8 Reasons Your CRM is Essential to Hitting Your Sales Quota

August 27, 2019

Start loving your CRM and stop sweating your sales quota. In this video I’ll walk you through all of the reasons you want to start maximizing your CRM to maximize your production.

Here are a few things we’ll be covering…

  • How does a CRM help sales?
  • What are the objectives of CRM?
  • What are the three benefits of CRM?
  • What are the elements of CRM?
  • What does CRM mean in sales?

Now for my top 8 list of why your CRM is so important:

  1. Contacts are everything. It holds your contacts.
  2. Source of truth. Tracks all your activity and re-informs you as you engage hundreds of prospects over many years.
  3. Helps you stay “on target” – focused on your list and your goals
  4. Helps you quickly automate and scale effective, repeatable systems
  5. Helps you to see patterns and develop strategies to increase your production
  6. Documents customer preference and objections about your products or services
  7. Keeps you from wasting time on activity reports
  8. Creates an ever growing “stock pond” – each month your stress over you quota will decrease
SHOW TRANSCRIPT
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Hey, this is bill rice with Aged lead store and I’m so glad that you are joining us again for another week of sales training. And this week, uh, we are getting into something that most sales people have a love hate relationship with. And we’re going to be talking about CRMs specifically. Uh, and this week I’ve got eight reasons that CRMs or, or your CRM will help you hit your sales quota every single month. Stay tuned.

okay, let’s dig into this one. Again, like I said in the intro, CRMs are one of those things that salespeople just have kind of a love hate relationship. We, we kind of inherently know that they’re important to us, but at the same time, uh, they’re usually, you know, kind of difficult, uh, to kind of get things in there. Um, it’s a data entry sort of things with a lot of CRMs. Um, every place that you go, we’ll probably have a different type of CRM. Uh, and so there’s always a learning curve here, but I really want to focus on getting you focused, uh, why it’s really important to kind of embrace whatever that CRM system is and make it a part of your sales system, uh, in order to get you to your sales quota each and every month, very predictably. So, um, let’s talk first like how does a CRM actually help with sales?

Just kind of as a general concept. Well, CRMs, customer relationship management systems at their core are simply a database of your contacts. Um, it’s where kind of all of that information resides. Uh, and as you transition maybe into an organization, um, or just over time you’re trying to build your old, uh, what we used to call the Rolodex. Um, that database is super important because we just inherently, uh, there’s all kinds of studies around this. We can only have kind of close relationships, um, or relationships that were kind of, um, understand all the aspects of it with about a hundred or and 25 or so folks. Um, and so that’s obviously not going to get you to your sales quota, but we want to as close as possible, uh, simulate that close relationship when we interact, uh, with prospects over the time it will take for us to go through a sales cycle.

So that’s the primary kind of benefit is to have that database. Um, and to have all that information about those relationships at your fingertips to that you can kind of deliver that high quality experience. And if you look at the surveys from enterprises, um, that is kind of the main reason, um, that companies, uh, invest in CRMs is just to create that high touch, um, excellent experience with the customer. So let’s get into my list of the top eight reasons why it’s essential, uh, to use your CRM into embrace your CRM, to hit that sales quota. Okay. So number one, just gotta to, like I said, in kind of the overview context or everything, it holds all of your contacts. Everything should be in there. Um, if you’re doing it in Gmail or your context, uh, database with outlook, oftentimes that gets really messy and they’re actually very hard to manage.

Um, the basic contact managers that show up, uh, with, you know, with your Mac laptop or your PC or in outlook or in Gmail, they’re kind of clunky. Um, and they just give you the ability to kind of load stuff in there. But if you’re actually trying to sort through and find people and to generate lists, um, and then there’s a lot of commingling of sort of professional relationships and personal and that can be really important because those are great referral sources, uh, particularly in the financial services industry, mortgage and insurance and even solar, uh, for that matter. Um, really great places, um, to kind of mix those two together. But at the same time, it’s really important to be able to segment those and your basic contact database just won’t do that. You need a CRM in order to organize those contacts. So those contacts probably should all be brought into your CRM.

