It is no surprise that manual data entry remains to be one of the key hindrances in CRM adoption. Instead of selling, or doing real productive work, end-users end up having to spend their valuable time manually inputting data from their daily interactions. This is a tedious, time-consuming task.
According to Hubspot, manual data entry is the biggest factor for the lack of CRM adoption, as 32% of salespeople end up spending an hour or more per day trying to cope up with manual data entry. No wonder the industry suffers from very low adoption rates.
Why Manual Data entry is a Problem
Imagine this scenario with manual data entry:
Your company spends thousands on your CRM subscription efforts. Plus, you spend money on training, and other resources to ensure smooth CRM adoption. To encourage the further use of the system, management decides that data inputs by users should become directly linked to salary, benefits, or other credits, creating an environment wherein data entry is an absolute must. However, due to the number of customer interactions, calls, emails, and conversations, the amount of data gathered daily becomes overwhelming. Salespeople and other end-users are forced to resort to manually entering data by bulk, perhaps once every week, or once every month. Information is also cherry-picked, and only the most important interactions are entered, disregarding other minor details and possible prospects, due to lack of time. The data becomes outdated, incomplete, and largely based on memory, but at least they have data entered, right?
This scenario is a common occurrence in companies struggling with CRM adoption. It is a recipe for failure because it compromises the key component that drives CRM productivity: data quality. Entering data for the sake of having data in itself, is useless. The accuracy, and wholeness of that information matters more.
Low quality, incomplete, and inaccurate data can blind sales forecasts, reports, and future strategies. Using them as a basis to assess one’s standing, and plan future actions can lead to serious losses. Yes, you have data to back your company’s next move, or data that shows you the company’s current status, but how accurate is that data? How confident are you to trust that data, when data capture is done manually, with a high chance of having errors?
Looking back at the scenario, is it the CRM’s fault? CRM is merely the system or the database that holds and interprets the information, which means, it’s only as good as the data being given to it.
Is it the user’s fault? Salespeople and other end-users have other things they need to do, and CRM data entry, most likely, isn’t their main job in the first place. People in sales, for instance, have to meet up with clients, send emails, and make sales daily. To manually enter data, they would have to use their free time off work, or use some of their working hours to input data, instead of selling and doing their job. Either way is not a very favorable situation for them to be in.
Is it the management’s fault? Perhaps, but in reality, the root cause of this problem is the fact that CRM users have to deal with Manual Data Entry.
The data is all there, yet the method of capturing it is unreliable and tedious. Having to type in updates, or the names and details of all the prospects, or the notes from a meeting, every time, can be problematic. Such admin work demands time and effort that ought to be spent productively.
How Manual Data entry hinders CRM adoption
A company becomes fully adopted to a CRM system when CRM becomes a natural, and consistent part of their users’ workflows. The way to achieve this is to train, educate, and make sure that your users are using CRM the right way. The keyword here is “use”.
How can you encourage end-users to utilize the software daily?
It’s simple: make it easy for them to use.
CSO insights have revealed that 72% of CRM users would prioritize ease-of-use over functionality. If they are going to use it every day, it needs to be simple, easy to navigate, and user-friendly.
The issue is that manual data entry overrides this important feature. Regardless if the user interface is stellar, and navigation is clear and simple, having to manually type in such huge amounts of data daily, makes CRM very unappealing to its end-users, discouraging them from using it altogether. After all, how can it be easy when it takes up so much time and effort?
Truly, Manual data entry is the bane of CRM adoption, one that needs to be eliminated in the process of using CRM.
No more Manual Data entry
The solution is to make data entry effortless, seamless, and most of all, automated. With the level of technology that we have today, why should we continue to stick with paper, note-taking, and even typing? Technology that automates data capture and entry already exists. There are many apps and programs that are dedicated to this movement of data entry automation.
One of the best ways to eliminate manual data entry, and improve a CRM’s usability is by utilizing Voice to CRM technology. It is a CRM data entry transcription service that enables the user to simply speak commands, information to be entered or even to record calls and meetings, and the software does all the work. The information is sorted out and appropriately entered into the right data fields. Voice to CRM makes data entry hands-free, quick, and automated.
This notion, however, does present its own set of problems. A major concern with the idea of relying on technology alone to enter data into CRM, or any database for that matter, is the effectiveness of the said function. How accurate and reliable is the data captured and entered? How can we make sure that this data is correct, each time?
