For many sales organizations, the CRM system is the most misunderstood tool in the entire kit. Sales executives perceive it as an essential means of amassing customer information. Many sellers, however, view it only as a tool that allows their bosses to monitor their activity; hence, they engage only enough to meet the minimum requirement.
How can you increase seller adoption of your CRM system? Demonstrate its value with every interaction.
One way of engaging sellers is by using the system to more effectively map their progress toward a sale. For example, if a seller indicates in the CRM system that a deal is ready to close, set up milestones for each of the next stages—and require a clear, objective confirmation of each milestone.
When a deal is ready to close, these steps must be added to the system:
If these stages aren’t in place—and aren’t met—the deal cannot advance through the pipeline toward closing.
Applying verifiable milestones not only allows you to “quantify” a deal’s probability and progress, it increases CRM engagement among your sellers. To further increase the accuracy of the quantification, assign a “deal score” with evidence-based criteria.
What does enhanced seller adoption of your CRM system buy you? More accurate forecasts and bigger sales in a lot less time.
Want to learn more? Download “Get Bigger Deals Done Faster,” our free how-to guide that will show you how to boost CRM adoption among your sellers and increase forecast accuracy.