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 reporting on the activities and aggregate pipeline of your sales team.
However, the CEO has asked you to regularly report to him or her about specific sales activity and what new business to expect in the coming months. To get the requested information, you spend a lot of time asking salespeople questions, collecting spreadsheets and consolidating information.
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 always 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 software 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 operations, marketing and customer service catch wind of a CRM search, some or all of them may want in.
Now, you’re facing what only looks to you like a series of obstacles that will slow down the journey to your destination.
What are your choices?
Here are some of the common choices faced by sales leaders:
None of these options is ideal. So, what’s the solution to getting in a CRM solution quickly?
Just as there are defined stages in a successful sales cycle, there are defined stages in a successful buying cycle. What’s more, a buying cycle that includes other stakeholders can be faster than you might think.
We’ve isolated the steps in that buying cycle. Followed closely, these steps are the shortest distance between what you need for sales and a delivered solution covers company wide interests.
This process also demonstrates the economic justification that’s needed for buy-in from senior management.