Sales teams and CRM. If I were to make this into an SAT game, it would look something like…
Sales teams are to CRM as kids are to making their beds.
Okay, okay, I know. The SAT doesn’t use analogy questions anymore (lucky kids these days). But the analogy isn’t far from the truth. Most salespeople find their CRM to be a total drag.
Using a CRM is time consuming and sales teams would rather be out selling.
7 Habits of Scalable Sales Teams
Did you know that per sales person, a CRM can increase revenue by a whopping 41%?!
I don’t know about you, but my ears perked up when I heard that stat. Then I heard about Jeremy Pound’s book 7 Habits of Scalable Sales Teams: How Your Competition Is Using Their CRM Better Than You.
One of the biggest complaints we hear from clients is that their sales teams fail to use their CRM. It’s a huge problem. HUGE!
Management knows the benefits of using CRM—but getting buy-in from the team is another story.
Well, I’m excited to say that Jeremy’s book is the solution for companies struggling to implement CRM best practices.
Scalable Sales Teams
As a writer and lover of words, it was interesting to me that Jeremy chose to use “scalable” sales teams.
Scalable : potential to be enlarged in order to accommodate that growth.
That’s right. Scalable. Growth focused.
Now, let’s talk about how 7 Habits of Scalable Sales Teams harnesses the power of CRM.
He deep-dives into seven habits that promote effective CRM processes, complete with checklists.
Here are few highlights:
- 7 HOSST develops a CRM process for sales reps, sales managers, and marketing—ensuring that everyone is entering opportunities, tracking metrics, maintaining relationships, scripting the sales process, and staying accountable.
- Benefits for sales managers: Use of the process outlined in HOSST means that salespeople are accountable, tracking goals is simple, and measuring progress is easy.
- Benefits for salespeople: Use of HOSST’s framework means that salespeople are able to work the right opportunities and know exactly where a prospect stands in the sales process.
- Benefits for marketing: Use of HOSST’s habits means that marketing and sales are aligned. It means that marketing has correct, useful data to work from.
But hey, don’t take my word for it. Check the book out on Amazon and find out for yourself!
Now, I gotta go… I have a few clients that need help with CRM implementation!
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