Uh, but the CRM, number one, first and foremost, uh, is going to have an advantage to you cause it’s going to be the, the base repository of all your contacts and that’s the source of all your prospects and your leads. Ultimately, number two, it becomes the source of truth. And when I say that, it’s kind of the authoritative place you should go, uh, to recall things, to remember what you said, to remember the, the activities that you’ve gone through and that sort of thing. It should be the one place that documents all of your sales activity. Um, and then very importantly, it reinforces you when you’re re-engaging. A lot of times the context that you reengage with. And again, this is why, uh, just a simple contact database or a spreadsheet or just your email, which will a lot of us start with the email being our CRM.

It’s really hard, um, to kind of reconnect or remember to reconnect, uh, with somebody that you’ve had a contact, um, over the next week or two, even much less, um, many months later or even years later, uh, where they potentially were re-engage you and IX kind of expect you to remember them. Um, or you just want to know that, hey, this is probably a good time for me to re-engage. Uh, maybe I sold them insurance or mortgage and I’m Kinda hitting that window. Again. Only a CRM is going to be able to provide you that something like an excel spreadsheet or your mail, your email is just simply not going to provide the functionality to make you aware of those excellent timeframes, to reengage with the prospects in your database. Number three helps you stay on target and focused. If you go into your email or you’re working in a spreadsheet, there’s a real good opportunity for you to get distracted by something else that’s in there.

Um, or something else that’s related to kind of that file that you’re working on. And so the CRM allows you to get in there and get super, super focused on just your sales activity. There’s nothing in there except opportunities. And so by using a CRM, it allows you to dig in there and get super, super focused on that target, on your quota. And then as it goes kind of beyond that, it also allows you to segment and create lists and those sorts of things that again, get you even increasingly focused. And that’s really kind of a key component of CRMs. Make sure that your CRM allows you to create a targeted list and you can just drill through, uh, whether it’s email, whether it’s a phone outreach, but gives you just a focus list that says, hey, in this half hour block of time, I’m going to burn through this list and make as much impact and create as much activity as possible inside of my sales pipeline.

Number four helps you to quickly automate and scale things that you find effective. Um, so CRMs are great and they’re getting more and more capable as they have integrations and that sort of thing of being able to create very organic, uh, looking and appearing interactions. So if you find a certain email, uh, works great to open a conversation, you can build out a campaign that goes against all of your list, uh, to use that same introductory email. And again, with personalization and that sort of thing, it can look very organic. So anytime you find something that actually works really well, um, you can potentially scale that. And that goes for text messages, voicemail drops, there’s all kinds of technology around here. You kind of have to inform yourself as the proper way to use that technology because you can get yourself in a little bit of trouble, uh, if you don’t use it properly.

So that’s my little disclosure there. Uh, learn about these technologies, but the CRM systems will enable you to take something that works, a sales activity that works, or a particular list or segment that works, that allow you to do that at scale. So that’s a huge benefit to using your CRM. The other thing, this is kind of related, uh, number five is it allows you to see patterns. So as you start to work your leads and you start to work your segments or your list or do your email campaigns or your call campaigns inside of your CRM, you’re going to start to see in your activity and in your reporting, you’re going to start to see patterns that you can start to leverage things that are working over and over again. Um, that starts to formulate for you very specific tactics and strategies that you can use, uh, for other portions of your database, of your prospects inside of that CRM.

Number six, um, it starts to document customer preferences and objections, uh, to your products and services. As you’re going in and you’re noting accounts and you’re, you’re working through your list, you’re going to start to get a very robust documentation of things that customers love and don’t love about your product and service. And that can have lots of impacts. One, it teaches you how to sell. And as you go through and you do your training and your role playing and you’re practicing, uh, against those objections you heard, or a recreating a recrafting your scripts to emphasize those things that the customers generally love, you start to refine that sales process. The other benefit is when you start to see those, um, those actual preferences, um, or even objections, you can use that documentation inside of your CRM to push out to your technical team or to your product team to refine what that product looks like and improve that product or service.

