Zoho CRM - Customer Relationship Management
What does that really mean?
From Wikipedia, the free encyclopediaCustomer relationship management (CRM) is a model for managing a company’s interactions with current and future customers. It involves using technology to organize, automate, and synchronize sales, marketing, customer service, and technical support.
Blah blah blah.....
What good is any system if the information in it... is garbage?
But how do you ensure the users of A CRM system don't get lazy, just forget or simply run out of time to enter the data into THE CRM system? Why would anyone want to spend their time doing "Data Entry Work" when they're busy working? You know...doing real work, cold calling, managing quotes, negotiating, traveling to meetings and oh yeah....actually selling and delivering your company's value proposition....and CLOSING NEW BUSINESS.
Data entry work simply adds more work to an already oversold workday.
Not to mention, "the information will just be used to find every thing done wrong" perception. Surely, there has to be a way to get everyone on the same page and working towards a common goal of real quantitative and qualitative performance and prosperity.
The answer is found in the pronouns.
A Customer is "My Customer", and Relationship is "My Relationship", and Management is "My Management". So too with "A CRM system". For it is "MY CRM System". Forget "There is no I in Team"....it doesn't apply here.
Relationships are personal to each individual.....not to a team. Everyone in "My Company" has a direct relationship with "My Customer". My Company, My Customer, MY CRM system. Starting to see a selfish pattern here?
Being selfish with regards to relationships with revenue driving customers is the key. Everyone in "My Company" has a unique and personal relationship with each other and "My Customers". When you're selfish...you assume ownership of your actions, your intentions and of your own results!
So how does being selfish drive quantitative and qualitative results? Simple....In the reports!
Show each user how they can use their own CRM reports to set and forget their daily and future activities. Show them how to prioritize their work on a daily basis. Show them how their own reports will help them focus on more profitable activities for them. Show them how their reports will prove their own successes and commissions.
So to avoid "Garbage In - Garbage Out" with your CRM system...teach them to be selfish...but demonstrate the Quantitative and Qualitative Team aspects using Group reports. This is how you combine all the "I's" back together again to build a Team.
Remember the old saying in sales?
Sell Your Company
Sell the Product
It all starts with being selfish...just like a CRM system.
Zoho CRM has powerful report capabilities that few use effectively.
Manage each individual Rock Star...but build a team with CRM Reports!