ll know where every customer is in the pipeline, not just your personal client base. You can double-check what the last conversation covered, what the budget is, and when the deal is expected to close. If your CRM isn’t giving you that support, then it’s time to switch.
7. You forget the follow-up.
Moving a deal through the pipeline includes dozens of little tasks. Keeping them straight in your head is risky, because forgetting to make a phone call or send a thank-you note could hurt your chances of making the sale. A great CRM creates automatic reminders for tasks and keeps you on the ball.
8. Your customers aren’t feeling the love.
Sales is more than just a numbers game. Sales success is all about relationships. No matter how many clients you’re juggling, each one needs to feel like the most important person in your work life. Make sure your tools help track your emails and calls, so that your customers are never neglected.
9. You’re spending too much.
Many CRM systems have a hefty price tag, so your company should be seeing a serious return on that investment. If the tool isn’t making work easier, faster, or better for your employees and managers, then you’re wasting money. A great system doesn’t mean breaking the bank.
10. You don’t know what the future holds.
It’s unlikely that any of your coworkers is a psychic medium, but the right CRM can give your leaders just enough insight into the future to make smart decisions. Your CRM should be able to analyze the numbers of individual reps and of the entire team, showing what’s working well and what needs improvement. The key here is insights, not just data.
After you’ve dumped a CRM that’s not a good fit, don’t worry about finding a new partner. With great CRM options like Base on the market, you won’t have to be single for long.
1. Make sure your next CRM is the right fit. Download your free copy of our CRM Requirements Template.
2. Fall in love with a new CRM by starting your free trial of Base.