Keys to Successful CRM adoption

The Lowdown

CRM adoption is a daunting task. A study shows that 63% of all CRM projects fail – that’s almost 2 times out of every 3; which is a pretty big number. So off the bat, adopters have a lot going against them.

As with anything new, it takes a while to get used to something. Succeeding will require more than just having lady luck at your side, so we have compiled some interesting statistics that you could integrate in to your current plan or just get some tips to use as a spring board for your adoption strategy.

The Struggle is Real

Hubspot puts manual data entry as the No. 1 reason why companies struggle with CRM adoption. Let’s face it, data entry is not something sales people look forward to. Between interacting with customers and typing from of a keyboard, reps would choose to do fieldwork in a heartbeat. Reducing or eliminating this task altogether would almost certainly boost the success rate for CRM adoption everywhere.

Meant to be

Ask any sales rep if they enjoy data entry – and then get ready for an earful. 32% of agents exhaust up to an hour typing-in data. This pulls them away from what they were meant to be doing – sales. The bottom line is data entry depletes the valuable resource of time. It strips away around 5 hours a week on average which could be utilized for client meetings and follow-ups.

Try to look into data entry automation solutions. Take back those lost hours by eliminating manual data entry. This also creates a more agent-friendly system to use and your data will always be kept current.

Say What?

What you are about to read is a bit disturbing. According to Hubspot, 22% of salespeople have no idea what a CRM is. With over 90% of companies having implemented a system, that’s 1 in every 5 not utilizing the investment and driving down overall efficiency.

If you are planning to invest in a system or if you already are, it is important to spread the word to your team. Do not assume that they already know. Include an information drive and proper training in your deployment plan.

Maximize. Maximize. Maximize.

Did you know that only 45% of CRM adopters use their systems for its intended purpose? Hubspot states that less than half of the companies that have a system use it for managing and data storage. The other 40% still rely on emails and spreadsheets while the rest still use – gasp! – traditional methods like pen and paper.

With almost all business moving to adopt a CRM, it’s surprising to see that the majority don’t maximize its potential. You can address this issue by implementing ongoing training and monitoring agent usage.

Conclusion

There are many hindrances to a successful CRM adoption. Knowing the issues and planning around it will give you a better chance for effective implementation. A reliable Voice-to-CRM service is a relative low-cost investment that provides solutions for most of the problems that may spell the difference between successful integration and wasted resources.

Expense Reporting and CRM

You have to spend money to make money. If you are running a business, it’s a saying you have probably heard. And if you have been running a business for some time, there is a good chance that you have experienced this first hand. But spending is just one side of the proverbial coin, the other side is record keeping. And with all the expenses needed to keep a business going, one will need to have an expense report.

What is an expense report?

Just to address the elephant in the room, an expense report is a detailed account which tracks business expenditures. It can include anything from gas, parking, meals, accommodations and even the occasional bottle of vintage. Reports are usually generated on a daily, weekly, monthly, quarterly and yearly basis.

A typical expense report contains a plethora of information about a given transaction. Normally it would include the date of the transaction, where and what was purchased, what/where/whom it was used for, and on occasion, have some accompanying notes to explain the expenditure.

Expense reports have been an invaluable analytical tool for finance departments and an indispensable instrument for verifying company expenditures. It can be used to analyze how certain departments utilize their budget and during lean times, the data can be used to pinpoint which expenditures to reduce or remove in order to gain profit.

Time equals money

And since we are on the subject of spending money, having your sales reps perform administrative duties is akin to wasting money. Imagine the time they would spend consolidating all that information, entering it into a spreadsheet or filling out fields in a CRM system; time that can be used to make money either by closing a sale or following-up on a lead.

Now, imagine a system where they can just simply dictate information into their mobile devices each time an expense is incurred, and that’s it! The system automatically populates the report with the pertinent information with speed and accuracy. This is the power of Hey DAN, a voice-to-CRM system that literally takes tedious admin work off of your sales agents hands. With its unique combination of technology and intelligence, HeyDan achieves fast and accurate data parsing for your chosen CRM system, effectively giving your agents more time for what they do best – selling.