For companies such as Hey DAN, AI is combined with human intelligence, to entirely make sure that data is correct and placed in the right fields. It utilizes voice-to-text technology, CRM integration, expert systems, and most of all, human intervention, in its Voice to CRM strategy. After all, having accurate data, without all that tedious manual data entry, is worth it.
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Importance of CRM user training
/in Articles, CRM AdoptionThe goal of training is to intensively teach someone how to operate or manage something, so that one day, they can effectively do it on their own. The same concept applies to CRM training. It demands intentional in-depth learning, so that users may be able to use CRM in the best, most efficient way possible.
Another equally important goal of training is to mitigate possible issues early on. Looking ahead and predicting what issues may arise, sets your company up for business continuity, reducing the risk of failure. Soldiers don’t learn how to hold a gun while they’re already in battle, they need years of training to be prepared. In this case, the gun is the CRM, and the soldiers are your end-users. Thus, they need to know how to navigate, manage, input data, and use the CRM overall.
Common issues solved by proper CRM training
Fear and Lack of Confidence
Ignorance directly correlates to a lack of confidence. If one doesn’t know something or isn’t fully aware, they will most likely proceed with caution, guided by the fear of the unknown. It’s a normal human reaction that can be mitigated through proper education.
In CRM, users need to have confidence in operating the system because it is expected to be part of their daily workflows. How can they use CRM effectively if they’re afraid of it? Afraid that if they operate it, they might make mistakes due to lack of training. Therefore, these fears need to be conquered at the onset through training. Awareness and CRM education is the driving force that expels fear and lack of confidence.
Data Mishandling
Data mishandling can cause serious issues. A 2020 report done by Validity on the State of CRM Data Management measured that over 75% of its participants agreed that poor and inaccurate data quality results in low performances across departments. This is because the insights and reports that a CRM generates are highly dependent on its data. Quality data yields accurate results, whereas poor data yields erroneous results, affecting decisions as the company moves forward.
Lack or absence of training means that you’re relying on the user’s ability to understand the CRM and self-educate, as well as the usability that the CRM software has. Assuming that the two will result in quality data will cost you a lot of time and money, so might as well make sure that things are in the right order. Ensure data quality by training your users how to input data correctly, educate them about the different required/optional data fields, as well as the best practices in accurately capturing information.
Using different platforms and tools separately
Without training, users do not receive any form of external motivation to explore and find out what CRM can do. The most likely scenario is that users would only use the dashboard or what can be readily seen on the CRM homepage, without knowing that integrations exist. This results in users opening different applications and platforms, when in fact, there is a way for them to access all of these different apps within CRM.
Third-party applications such as email, scheduling apps/calendars, calling software, and even social media, can be linked with CRM. These are called CRM integrations. It saves time and effort because users don’t have to toggle through multiple platforms. Therefore, using it consolidates all the necessary data into the CRM.
Poor Customer Service
CRM is a tool that aims to foster good relationships between a company and its customers. This is mainly done by using the CRM’s client profile data to create better impressions and predictions on how the company can better serve its clients. Although CRM is mainly used by sales and marketing, it doesn’t mean that it’s not related to customer service. A report by Capterra states that the third department that uses CRM the most is Customer Service.
With a lack of training, it can be very hard for end-users acting as customer service representatives to even answer simple customer inquiries. Imagine your users fumbling around the system, along with the problems previously mentioned, such as not using integrations and mishandling data? The information in CRM affects how we treat our customers, and their satisfaction comes from trained users.
Overdependence on CRM administrators
You may have heard that hiring CRM administrators can help with CRM adoption and overall CRM management. This is true. However, when your team becomes overly reliant on them, things can get messy once the administrator is not around.
Along with hiring a CRM administrator or two, also make sure that your users are being properly trained. This can be through the CRM admin themselves, or by a specialized CRM trainer, or even through training videos and other learning materials. CRM administrators and developers are helpful, but it’s still more important for primary users, your sales, marketing, and customer service soldiers, to know how to independently use their arsenals properly.
Low CRM adoption rate
Many CRM projects fail due to low adoption rates. It is also the culmination of all the possible issues listed above, with the reason being so simple: users don’t use CRM. One of the biggest reasons for this is the lack of training. Because they don’t know how to operate it, they will most likely not use it. Training serves as the platform where they can get accustomed to CRM. Without it, users are alienated from the tool that they’re supposed to be using.
Another factor for low adoption rates is manual data entry. Users(or just about anyone), loathe having to enter data manually, which is another reason why CRM training often meets resistance. The status quo in the CRM industry is to either type in the data or use an automated data capturing service. The latter is a great option, however, it doesn’t eliminate typing nor other forms of manual data entry. There will be many times when a user needs to input data themselves, such as their client’s contact info, meeting notes, etc.