So it makes it easier for you as a salesperson to actually sell, uh, what you’ve been asked to sell. So, uh, being able to document, um, and, and store and start to gain a really good insight into preferences and objections, uh, to your products and service. Uh, again, another huge benefit. Number seven, and this is probably our favorite one, and this is the one that’s getting better and better with most of these CRM systems. Um, and that is, uh, the actual, uh, ease with which you can create reports to report out in your activity. Um, so sales directors always want to know what you’re doing and making sure that you’re being effective and you’re creating, um, actual outcomes, uh, that are successful and aligned with your, not only in your quotas, uh, but also the business objectives of the overall company. And so CRMs make it really easy to create those activity reports.

Uh, you simply, if you’re being documenting everything as you go along, uh, and doing the activity, you just kind of format or, or request that report and most of these things will spit out a nicely formulated either presentation or pdf or excel spreadsheet, um, and allows that reporting and activity process to go, uh, super simple for you. The last one, number eight, um, it creates, um, and this is probably the biggest one cause we kind of talked, number one was about Kinda that it is a database of your contacts, but number eight kind of ties that off and it creates an ever-growing stocked pond worth of prospects. And so as you add folks in each and every month, uh, whether that’s a organic stuff that you’re kind of generating on your own, um, or you’re acquiring things like age leads, uh, or maybe even realtime leads. But as you put those age leads or that consumer data in there, you’re just building a larger and larger and you’re, you’re really, the analogy fits very well.

You’re stocking the pond and as you put those kind of fingerlings inside the pond, those initial prospects over time with all the sales activity that you apply and some of these other things that you’ve scaled in contacts and touch points, um, they will grow and they will nurture a, and inside of there you’ll have some prize winning, uh, big accounts that come out of that, uh, and or a reoccurring accounts where you’re going to actually sell to the same customer as they have different needs over many, many years. So stocking that pod, make an investment in that CRM is huge and is, it happens each and every month and that pool gets bigger. It incrementally exponentially reduces your stress every month, uh, and your and increases your confidence that you’re going to hit that sales quota each and every month without any sort of problem. Hopefully that was helpful.

Again, just trying to make a great case for investing in your CRM and some of the things that you should be focusing on there. Uh, if you have specific questions about individual CRM recommendations, we do have some of those on our site age lead store.com. Uh, and certainly, uh, encourage you to leave a comment and we can talk in a lot more detail about CRMs and potential recommendations for CRMs. A lot of you are, are kind of constrained, uh, by what CRM you use because it’s an organizational decision, a company decision. So I don’t like to go too much, uh, and kind of pitching, uh, different types of CRMs. But if you have a specific request and you have some control over that, uh, I definitely have some preferences in what I’ve used in the past. So ask me that in the comment again in the comment section.

Uh, that is a place that I spend a lot of time. I want to answer your question in as much detail as you can. You can look at some of our past videos and you know that to be true. Um, I dig in there with you and try to help solve whatever sales, um, issues that you might have or, um, we’ve kind of refined sales ideas that you have. So with all that said, we would love for you to subscribe to the channel. It helps us to make more of these, um, and get a larger distribution, uh, on this sales training. And then when you hit subscribe, hit that little bell and you’ll be notified every single time that I go live or we release a new, uh, video. Uh, and that hopefully is again, uh, super, uh, advantageous to you as we try to improve, uh, your sales skills and help you hit your sales quota each and every month. No problem. We’ll see you here next week.

About Bill Rice

Bill Rice is the Founder & CEO of Kaleidico, a digital agency. Bill specializes in providing law firms, attorneys, banks, and emerging technology clients with lead generation strategies enabled with content marketing, SEO, PPC, and email marketing.