The proper software for a sales team can make a huge difference. It can help earn reps more money, help them meet their quotas, reduce lead saturation, simplify the jobs of sales reps, and shorten the sales cycle. It can also reduce data entry for the sales team. But if you’ve ever implemented a new CRM, you will also know that if it slows down your reps, they won’t use it. Read on to learn the seven signs your CRM system is too complicated and needs to be simplified.
1. You’re entering and tracking too much data.
Do you want your sales team to input data that doesn’t have business value? The more points you choose to track (and thus enter), the more complex the system will be for its users. Some of these data points are essential for proper management, but others are unnecessary and take away from your ultimate goal of closing deals. Take a good look at the data points you collect right now and figure out which are crucial and which are excess.
2. It has too many features.
You don’t need all the fancy features as much as you need a CRM portal that is easy to use, simple, and straightforward. Your sales team needs to actually like using it! Keep in mind that your younger employees may take to the new technology quicker and more comfortably than the older reps, who may not want to use a CRM at all. If you add in too many features you will lose out on the streamlining of the whole process.
3. Setup is complicated and takes a long time.
Your software shouldn’t need a lot of upfront work to understand. Of course, there will be a bit of a learning curve but if you have some experience and even you find the initial process to set up is too much work, you may need to find a different CRM software.
4. Sales reps aren’t jumping on board.
It is almost inevitable that some members of your sale team won’t want to jump on board with your decision to implement a CRM system. If this is obvious even before you implement, it might just be your workers are wary of learning a new system. But if they are pushing back after implementation, there could be more to the problem.
Sales and marketing should be in constant communication as you develop a system to support your sales team. If you get a lot of adversity, look for an easier-to-use software system or simplify the current setup.
5. You aren’t automating.
If you are manually entering call logs, constantly re-entering info that is already kept elsewhere, then you aren’t using the proper workflows to automate to the extent possible. If you have to constantly re-enter info then it isn’t worthwhile. Learn of all the different ways you can automate using your CRM.
6. Sales reps can’t find what they need.
Maybe you have too much info associated with each contact. Maybe the platform is too difficult to use, or takes your reps too many steps to find what they need. There are a few reasons why this happens:
- Your data infrastructure is overwhelming. This could be that you are trying to track too many data points, which means it is harder for employees to find what they need.
- Your reps don’t have the right access permissions. Don’t allow red tape to get in the way of empowering your sales reps. They should be able to see more than just the bare minimum of data on customers.
- The platform is too difficult to use. This means it’s probably better to find another CRM system.
7. Sales team can’t focus on sales.
Last, but not least, if your sales members are having to spend more time within the system than they are on selling your product or service, it’s clear that your setup is much too complicated. The whole point of implementing a CRM process is to increase sales’ effectiveness and save time.