Efficiency equals more profit

Streamlined expense reports are a boon to any business. It tracks your company’s spending while providing you with a bird’s eye view of your expenditures. A voice-to-CRM system that frees more time for your sales reps and provides fast and accurate data for your expense reports is a definite win-win by any measure.

Spending on the right technology that increases overall efficiency and profitability can be the next big step for a growing business. Accurate data, happy employees, more profit – what’s not to like?

The Value of Proper CRM Data Entry

Whether you are in the business of selling a product or offering a service, customer relations play a vital part to its success or failure. Installing a CRM system can do a lot for your business. It can generate organized data sets for analysis and customer insights, provide easy access to client contact information and automate processes related to sales, marketing and customer support – with one caveat. It needs to be filled with reliable data.

The state of data collection

Modern technology coupled with the Internet has given rise to new communication channels, resulting in an exponential increase to the amount of information that your sales team has to track. This means more data to encode and additional time spent on administrative tasks. On the average, a sales agent consumes 4 hours a week just to input his information into the system.

Free them from this tedious task – they’ll thank you for it. Implement a CRM data entry service – not only does this give them more time to sell, but it also makes for happier agents. But don’t just settle for any data entry service, practice due diligence and choose a provider that is fast, accurate and knows the workings of a CRM system.

Knowing is half the battle

It is worth noting that CRM data entry is different from normal data entry, in that it curtails a significant amount of analysis before the actual input occurs. Containing numerous data fields, these systems need precise data input for optimal operation. This is where a thorough understanding of CRM systems comes into play. Speed and accuracy is nice to have, but it takes a significant hit when it lacks familiarity with a certain system. The quality of data suffers and you may not get the desired results or any meaningful insight about your clients. In the end, managers and agents blame the system, when in reality, the fault lies with inferior data entry. As managers, practice due diligence in choosing the right data entry service to implement. This will save you a great deal in time and money down the line.

Realize. Specialize.

Hey DAN is a Voice to CRM service that utilizes a unique combination of intelligence and technology to achieve efficient and accurate data captures. It understands the inner workings of multiple systems – it not only inputs information with speed and accuracy, it also does this meaningfully – allowing for rich, accurate data sets and makes significant customer insights possible.

Final thoughts

A CRM system is not a magic bullet – it doesn’t guarantee an increase in sales performance. To get the most out of these systems, you need to constantly nurture it with applicable information. Incorporating a specialized CRM data entry service ensures fast, accurate and relevant data captures that greatly adds to the value of your data warehouse and client servicing.

Increasing Sales Performance with Voice to CRM

Efficiency and accuracy – two qualities that any manager would want for their sales team and also from their CRM system. With Voice to CRM, you can increase the efficiency of your sales team while virtually eliminating mistakes during the data entry phase. This translates to more opportunities and better client relations which in turn increases sales performance.

Voice to CRM boosts your sales rep’s productivity by removing the tedious administrative task of typing in customer details. By cutting this out, you could gain anywhere from 2 to 6 hours a week. Multiply that by your number of agents, and you’ve just created an abundance of valuable time. This can be repurposed to generate more opportunities, do more sales activities or close more clients. It’s pretty basic. After each meeting, they need only to speak the specifics into their devices and it’s off to the next. The data will then be parsed and will meaningfully populate their CRM system. No drop-downs, no buttons, no frills. Just pure simplicity.

