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October 28, 2014
Is Salesforce.com Worth It?
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A large technology customer just switched from one CRM to another. Complaints were consistent from the old system. “It took too long to enter data,” or “It doesn’t help me.” “It just allows management to micro-manage me.” Enter the new system. Excitement was high and sales people were looking forward to ‘being enabled.’ 18 months later they are hearing similar complaints they heard from the old system. All that effort, time and money for not a lot of increased productivity.
Why did this happen?
Download our How to Make Your Number in 2015 Research Report to find out why. It goes into detail why Systems (CRM’s) can actually waste productivity. And what you need to do before you buy the software.
CRM systems can have a dramatic impact on sales productivity. For example, when used correctly they can:
Then why is the most popular CRM (Salesforce.com) seldom used correctly by sales people?
Salesforce.com is an excellent CRM. But it’s excellent for those sales forces who enable it for the sales person. But most sales people think it’s only for management. Management can ‘watch’ over them. They can forecast better or keep track of sales calls more efficiently. They can even tell if you have been going on enough sales calls.
But do any of these reasons actual enable the sales person?
There are three major steps every Sales VP must take to maximize their CRM:
The real value comes when you create a process first. You then enable it with a tool. Click here to view the following example. A sales process was created and customized first. The CRM was then enabled by embedding the process in it. When a sales person used the CRM, they were using the process. Adoption went up because the CRM helped the sales person sell more.
So, Is Salesforce.com (or any CRM) worth it?
The answer is yes if you apply the three steps above. Do these things now:
The motto “Build it and they will come” does not apply here. Real productivity gains can be made if you have a sales and marketing strategy. Having trouble with the three steps above? Don’t know what a sales and marketing strategy should be? Download the Research Report. It just might save your CRM.
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