What keeps your people from selling?

Posted on June 10th, 2009 mitch  Print No comments

This is one of the primary questions I ask when starting the discovery phase of a CRM implementation.

Why is this important?

This question is important to everyone because the more distractions that can be eliminated from the life of a sales person, the more time they have to sell.  Hopefully, the following equation fits into your organization:

And more sales generally translates into more money – for everyone.

How do I make a difference?

During your discovery process, ask these simple questions:

1. What types of reports are your sales people required to produce?
2. Is any data collected and returned to anyone in an Excel worksheet?
3. What procedures or processes do your salespeople perform repetitively?

Collect these answers, then review the native capabilities found with Dynamics CRM.  Implement out of the box solutions when you can and create custom solutions when you must.

Your changes don’t need to occur all at once, and as always, keep the users involved in the process so they can see where you’re going and how the changes will help them sell.

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