Without a Voice to CRM system, sales reps would either scribble down notes, or worse, try to remember all the important details from each meeting they took that day, which often times number in the dozens. Handling valuable information in this manner will most certainly produce costly mistakes down the line, especially during the data entry phase. Imagine having to manually enter all the data that you committed to memory or extracting important details from your hastily scribbled notes at the end of each day. How about having to collate all this information and performing the bland administrative task of inputting them after each week – that’s a lot of time and effort to put in for something that can be rendered non-existent by Voice to CRM. What’s more, this also leaves them wide open to commit critical errors that can badly hurt the relationships they painstakingly built with their clients. Voice to CRM fixes all of that. When your sales reps use Voice to CRM, they effectively save all pertinent data in real-time. This virtually eliminates those instances that they may forget some useful nugget or make a clerical mistake from trying to remember all the information they collected from the numerous clients they interact with each day.

The best kind of data are the correct ones and Voice to CRM ensures that valuable client info is fed to your system with utmost precision. By utilizing a unique combination of technology and intelligence, Voice to CRM produces spot-on data captures. And the best part is that it only takes 30 seconds on the average to dictate the information, then all the work is done in the background – quickly and accurately.

With its simplicity and ease-of-use, Voice to CRM will prove to be a boon to your business. By spending lesser time on data entry and having a clean, accurate database, your agents gain more time to dedicate on sales and not worry about pulling the wrong information on a client. This creates a happier sales team which leads to a natural increase in sales performance.

CRM Adoption: Challenges and Workarounds

There are many issues that can bog down your CRM adoption program. Here are some of the most common problems and some suggestions to remedy the situation:

Change

People are resistant to it; no one can escape it; and everybody will concur that it’s a good thing when deep inside they are terrified by it. Truth of the matter is; people are generally put-off by the idea of change. We get pretty disoriented outside our comfort zones. We tend to get so used to things the way they are not realizing that we’re missing out on a lot of good stuff.

Statistics show that 32% of sales people spend an hour a day typing away on their computers doing data entry tasks. Drive this point home. CRM systems can save them all that valuable time. Now isn’t that a change that they might be interested in?

Intimidation

Sometimes, we may be open to change but feel that it’s too much or too soon. CRM systems can be a frightening proposition for the uninitiated. These systems can be pretty intimidating for first time adopters whose organizational arsenal is a spreadsheet, some sticky-notes and the back of a napkin. Statistics show that 1 out of 5 reps don’t even know what a CRM is. Ween out those bad habits by demonstrating what the system can do for them.

Get them cozy with it by providing adequate training. Don’t overfeed them once and leave them to figure it out for themselves. Turn this into an ongoing process. Finally, don’t forget to make these sessions fun and interesting.

This system in not right for me

The usual complaint you hear from your sales people is that, the system is clunky, difficult, confusing or generally not worth the time to use. This can be a deal breaker because you WANT them to use it.

There are a ton of options out there, so be sure to configure a system that’s just right for your team. Make it easy to use. Don’t go crazy and put everything in it. It’s nice to have all the bells and whistles but not to the point that it becomes a distraction and hinders adoption to your system. Ask for their input on the features they’d want. This will save you valuable time and money.

If you feel apprehensive, why not test drive a free CRM solution? There are numerous options available and some of them are actually not half-bad. Hubspot trumpets its product as “The Free CRM with Something for Everyone”. It’s got features that are useful for a variety of roles; from managers, to sales reps and even business owners. And if the time comes that you feel the need for additional features, you can add modules and customize your system. It’s a great way to get your feet wet before you make that final leap.

Conclusion

CRM Adoption is a daunting task that needs significant investment in time, money and effort. Take a while to study the situation and familiarize yourself before jumping into a decision you may regret. A successful adoption almost guarantees a boost in performance, that alone makes all the trouble worthwhile.

Better data – Better insights to closing a sale


Ten years ago, BBM (Blackberry Messenger) was the weapon of choice, MySpace was (sort of) what Facebook is today and binge-watching TV shows could only exist in your dreams unless you planned ahead and recorded your shows on the daily. Today, BBM is all but gone, MySpace is a shell of its former self and on-demand video content has become the norm rather than the exception. Interesting how there have been so many advances in critical and non-critical areas of life, but for your sales team, taking down meeting notes is still a drudgery to perform, yet remains an integral part of the sales process.

