Ask any sales rep about his or her customer relationship management (CRM) platform and you’ll likely hear a lot of groaning. It’s no secret that many companies are struggling to realize their returns on investment (ROI) in any quantifiable fashion, meaning companies are spending a significant amount of money on CRM solutions that often fail to live up to expectations. Implementing and using a CRM platform can create a prickly divide, as sales managers drive their sales teams to keep the CRM data up-to-date, taking away from valuable selling time. The million dollar question: Why are these CRM platforms falling short of customer expectations?
We’re not asserting that CRM platforms don’t have value – they do – but there is no doubt that companies are missing out on critical opportunities by adhering to a system that requires extra work for the sales team, but yields little actionable value. For salespeople, any tool or technology is only as valuable as the sales it helps them win – for the majority of the sales industry, CRM platforms have missed that mark.
Most sales teams struggle with CRM platforms in three distinct areas:
To get the most out of any sales enablement technology, a sales rep needs to clearly understand how the process of inputting data will lead to progress toward his or her sales quota.
Want proof? Read how five top-tier companies are using Revegy to complement their existing CRM platform.