Being organized is fundamental to effective sales. It helps you prioritize. It prevents opportunities from falling through the cracks. And it helps you generate the most revenue, in the shortest amount of time, with the least effort. Contact Management Systems should have been a boon.
So, what went wrong?
The Rest of the Story...
The problem arises when other people get a say in how the CRM should work. Marketing wants the data to help them target their promotions. Finance wants it to help them forecast revenues. And management simply wants to know what's going on.
The problem is that each of these requirements creates more work for the salesperson who has to enter the data. More accurate contact information! Structured notes! Record-keeping for every dial, contact and email! And accountability for the quality of the data - taking even more time and effort away from selling - instead of for sales.
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