Meeting notes are the vital details exchanged and gained during a client meeting. The information is used to gain customer insight, to plan for activities and improve sales performance. Today’s CRM systems are so sophisticated that the amount of detailed information they contain is mind blowing. To populate this, sales agents would have to take down client notes after each meeting and then manually input the information into their CRM systems.

There are times that sales reps are so busy that they skip note taking altogether and commit the details to memory. With the sheer volume of meetings they attend per day, keeping track of all the nitty gritty becomes a daunting task. Enter Hey DAN – a Voice to CRM service that does just that. No more jotting down on paper or risky mental notes. All it takes is 30 seconds, and it’s done. Accurate CRM entries are achieved with a unique combination of intelligence and technology. Sales reps just need to dictate the information into their mobile devices after each meeting – when it is still fresh in their memory, and Hey DAN does the rest. CRM entries are meaningfully and precisely populated so you don’t have to worry about pulling up incorrect information.

Now that your data is well organized and your CRM is set up, planning the next steps is a breeze. Easily find contact information, like social media accounts and store addresses. Track interactions with potential customers and convert them into leads for prospective sales. Access client email addresses to send proposals, quotations, or promotional materials. Most importantly, with a complete database, you can now get routine (daily, weekly, monthly, etc.) summary reports like sales figures, sales performance and the like. You can also generate a forecast or make a detailed analysis based on the saved data.

In today’s world, information is paramount. Having the correct data at your fingertips may spell the difference between closing a sale or losing a customer. Take full advantage of the information from your CRM system. Experience what Voice to CRM can do for your business today.

The importance of the proper Follow-up

You just attended a big networking event and you’re excited about the potential from the day’s activities. Assuming you’ve done your homework (gathering, inputting and studying the information from your CRM system), you know the next step is to do a follow-up with your leads, but what is the right approach?

The importance of the follow-up sequence

A quick follow-up keeps the conversation going, so make sure to touch base the day after that first meeting. If it was a large event, perhaps people are traveling back to their homes or offices and won’t have time to read a lengthy email. A quick and simple email that states your appreciation can make your client feel important and keep the communication line open. This will also cultivate, at an early stage, a positive relationship. By the second or third correspondence, you can already gauge the individual’s interest and determine your next move.

Quality is Key

People can usually tell when you are sending a generic follow up or even worse, immediately putting them in an automated drip campaign. For high value prospects, a personalized message should be sent. The personalization doesn’t have to be long or complicated. You can simply reference a topic of mutual interest that was discussed at the initial engagement or congratulate them on a personal achievement they shared. After a day of networking, we know how hard it can be to recall the details of these discussions, but ensuring you have those details written down and accessible makes the difference between a generic and impactful follow up. Leveraging a CRM system, a voice to CRM add-on and combining it with the discipline to always ensure the engagement details are captured while they are fresh in your mind, will enable you to stand out from the crowd.

Timing

Determining when to follow up and at what interval can be tricky. Wait too long and the prospect might have already forgotten you. Acting on it too soon and you run the risk of coming across as a hard sell. Although there is always the remote possibility of succeeding, that would be the exception and not the norm. Proper timing often spells the difference between closing or losing a prospect. Since every client has a different personality, you can customize your follow-up timing for those select few. But to determine when to make a follow-up, it’s a good idea to have a general set of rules.

Third time’s the charm. Set the number of follow-ups to three times per prospect. This means that if you don’t get a response after the third time, then maybe it’s time to move on to the next. But don’t delete the prospect, just put them on your list of future follow ups (perhaps in a quarters time?), which leads us to;

Rekindling

We think that a non-responsive prospect is a non-interested one, but it can be for a number of reasons. There are times that the message you sent failed to get through (it happens);or maybe the person is preoccupied with something else; it could also be that what you’re offering may not be the priority at the moment. Whatever it is, don’t forget about them, give them some time and space and then rekindle the connection. Wait for as short as a month and then you can send them a “catching up” message – but never throw out a contact.

