3 Ways CRM Improves Your Business Processes

Sometimes it's easy to get lost in the weeds of software exploring each feature in great detail among several CRM systems. So, I found this article from CIO magazine that starts with a broad picture.

Here are 3 outcomes CRM can provide:

  • Create a Smart Rolodex
  • Create a collaborative system among several departments' data
  • Create a task and process master with automated workflow

MondoCRM ensures the software and the process match the rep's and management's goals. Rather than trying to wedge one product for every problem, we help firms make a choice among several options.

Related article on our blog: Which CRM is best ?

Why Do Sales Reps Hate CRM ?

..and why would a CRM consultancy write a negative headline ?

In my experience, these are a few reasons it's not embraced:

  • No Set Process
  • Inconsistent Enforcement
  • Inconsistent Standards for Data Entry
  • Lack of Training
  • Too Many Steps for Data Entry
  • Lack of Mobile Access

Here is an article I found that agrees with my assessment.  MondoCRM ensures the software and the process match the rep's and management's goals.


About Social Selling - Ditch The Elevator Pitch

I met Mark Carter in 2006 at a local networking event in Chicago, and I consider him one of the best at on-site networking to generate new business. In this interview, Mark and Brynne discuss how to use social media and avoid leading networking events just talking about you and your sale.

So how does this relate to CRM ? Out of the box, CRM usually requires a degree of customization; otherwise, it remains under utilized. CRM software is feature-rich, and I help people put on the final touch to really help my clients close more deals.

Macintosh OS

Act! on the Mac

Act! for McThe last ACT! for Mac edition was published in 1998, and Mac users still don't have a native solution.  So here is what we suggest.

  • Use Parallels for Mac to turn the Mac into a Windows machine for using Act!.
  • Host Act! with us, and you can use a browser
  • Host Act! with a terminal server or Citrix environment

Swiftpage, the current owners of Act!, do not have any plans to release a native Mac solution at the time of this post.

3 Reasons Why CRM Systems Fail - Any of Them - Forbes Magazine

After being involved in CRM since 1997 as a consultant, here is my opinion on why CRM fails and how to fix it.

  1. The wrong application has been chosen
  2. Upper management does not use any of its functions or offers buy-in
  3. Data entry is too tedious
  4. The reps have no incentive to update the system

When it comes to motivating reps, some of my clients draw the line saying, "If the note isn't in the CRM; then, it didn't happen. You don't get paid or keep the account".    I believe that's a little too negative via threat. My fear is they will do the minimum not to get fired, but your analytics won't become accurate.

My thought is to design a CRM system it's "self-serving" for the rep.  For instance, the best data entry improvement at one of my client sites was done because the rep saves two hours of admin time by preparing an on-site inspection report.  Before WiredContact, this would take 2 more hours because had to return to the office to fill out a carbon-paper form; then, it took too many additional steps to scan the document and attach it to act!   This inspection report also automatically populates management's report indicating the rep has performed account management duty as well.

If you are a business owner, not getting the results  you want, I recommend three things before switching apps or consultants,  It's a little different from an article from Forbes, but we have similar opinions.

  1. Change your current screens (data entry forms) so it's even easier to enter data
  2. Make it mobile
  3. Show them something self-serving once the data is entered