Does Your CRM have Your Reps Asking "Why Should I?"

3 min read

School is back in session and kids are snapping back to the reality of a post-summer schedule. With it, parents everywhere are likely hearing one of those “nails on a chalkboard” statements we loathe—WHY?  Why do I need to go to bed so early? Why do I need clean out my backpack? Translate that to the business world and apparently, sales managers might be hearing the same thing from their reps but only, “Why do I need to enter everything in our CRM system?” In a recent CRM Magazine article, editor Oren Smilansky sat down for a Q&A with author Suzanne M. Paling to discuss her new book, The Sales Leader’s Problem Solver. While Paling notes a number of issues managers come against, she dedicated an entire chapter to “CRM Non-Compliance.” Paling offers a number of helpful tips to get reps on board, from better education on the purpose of CRM for management, marketing, etc. to setting expectations up front and making CRM usage part of the interview process. But still reps may be asking, “What’s in it for me?” When CRM is integrated closely with a sales performance management system (SPM), that answer becomes clear: money. For reps, combining the power of CRM & SPM systems means they can visualize their entire sales ecosystem, from prospects through to their commission payment in one centralized dashboard. For example, they can bring up a prospect they entered in their CRM system and run a “what if” estimation on that potential sale through their SPM solution—all in the same window. They can then play with how changing the terms of a deal can impact their compensation and overall quota goal—i.e. how selling a five-year deal will net out more beneficially in terms of their commission than selling a one-year deal. Moreover, reps have the ability to pull up this information via their mobile device, whenever and wherever they are. With real-time visibility into how their CRM pipeline can impact their quota attainment and pay potential, your sales team may spend less time asking why, and more time making sure their entries in the CRM system are current.