Making it fool-proof and not making a fool

Having incomplete or error-filled data captures can lose you all those leads you worked so hard at. You need the right information to make the correct follow-up on all those prospects. The more details from the conversation you can recall in your follow up message to make the discussion meaningful and personal, the more likely you are to succeed at the follow up engagement. Leverage your CRM data, ensure that data was entered while the conversation was fresh in your mind. Services like Hey DAN, a Voice to CRM service that provides fast and efficient data capture will populate your system with all the information you deem important. It’s as simple as dictating all the info into your phone and letting the technology do the rest so you can move on to the next engagement while ensuring those important conversational details are captures and available for when you need them. So the next time you make a follow-up, confidently take that client information and send those follow up emails that stand out from the crowd..

Built for People on the Road: Save Time, Increase Sales

The Impact of Automation and Data Technology: Who Bears the Burden?

The rise of automation and data technology has created a two-fold impact on the business world. According to a study from AgileCraft, secretaries rank in the top 3 professions with the highest risk of being replaced by automation — with a 96% risk. We made great strides in processing and analyzing data as technology continued to evolve. As this demand increased, we saw the growth and evolution of data mining through the use of CRM technology. While this new automated world has lifted our reliance on secretaries, and even on analysts to a certain degree, it has shifted some administrative tasks to other workers in the field who are the primary source of information — sales reps. We demanded deep-dyed data entry tasks from them to maintain these robust CRM databases —  adding a new administrative burden… for which fewer secretaries exist to shoulder the burden.

Life on the Road - Sales Voice to CRM

Life On The Road: Where Does the Time Go?

Compounding this time vacuum is the difficult reality of working from the road. Sales reps know the burden of having to pull out a laptop throughout their busy day in the field to do ‘CRM stuff’. Many organizations have tried to address such challenge by getting them on the mobile app versions of their CRM tools, but let’s face it, such efforts still failed. Most of these professionals are simply not wired to perform administrative functions. They want to stick to what they do best — selling. Furthermore, introducing them to anything that needs training requires too much time and effort to plan and execute because of their busy schedules. And whatever tool is presented to them, if data entry can only be achieved by them thumb-typing their notes on a phone and or any device, the task still gobbles up an obscene amount of time. Time that could be spent doing what they are primarily hired to do — making more money.

Save Time with Voice to CRM: Get Back to Selling!

Conversational CRM is the solution: built for people on the road. Dictating notes from your meetings saves time. As a result, sales people spend more time selling, which results in increased sales. Voice to CRM platforms that are doing it best blend technology with human factor for an unmatchable level of complexity and intelligence, offering the experience of having a secretary, at a small fraction of the cost. No restrictions, no formats — just dictate, and get back to selling. And with such solution available to them, there is no excuse to delay entry of their customer interactions and transactions.

Consequently, sales managers and other leaders benefit from it as well. With up-to-the-minute information stored in CRM systems, unhealthy trends are quickly spotted. They are provided a reliable source of information for expedient sales performance management.

You Need Intelligent Data… So You Need Intelligent Voice to CRM

A robust CRM database is a gold mine of intelligent data, and in this day and age, businesses need intelligent data. What they don’t need is the burden of another administrative task that takes sales reps away from selling opportunities. Intelligent Voice to CRM removes this burden and provides the intelligent data needed to get those valuable insights that will improve sales process and increase sales.

Knowing more about Salesforce CRM

If your relationship with your customers is a top priority—as it should be—then you definitely need to invest in a customer relationship management (CRM) platform.  It is essential for efficient aggregation of your customers’ information, effective management of  their needs, and automation of many related processes. Arguably, Salesforce has been top of the list for the past few years now. Is this the platform that’s best suited for your business? We take a look here at what makes it a good choice

Success Story

Salesforce started in 1999 as business specializing in software as a service (SaaS). Composed of many former Oracle employees and software developers, the company is a leader in the field—its NYSE listing is even tagged as “CRM”. Through the years, the primary offering of the company grew from mainly sales automation to include a customer success platform, analytics software, and eventually cloud services. It has remained one of the leading providers of CRM services to companies globally.

