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The Center for Sales Strategy Blog

Why Do Salespeople Hate CRM Systems — And What Can Sales Managers Do About It?

Why Do Salespeople Hate CRM Systems — And What Can Sales Managers Do About It

“CRMs are just another tracking tool.”

“I’ll spend more time trying to learn how to use it than actually using it.”

You’ve heard the complaints from your sales team about using a Customer Relationship Management (CRM) system. And, chances are if you’ve considered implementing a sales enablement tool like a CRM into your strategic plan to drive revenue, you’ve read a lot of articles that discuss the various reasons why most sales CRM systems fail.

There’s even a strong possibility this is why you’re hesitant to commit purchasing a CRM. No one wants to invest in a tool that statistics show to fail (mostly) because a sales team is reluctant to use it. As a sales manager, what can you do to ensure your sales reps use a CRM to its full potential?

First, you must understand why they’re wary.

Topics: sales process CRM sales enablement

Develop More New Business in 10 Minutes

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From a management perspective, a properly deployed Customer Relationship Management (CRM) allows you to assign and reassign sales goals to your sales team, transfer responsibilities, and enhance the client and sales rep experience.

However, many organizations and sales teams are quick to dismiss CRM software’s effectiveness, and many stop using it for several reasons. Merely investing in a CRM solution will not help your business grow until your sales team effectively uses its functionalities.

Below is an example of a 10-minute strategy that will help put into perspective the effectiveness and value of the right CRM system.

Topics: business development CRM sales enablement

2019 Media Sales Report - Get Back to the Basics With Sales Enablement

Sales Enablement

Why is sales enablement important? Because buyers are more informed, and selling is more challenging than ever before. Our 2019 Media Sales Report found that some of the major challenges in sales today are that sales reps’ time is not actually spent selling and salespeople are simply not equipped with relevant materials.

Sales enablement is a strategy that aligns marketing, sales, and operations while lowering costs, increasing revenue, ensuring brand integrity, and ultimately closing more deals. Even the most talented sales reps can benefit from the right support, structure, and technology.

So, why did nearly 1 out of 4 sales managers feel that they don’t have the right sales collateral pieces to help their sellers in all stages of the sales process?

Topics: content marketing CRM sales enablement media sales report

Improve Quality and Efficiency of Sales Interactions with the Best Sales Integration Tools

sales integration tools sales intelligenceFrom small businesses to international enterprises, most companies are dependent on effective sales to thrive. This is where sales integration tools come in. 

At the core of sales integration tools is the idea of sales intelligence. The goal of these tools is to improve the efficiency and quality of sales interactions for better conversion in the long run. Sales intelligence and management tools integrate with other software to make lead information as robust and accessible to sales reps as possible.

When used correctly, sales integration tools can not only improve the quality and efficiency of sales interactions but also lead to better customer relationships and increased sales.

Topics: sales performance CRM

10 Reasons Salespeople LOVE the HubSpot CRM and Sales Enablement Tools

salespeople-using-hubspotAs a proud partner of HubSpot, we at The Center for Sales Strategy, as well as our sister company that focuses on lead generation and sales enablement, LeadG2, naturally have experience with the HubSpot CRM, and it might be easy to think that we’re biased about this tool because of our relationship with them. However, it’s important to know a bit more of the context to better understand why we’re not biased and how that shows up in what we do and recommend. 

Topics: HubSpot CRM sales enablement

Has Your Sales Content Library Come Out of the Closet?

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What does your sales content library look like? Back in the old days of selling (the 1990’s), the sales library was a janitor closet with a few shelves to store corporate brochures, product sheets, and other printed sales material. Prior to going into the field for their appointments, the sales team would stock up on materials to hand out to prospects. Back then it was a long and cumbersome process to produce new material. It was also expensive to print, so refreshing and replenishing supplies was rare. Consequently, the content was written and produced in a way to be applicable to a large diverse audience and last a long time. Or in other words, the content was relevant to few, meaningless to many, and rarely had any impact on actually advancing the sale.

Topics: content strategy CRM sales enablement

5 Reasons to Give the HubSpot CRM a Try

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We talk to businesses all the time who don’t have CRMs, but know they need one. I’ve written about this exact topic in the past (read 5 Reasons Salespeople Aren't Using CRMs Effectively here). While there are many obstacles to overcome when choosing any kind of new technology, the CRM seems to be an exceptionally tough one. This is due to a huge variety of options in the marketplace, a lot of previous bad experiences, fear of new technology, costs, and the potential risks involved like lack of adoption, technological barriers, training, and so on.

I get it. These are all great reasons to take this decision very seriously, but that shouldn’t get in the way of taking action.

There are just far too many benefits to having and using a CRM that can’t be ignored. Luckily, our partner, HubSpot, has made the decision a heck of a lot easier. And to help you even further, I’ve put together these five reasons why you should consider giving the HubSpot CRM a try right now:

Topics: HubSpot CRM

5 Reasons Why CRM Should Matter to Sales

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For as long as there have been CRM tools in existence, salespeople have been suspicious of management’s motive for insisting their sales teams use the software. Sure, when everyone on the team is using a CRM the sales manager’s job can be made easier, but what’s in it for the rank and file salespeople? If you're a manager trying to get your salespeople on board with using a CRM, here are five reasons you can give them that convey what's in it for them.

Topics: CRM