You have created a strong base for your business. You have adopted a cutting-edge CRM to support your sales team but, did you stop to take a stock of it’s efficacy? Or do you already have reasons to switch your CRM but you don’t want to repeat the effort it took to get it in set-up?
Agreed, Introducing Customer Relationship Management (CRM) software to a business is a daunting task. It’s a large-scale, resource-guzzling project that juggles many human resource and technical challenges.
But once established, a CRM is supposed to improve sales team productivity, simplify database management, shorten feedback loops, increase conversion rate and streamline campaigns.
However, 70% of CRM projects fail! Meaning, the CRMs end up being just another tool.
Are you in the same boat? Let’s figure it out. Here are three reasons to switch CRM.
Your Sales team has quietly rejected the complex CRM interface.
Your sales team probably worked on notepads and spreadsheets before using CRM.
Ideally, the CRM must have replaced those. Its purpose is to record the day-to-day work items, schedule client calls, track lead activity, automate emails, and more.
But if the team needs to peruse the CRM manual to accomplish basic tasks, they will eventually discard it as it is cumbersome and a colossal waste of time. They will stick with what’s familiar – spreadsheets.
Sure, they may log into the software to satisfy an official mandate, but they won’t adopt it. Next thing you know, you now have a tool that costs you an arm but doesn’t serve the purpose.
Your CRM doesn’t integrate everything in one place
Online sales channels have evolved at a staggering rate. It’s no longer just phone calls and emails, but also webinars, apps, social media, forms, and more!
Conversations happen on tools like Slack, WhatsApp, and Zoom. They all need to be accessible through your CRM. It’s supposed to be the one-stop shop for everything!
Complete integration of tools provides a 360-degree view of your campaign. It lets you analyze metrics and optimize your campaigns in real-time.
Does your CRM integrate all the tools your team uses? If not…
You are using an outdated CRM.
It’s among the most pression reasons to switch CRM.
Modern CRMs leverage Artificial Intelligence (AI) to generate leads even when you are asleep. Features like AI-powered chatbots are instrumental in keeping the conversation going.
A top-class CRM must track lead activity and enlist the assets that each of them has consumed. It uses AI to assign a lead score to your prospects based on their activity level, thus helping your sales team qualify leads faster and nurture them more effectively.
Plus, a modern CRM organizes data from multiple channels into real-time reports. For instance, suppose a lead clicks on a newsletter CTA, downloads an eBook, and requests a demo, the sales team learns about the activity list through CRM reports.
Next, if they follow up over a call, the CRM tracks the call duration as well. Every action gets tracked and reported.
Not just the leads, you can qualify assets too. Asset performance metrics will help you identify popular ones and create more of those.
The above three pain points will help you start thinking about switching your CRM. But no analysis is complete without inputs from your sales team.
An internal survey may provide insights into the nitty-gritty of what your team expects from a CRM.
The better you understand their requirements, the better chances you choose the CRM that aligns with your business.