CRM and Sales Force Automaton (SFA) tools have been actively marketed for the last ten years and have become a stable business purchase for both the SMB market and the Global 1000. Yet in talking with IT salespeople here in North America and overseas, we constantly receive input from salespeople that they do not like to use CRM, contact managers, or SFA's.
SFA management is a key tool for IT companies to succeed. Having prospect and customer information existing only in the head of a salesperson means management has their intellectual property walking around undocumented. Regardless of whether you use a metric-driven SFA management approach (and you should), always remember that to some degree, salesperson-imputed SFA data is unfiltered data. IT salespeople by their very nature want to believe that prospect feedback and action steps are positive signs of an impending sale.
7 Reasons Why IT Salespeople Hate Using CRM
1.It is operationally slow or not always available because it operates as an ASP.
2.The company has not updated the drop down boxes to reflect an accurate status of each prospect and its sales cycle.
3.The management team does not use the CRM system reports. They just talk about using it.
4.Inserting data takes hours and wastes selling time.
5.The management team asks salespeople for reports they can pull themselves.
6.The management team jumps to conclusions about deals closing based on their own observations rather than asking the salesperson about the CRM account.
7.Too many levels of the management team have CRM account viewership.
Accurate sales forecasting systems are a key business driver for IT management to grow, but using it incorrectly is a waste of time and money. For additional information about BDM News, visit http://www.bdmnews.com
About DigitalHatch: DigitalHatch, Inc., headquartered in Atlanta, GA, specializes in sales and marketing strategy advisement and training for IT, software and professional service companies. DigitalHatch publishes the world’s largest sales strategy newsletter called BDM News (www.bdmnews.com) with over 160,000 opt-in subscribers and a specialty newsletter for management executives called HighTechCEO (www.hightechceo.com). DigitalHatch’s consulting clients include Global 1000 companies, VC-funded players, family-run IT businesses, and new technology and professional service start-ups.
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