Nowadays implementation of CRM Software is low and we need a change in this situation. Usually, when purchasing products for your company, the main concerns present themselves pre-purchase. Queries like whether the product is a good fit for your company, or how many should you purchase, etc. However, after purchase, their work is mostly done, except for a few cases which may need customer service or technical maintenance from the product’s company.
However, when it comes to CRM software, the real work for management comes after the purchase of the product. Less than 37% of sales reps use their company’s CRM system (CSO Insights), which represents the purchase of useless and a waste of resources. Top management usually struggles to get their employees to implement their CRM software, and even if they do, employees choose not to use most of those valuable features. Now the question arises whether CRM’s are really of any value to its buyers then? The answer is a loud “Yes”! According to TrackVia, per salesperson, a CRM can increase revenue by 41%. The real waste, rather than all the money spent on the waste of potential for growing your company faces when your employees refuse to use CRM software.
There are plenty of reasons why companies face difficulties with getting their employees to adopt CRM software. Below are 4 of the most common ones:
1. Too complex
CRM’s often get so occupied with providing buyers will all the best features trying to get a competitive edge in an oversaturated market. This software helps to make the sales process easy. Instead, salespeople waste time trying to configure the software and entering unnecessary data into the system.
The only solution to this is investing in software that fits your company and fulfills its requirements. It is easy for buyers to purchase from the market leader due to assuming that it must be the best. This process is happening without questioning whether it is the best for their company. Include a member of your sales team in your purchase decision-making process, and let them evaluate the product. So that they can decide which features your company needed, and which you don’t.
2. Salespeople are too used to excel/spreadsheets
Humans are change-averse, and often live by the philosophy “if it ain’t broke, don’t fix it”! This is why it is often hard to prove salespeople to leave their excel sheets for new and unknown software. Especially when in their eyes excel spreadsheets are doing the job just fine. Another concern is having to transfer all the data to your new CRM, and they may not want to put in that extra effort.
This is why companies should purchase and implement CRM software as soon as possible. Even if your company only consists of 5 employees, start with getting those 5 to use it. You can avoid the pains of teaching the whole company once they are already used to another method of managing sales. It is also important to offer proper training to make your buying process transparent. Your employees should know why you decided to take this step and all the benefits the company will receive as a direct result.
3. Won’t use all features
Most salespeople end up using less than 50% of all the features of the software. It will make the purchase of all the features unnecessary and a waste of money.This makes the low implementation of CRM software. Better to use all the features. Otherwise, your company may not receive all the benefits from the software.
There are several solutions to this. Either invest in a CRM with a gamification option or purchase different gamification software. Gamification will give employees an incentive to log onto the CRM and use it, even if the rewards have no monetary value. The instant satisfaction from getting points in a game and the recognition received from ranking highest in the office will provide natural benefits to every employee. Another option is to make a purchase of a CRM with only the features your employees need. Of course, its cost must be low enough to justify the fewer features. In that way, you are paying only for what you will use.
4. Top management won’t check the CRM
Even in the chance that all your sales reps are using the CRM, they may stop if they find out that no one from top management is checking upon them. This may result in you going back to square one. The way to fight this is by investing in a CRM that will send notifications to top management and employees if an employee stops adding leads or logging in. This way employees always know that someone is watching and that there are consequences to not using the software. Another solution is implementing a sort of attendance system for top management that is monitored by a group. These are the problems caused due to low implementation of CRM Software and changes needed to sort these problems.
At Kingslabs Technologies, we provide customized CRM solutions. A good CRM software like ToDo could be the resource you need to succeed in the new decade. Contact us at firstname.lastname@example.org, or call us on +91 8880477700.