There are a lot of CRM best practices out there. And as a sales manager or CEO, you know CRM is important.
The problem? Well, if your team members are anything like me, they’ve likely had some choice words to share about your CRM. I mean, who hasn’t?
Today I’ll be sharing 4 CRM best practices to help your sales team love using your CRM.
4 CRM Best Practices
I used to hate my CRM. As a salesperson working for a large company with a huge sales team, my CRM made me feel bad. It felt like every move was monitored. And if a dollar was deleted from the forecast, I better have a good reason for it (and be able to backfill that deal with another opportunity).
Moving from that huge sales team to a tighter, more collaborative team changed my perspective on CRM entirely. At CFS we rely on our CRM to stay on top of our company’s business growth and client management. And the CRM best practices I’ve learned have helped me to thrive as a salesperson.
So, if you’re looking to make your CRM stick, read on. Below are 4 CRM best practices to help you implement, manage, and sustain a successful CRM that your salespeople will love.
1. Choose the Right CRM
There are tons of CRM systems out there. TONS. And the good news is that you have options!
While some CRM systems are focused on sales growth, others might be geared more toward teams that also have an Inbound marketing arm.
So, if your sales team is struggling to adopt your CRM, consider your platform. You just might need to make a switch, trial some other options, or refer to CRM best practice #4.
2. Create a Process
Once you’ve selected the right CRM, it’s important to have a clear process in place for your sales team.
- What’s your primary focus for using a CRM? Is this clear to your team?
- What is the team’s process for adding new leads and opportunities?
- Is the process documented somewhere, like in your Sales PlayBook?
It’s best to define “required” fields through automation so the team doesn’t have to review a CRM best practices list every time they enter information.
Also, less is more – cover the basics and don’t go crazy or your team will slack off.
3. Train Your Team
If you want your sales team to love your CRM, train them!
Then leverage your Sales Playbook and define your CRM best practices. This will save you tons of time when you onboard new hires down the road.
If you don’t have a Sales PlayBook, creating one is easy. Check out our free eBook on Creating & Managing a Sales PlayBook. Or, if you’re short on time, we can help you build one.
Key examples of CRM best practices are:
- When to create a new lead or contact
- How to link contacts to the same account
- How to create an opportunity
- Defining the “temperature” of each opportunity that lives in the CRM pipeline
4. Adopt & Adapt
The goal of your CRM is seamless adoption by your entire team. Eventually the system will become second nature and you won’t hear the dreaded complaints about entering information.
Gone are the days of sharing updated excel sheets via email. If you manage your business and your client relationships in one central place, you’ll feel more organized and have a stronger grasp on the revenue projections each month/quarter.
Be sure to adapt your CRM best practices over time to ensure that everyone stays engaged.
Do you have a CRM that you love? Is your sales team following the CRM processes outlined in your Sales PlayBook? Are they being trained on your CRM and is the processes being adapted as time goes on? Have you document your CRM best practices to share with your team? If not, get to it!