The Core Basics

The biggest draw of Salesforce is that it is scalable to fit different sizes of businesses. That means that it is just as effective when it comes to small businesses all the way up to the largest enterprises. Anyone can benefit from their model that is customizable to a number of needs. Here are its unique advantages:

Efficient Data Management

Salesforce CRM allows you to not just input customer and lead information into its system, it also allows you to track different activities. This means that you can act on a particular set of customers whether they’re just interested all the way up to your most loyal purchasers. The data provided by Salesforce is comprehensive and includes their interests as expressed on their social media platforms all the way to their buying habits.

Social Integration

In a world where anyone who’s anyone is on social media, it’s a big advantage that Salesforce also has plug-ins that allow you to jump in on conversations or even speak directly to customers and potential customers. This is baked into the platform itself—reducing the number of tools that you need to have open therefore minimizing clutter. This connectedness moves it beyond just a resource of customer information.

Anywhere Accessibility

As one of the industry’s pioneers in adopting the cloud-based model, Salesforce allows you to access its platforms anywhere you may be. Such feature allows for ease of integration and installation to a wide range of  systems and devices. Accessibility is everything nowadays so the cloud-based model sets Salesforce above the pack.

Voice to Salesforce CRM Service Integration

Salesforce’s accessibility attribute makes it more appealing to users as it can easily be integrated with voice technology.. This provides great convenience not only when pulling data but most essentially  when collecting customer information. Professionals whose main functions are to gather leads and interact with existing customers will have an effortless experience with a tool that is fully integrated with such technology . When it comes to technology for such purpose, Hey DAN is the most fitting as it is combined with human intelligence which ensures proper sorting of data that goes into your CRM like Salesforce. All these things come in a bundle that is fully customizable not just to your needs but your budget as well. Such customizability is one of the biggest draws of Salesforce benefiting a wide scale of businesses

SAP CRM, an early Adoptor

One of the key tasks of any business is managing their customer relationships. This runs the gamut from initial interactions and lead generation all the way to closing a sale. One of the key ways that businesses have been doing this is via customer relationship management (CRM) tools like SAP CRM. With so many options to choose from, we take an in depth look at what this CRM has to offer from its setup all the way to key integrations like voice to SAP CRM to determine whether it’s worthwhile getting.

A Brief History

SAP’s foray into CRMs goes all the way back to the very early 1990s where they looked at CRM related functionality as potential modules for their enterprise resource planning platform. This trend followed all the way into the 2000s when they finally offered its first stand-alone product. It was only in 2011 that SAP actively aimed to take on market leader Salesforce by shifting more towards cloud based applications. That’s not to say that its on premises options aren’t viable—in fact there remains thousands of companies who rely on the software.

The Big Benefits

Being cloud based, it also allows for remote access that is increasingly becoming the norm in the business world today. Such feature also easily enables collaboration between field representatives, internal assistants, product managers and business leaders. With SAP CRM’s built-in forecasting tools, users are immediately provided with insights that are advantageous in driving sales and engaging existing customers. Personalization, from a  single user to a company perspective, is also easily achieved through its many customization features. It allows business to quickly adjust or  streamline processes which are aligned with their usage of the tool.

Travel and Expense Management

Process automation is easily achieved with Concur – a widely utilized system by many industries to monitor and manager travels and expenses of their field personnel. With such solution being SAP, synchronization with SAP CRM, as well as consistent maintenance of such fusion, is easily achieved.  It gives business big value for their investments.

Voice Integration

Voice to SAP CRM integration is another advantage of this platform . Traditional methods of inputting data have always been prone to human error. This is unacceptable when a single number or letter noted wrong can spell the difference between a viable contact and a hard bounce. Voice integration