No More CRM Excuses

If your team sees CRM as admin instead of leverage, results will suffer. Here's how to reset expectations.

Don't forget to check out last week's top tip: A Full vs Effective Pipeline!

For more strategies like this, check out my sales tip video library on YouTube...

If you prefer to read - here is the transcript:

So I know that salespeople hate updating their CRM, and that largely the mindset is it's an administrative tool or it's just a tool for management to make sure that we're working. And I'd like us to commit right here, right now to changing that mindset from thinking about it as a sales lab or thinking about it instead as a strategy tool, or thinking about it as a secondary brain.

You know, we have to manage so much complex information inside a single account. There's just no way that you could remember all of those stakeholders and all of the information about them by memorization. It needs to be in your CRM so that you and your manager can sit down together and take a look at it and use it as a strategy and planning document. If you think about it as an extension of you, and if you think about it as a strategy document, then you will use your CRM to do what it's supposed to do, help you close more business.