Salesforce, ACT!, Goldmine and every other CRM (Customer Relationship Management) system out there sucks!
The reason is simple — far too many salespeople either blame their CRM system for being so complicated that it prevents them from doing what they need to be doing. Or they use the lack of a CRM system as an excuse for not doing anything.
It’s time to quit passing the buck!
The last several weeks, I’ve had a number of conversations with salespeople, and each time the conversation centered around how their sales numbers are way down and it’s due to CRM in one way or another.
I’m sorry, but when I hear somebody using CRM as an excuse as to why they are not more successful, I want to ask them if they would also blame their mother if they aren’t wearing matching socks.
Unfortunately, many salespeople are far too quick to blame something else for results they can control — but have chosen not to. I agree there are pros and cons that come with having a CRM system or not having a CRM system, but the fact still remains that it is you, the salesperson, who drives the process.
This entire argument is similar to the old saying about how the grass is always greener somewhere else. The problem is when you finally get to somewhere else, you realize the grass isn’t as green as you thought.
The sooner a salesperson puts aside the argument about how a CRM system is holding them back, the sooner they will begin to really address the opportunities they have.
If you’re a sales manager reading this, my advice to you is simple. Allow your salespeople one opportunity per month or quarter to share with you concisely what their concerns are regarding CRM. The rest of the time, there should be no complaining and they should be focusing on one thing — making sales happen.
CRM systems suck because people use them as an excuse for not making the progress they should be making. It’s not rocket science! Be responsible for your actions. You’re the one wbo is going to make it happen.
By the way, if you’re wondering if I really do dislike CRM systems across the board, you should know that I believe in them 100% when they’re set up and used properly. The power and potential of a good CRM system is amazing, but only when it’s not being used as an excuse.
Copyright 2012, Mark Hunter “The Sales Hunter.” Sales Motivation Blog.
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