Whether you’re a long-time sales leader at your company or you’re brand new to your organization, you may not have the right tools in place for viewing the activities and selling cycle progress of your sales team.
However, the president or CEO wants you to regularly report to him or her about specific sales activity and performance metrics. To get the requested information, you spend a lot of time on one-on-one calls with salespeople: asking questions, collecting spreadsheets, and compiling the information.
The Need for Speed
What you really need — and need fast — is a CRM system that works for both your salespeople and for you, as an accountable manager. In this situation, patience is not a virtue. The faster you can get a new CRM system up and running (or an existing CRM system properly configured), the better.
Despite your time-sensitive need for better and more timely information, there are license and implementation costs that need to be justified. In addition, you may not be the only stakeholder with an interest in a new CRM system. When the signal of a CRM search rises up above the noise, the ears of operations, marketing, and customer service perk up. They all want in.
Now, you’re facing what only looks to you like a series of obstacles that will slow your journey along a critical path.
What Are Your Choices?
A. Go rogue and swipe your credit card for some CRM licenses and then beg forgiveness when the expense report is filed? This could be too politically risky.
B. Speed up the process by pleading your case of a need for speed with the other stakeholders? They may not buy into your requirements being more important than theirs.
C. Continue to spend inordinate amounts of time collecting and consolidating information? Who has time for that?
This is not a great set of options. So, what’s the solution to getting in a CRM solution quickly?
Well, just as there are defined stages in a successful sales cycle, there are defined stages in a successful buying cycle. Just what do the most successful buyers do? They follow set of stages.
We’ve isolated that process. It’s the shortest distance between what you need and a delivered solution.