We live in a world where data controls everything. Big data is the flavor of month it seems. Everywhere you turn a new company pops up with their new innovative way of helping businesses take advantage of their data.
Here is a funny thing I have discovered. When you go into a selling situation where the focus is on helping a company get better use of their data. One big problem seems to always show up. No one knows what any of the data means because there is just too much of it.
You need good data to make good business decisions, but just how much data is too much?
I have noticed that many sales processes seem to have more of a focus on gathering lots of data as opposed to gathering effective data.
Spelling is adding data to a CRM because you have to. It often plays no real role in actually making the sale. To many sales people it’s just busy work.
Now some of the data is valid. But many times the CRM system requires the reps to enter in the same data multiple times in different places. When this happens the systems used to later analyze the data often can’t determine how to effectively use it in order to make the appropriate sales and marketing decisions needed to turn a prospect into a customer.
So what to do? Properly setting up the CRM system to ensure the proper data needed is gathered, while not adding unnecessary work burdening your sales reps is the best solution. To do this you need to take a good hard look at your current processes. What is working? What’s not working? How can it be better?
Effective sales processes, and use of the CRM increases sales productivity and efficiency. This reduces the amount of spelling reps have to do, and increases your sales and profits.
If you would like to learn more about increasing sales productivity, we can help. Please contact us for a consultation.