Thanks George Bronten for a spot-on podcast about how CRMs often become graveyards of “information”. They don’t tell the full story of the client conversation generally. “We can reduce the feeling of having to be like a data entry clerk by actually not having the talk technology work for SDR’s and not against them.” Technology should augment the salesperson, taking off data entry responsibilities to give them the space and time to prospect new opportunities and complete deals in the pipelines.
Working collaboratively, sales professionals and customers find the right solutions, while driving additional sales success for your sales team. Individualistic approaches may create top sales performers that become heroes. But how does Sales Management encourage top performers to share and transfer their knowledge to the rest of the team? What details should be recorded in CRMs? What can be automated? Where can technology help?