Lead by example

By Nicole Whitehorn

I often get asked by sales managers how to go about disciplining their teams into using their CRM solution effectively. The simple answer that I always give them is that they need to lead by example.
Any sales manager should know how to add and edit address book entries, how to add a note or log a phone call, upload documents, set a task, send an email and even schedule meetings from their CRM system. Very often the business sales manager doesn’t see the value in knowing these basics, but the truth is that it is imperative for them to know at least the basics if they are expecting their sales staff to use the company’s CRM system properly.
By using the CRM system the sales manager will get to understand how the system works and experience any irritations that the sales staff might have, such as the filling out of endless fields of information that aren’t relevant and should have been thought about properly when setting up the system. The sales manager can also help with tweaking the system to not only be effective for the team but also for themselves in terms of monitoring and managing productivity.
The bottom line is that if you want to increase your sales productivity, invest in a tried and trusted CRM system such as Maximizer CRM and ensure that you implement it properly from the start.