Evolution of Voice Technology

Voice technology is seemingly everywhere. From devices in your home to mobile phone controls.  One of the more recent additions to the voice world are voice to CRM solutions. This voice technology speeds up the  capture of key customer data and enters it directly into the fields within the CRM. This enables efficient and effective organization of sales data immediately after a sales interaction occurs.

In order to understand just how effective it is, however, you need to understand how the technology has evolved over the years—including the challenges that each step faced along the way.

Mobile & Automation

A big step on the road to voice to CRM was the advent of mobile phones in the 1980s. While these were huge and unwieldy by today’s standards, they did prove that telephony was the path to the future. Naturally, many marketers saw the potential of a world that was more dependent on over the air conversations and this paved the way for the development of so-called robocalls. These were the first automated messages that not only dialed out of a set list, but also delivered key messages for advertising or political campaigns.

Hello, Siri

If you’re familiar with both Siri and Google Assistant and enjoy its convenience, you have the dictaphone to thank. Invented by Alexander Graham Bell himself, it leveraged his own technology to be the first to allow the recording of voice. It was revolutionary and paved the way for music recording and, yes, even the voice software that we enjoy today. Speaking of which, the honor of being one of the first commercial viable voice software platforms should go to Dragon NaturallySpeaking, a dictation software that greatly aided in the development of voice recognition.

Voice to CRM

The effectiveness of voice to CRM solutions today are the result of much study and evolution of the technology itself. The fact is that it is now far more refined and capable of capturing data accurately due to the advancement of the software used in interpreting the voice data and transforming it into relevant entries in today’s CRMs.

The key here is to find the most effective provider of this kind of service.

Leveraging this kind of technology is an efficiency boost when gathering key information. The important thing to look for in a voice to CRM provider is their flexibility in delivery options. They should move beyond just the standard marketing pitches to really converse with you about your needs and be able to adapt their model to your data gathering goals.  This ensures each client engagement is captured quickly, and accurately, every time.

Pushing CRM Adoption

When it comes to CRM adoption, long term compliance is possible only through intrinsic motivation. Providing incentives can encourage users to take the first steps, but promoting those aspects of CRM that create real value and satisfaction for the end user provides the natural motivation necessary to keep a user engaged with the technology. Rewards are a good start but they are not a long term solution. The only way to maintain user adoption is by getting the users to see the value of CRM so they want to use it.

Reward Systems

When implementing a reward system, be sure to keep the goal of promoting the value of CRM front and center. This requires choosing tasks and rewards intelligently. For compensation based organizations, make it clear that the reward for CRM adoption will be a boost in sales and its associated boost in compensation. The reward is in the task itself. Further to this, and to help spread the word about CRM, consider rewarding users for their testimonies and sharing these reviews company wide. If shared in the right ways, these testimonies can change a company’s perception of CRM and do wonders to increase adoption rates.

Time-Based Programs

Another approach is to incentivize users to enter meeting activity same-day.  Same day recall of meeting notes is significantly higher than even just one day of delayed entry.  Capitalize on this by setting time-based objectives that result in a reward for timely note entry for an extended period of time (think over the course of a quarter, for example) to build a habit vs. short term workflow adjustment.

A Well Chosen CRM Is It’s Own Reward

Ultimately, the chosen CRM software, if used, should streamline your sales processes as well as provide valuable insights through reporting. This in and of itself has to be valuable enough to be a reward on its own for any short term reward program to be effective at encouraging long term user adoption. Focus on tasks and rewards that promote the value of CRM data when you first introduce the technology as part of your internal CRM marketing efforts — but once you get the word out, let the CRM be its own reward!

The Biggest Challenges Faced by Sales Teams and How to Solve Them

Any business will tell you that the very hard working heart of any successful business venture is the sales team. These, after all, are the frontliners who sortie out into the world to convert interested parties into buying parties. That being said, it’s also one of the most challenging teams anyone can ever be on. Is it any wonder why they have the highest attrition rates of any team in any business?

Key to keeping your sales team happy is to ensure that they have the right tools to get the job done. In order to figure out exactly what they need, you need to understand the challenges that they face. Here are the biggest challenges faced by any sales team—and how you should work to solve them.

Accurate Data Capture

One of the key tasks undertaken by any sales team is lead generation. While social media and email have made this relatively easy to do online, many still swear by the traditional way of doing things: going out there and talking to people. The key to success in any such foray is the ability to accurately capture the details of the person you’re talking to. While simple note taking is often enough for one on one contacts, it can get tedious when there are many potential leads and not enough time.

Many have turned to simple voice recording to get the detail captured easily, you still have to transcribe things later on. This isn’t ideal if you want your sales team to be agile and on their feet. A better solution that’s also quite modern is voice to CRM. This kind of solution takes transcription to a whole new level and allows for integration into a database that is readily managed. This leaves your sales team free to focus on generating quality leads.

Inventory Update

Another aspect of sales that many consider to be very tedious is the management of inventory. The problems are of the same level of intensity whether or not the sales are done online or in person. After all, sales can be a fast and fluid affair at the hands of a skilled salesperson. But this doesn’t excuse the need to be able to accurately manage stock and inventory levels. This is a lot tougher than most people imagine even with a fully equipped sales team. Errors can arise from exhaustion or human factors.

Voice to CRM is again an ideal solution here given that advances in technology have allowed for clearer identification of what’s being said at any given time. Of course, in this application, there’s a need to integrate with those responsible for managing your high value data. The solution then is to go for a provider who can deliver both accuracy and effective integration. This way, the software can capture and record information regarding each sale as it happens.

Administrative Tasks

A final challenge that actually seems at first like a mere inconvenience is the handling of administrative tasks. These include the aforementioned entry of data gathered whether they are from leads or actual sales. They can also include, however, the creation of relevant reports and even management of scheduling. The difficulty here is usually compounded by the need to navigate through a CRM.

Again, if you aren’t leveraging newer voice to CRM technology, you’re potentially losing out on over 60% of productivity that can otherwise go to sales. With an effective solutions provider, you can allow your sales team to essentially do all these things as they talk the talk and walk the walk—with less chance for accuracy and recall errors down the line.

Sales Performance Management

One area where voice-to-CRM truly shines, however, is in sales performance management. The biggest hindrance, after all, to this key component of ensuring that you have a top notch sales is not being able to keep tabs on the key performance indicators of your team. Now, in order for that to happen in a very efficient and effective way, you need to capture data very quickly and with as little error as possible.

This is where leveraging voice-to-CRM gets tricky. You need to ensure that the provider you’re getting has a reliable means to bridge between the data gathering point and your CRM as well as ensure a high degree of accuracy when it comes to sorting the data. Thankfully, this is something that you can ensure with a comprehensive demo call. So, if you’re offered one for free, it’s well worth it to try.

Remember, though that the key is partnering with a reliable provider of modern voice to CRM services. Be very discerning in your choice so you can be sure that you’re getting your money’s worth. A good way to work this out is to sit down with them to talk about the challenges that you yourself have observed. The right provider will steer the conversation towards finding the best solutions for you.