Why Salespeople hate CRM?
What they say!!!!!,
"Its time consuming and tedious"
"OMG its frustrating sometimes"
"Its passive and it doesn't help the sales"
"Its for the Top Management "
"CRM is a SILO "
Yes, you are right. Salespeople hate CRM. Generally, anything that is really systematized is constraining. CRM, for better and for worse, imposes a systematic processes on salespeople that reduces freedom and increases the granularity with which we are measured.
CRM is not just helping a sales person to sell a product or service. It is about giving a good visibility on the sales pipeline and the list of ongoing activities as well as the activities to happen.
Some of the people involved in Sales say the time taken to update a CRM is one of the main concern to avoid using CRM. In some cases companies push their staff to use CRM to an extreme by making each and every process automated. Sorry to say, I think automating processes is great; it saves time and can minimize human error. My say here is that some companies overuse automation or set it up so wrong that it confuses their customers.
The actual benefit of a CRM is a collaborative effort to close deals. Everyone will be able to help everyone else out on deals. A CRM system is like a heart beat for an organisation.
Implementing CRM in an organisation sometimes called as a Big Brother effect. Like someone watching you all the time and measuring your performance periodically.
In your company you will also be using the CRM to help you measure and devise the right levels, rather than the spurious count which may have been passed down from on high.
Informing this to your staff is a very good starting point when it comes to overcoming this trust barrier. You might even find that they start to use the metrics to measure and improve on their own performance. I know most great sales people I have known have ended up doing this of their own accord within a CRM system.
