Susie emailed me two weeks ago:

 

Hey, Mark! I have inherited a team of 4 AEs and 3 BDRs. They’re not using the CRM.

 

Thanks, Susie! That’s fairly typical.

 

Most reps don’t use their CRM e.g. Salesforce, Pipedrive, Dynamics anywhere nearly enough.  

 

CRM adoption (or the lack of it) is a perennial problem.

 

Wherever I coach, Sales Managers are invariably unhappy with reps forgetting to (or deciding not to) add their notes to the CRM.

 

There are numerous possible reasons for this.

 

Perhaps your software is cumbersome (skill issue).

 

Perhaps your reps don’t know how to navigate all the fields and menus (knowledge issue).

 

Perhaps your reps just don’t bother (attitude issue)

 

Or perhaps they are simply not being coached for reinforcement (behavioural issue). 

 

In today’s episode:

 

Why not using the CRM is a major problem

What you are losing out on when your reps don’t use the CRM

Some coaching questions to ask yourself

Some coaching questions to ask your reps

Tips to prepare for this coaching conversation 

Some ideas to get results from your team’s use of the CRM

 

Check it out!