One of the best ways to eliminate manual data entry, as well as to make training and utilization a lot easier for users, is to use a Voice to CRM service. It works like an automated data capturing software, except that it uses voice recognition to do so. Once you speak, the data will be captured and placed in their correct fields. Having such an integration increases the CRM’s ease of use and allows your sales team the option to use their voices instead of typing.
In Conclusion, Having a long-term CRM training program prepares the company, and its users, for any potential roadblocks along the way. It is a form of preventative measure that ensures the safety of the company’s data, as well as the ability of users to be able to use the CRM effectively. Proper training should never be overlooked.
How to Increase user Adoption in Salesforce CRM
/in CRM Adoption, SalesForce CRMSalesforce is, no doubt, one of the most powerful CRMs in the market today and unsurprisingly so. A report from Springengage shows that when using Salesforce, customer satisfaction is increased to 35%, company revenue rises to an average of 25%, and productivity in sales goes up by 44%. Due to its powerful cloud storage and diverse features, it is recognized to be the “most used” CRM software, but from the end-user’s perspective, is it?
The whole point of having a CRM is to deepen customer relationships and increase sales, but before this happens, the sales teams’ participation is required. Ironically, ease of use for the end-user is often not a priority. No matter how sparkly the CRM is, if your users do not or cannot use the system, results won’t show.
Yes, Salesforce in itself is remarkable, but when applied to a real-life company setting, learning curves can be a bit steep, and the unwillingness to change may overpower the excitement of using something new. Therefore crm adoption can be on the slow side, which also leads to slow results or worse, failure. This is why having a long term Salesforce CRM adoption strategy is very important and here are some key tips to boost your CRM adoption:
Incentivize the use of Salesforce
This can be simplified into three words: Recognize, Reward, and Repeat. Let your users know that when they use Salesforce to the best of their ability, utilizing its functionalities, and making an effort to learn more about it, they will be recognized and rewarded. CRM adoption brings value to the company, and therefore, the user that strives towards it deserves to be praised. Having incentives encourages the users to adopt the system into their workflows.
Aside from rewards, you can also make it hard for your users to ignore Salesforce, not in the form of giving verbal punishment or demerits when they don’t actively use it, but by shifting the company’s activities and aligning it with Salesforce. Hold team collaborations or send files through Salesforce, communicate through Chatter, and use the system on mobile. Integrate all the necessary platforms needed to collate processes using your CRM. Make it so that not using Salesforce becomes a loss for the end-users.
Measure your team’s Salesforce usage
In relation to the first tip, you need to find a way to measure exactly how much your team uses Salesforce, especially how they’re utilizing it. End users could simply log in to Salesforce, yet not do anything. This shouldn’t count as “using it”. Instead, focus on each user’s activities, as well as the amount and quality of data they entered through Salesforce. This can be the number of times they communicated using the email integration, or the contacts that they have saved, the sales opportunities updated through the system, the use of CRM analytics to create sales reports, etc.
The bottom line is: being able to measure real CRM usage allows you to assess where your team is at in regards to CRM adoption, as well as give appropriate incentives to high-performing individuals.
Make Salesforce training convenient
The importance of CRM training has been asserted over and over again. It is one of the foundations of CRM adoption. However, what most people miss is how the training should be done in a way that is convenient and easy for the end-users. If they feel like this new shift is a cause for them to feel like they’re back in school, dreading going to classes, and completing assignments, then expect a discouraged team that resents the Salesforce altogether, even if it’s the number one CRM in the market.
Companies should focus on creating a training strategy that makes learning easy and convenient. Also, don’t forget to communicate with your users beforehand. Know their preferences and what medium they want to use for training. Here are some examples of convenient training methods:
Get a Salesforce admin
It can be tempting to expect one’s users to be able to fix technical problems on their own when they arise. After all, they have been trained, and a large Salesforce community is available for users to ask questions to, but remember: it is not their job to be an IT professional, and fix software issues. Instead of allowing salespeople to focus more on selling, CRM becomes an added burden and something that the users would rather not use.
To prevent this, consider hiring a Salesforce admin or developer, but if you already have someone on your team that is an expert on Salesforce, even better. You also have the option to train an employee or two, regarding the inner workings of Salesforce, but that’s a different set of things to deal with as well. The best and easiest way would be to hire someone who already knows what they’re doing.
Make use of Technology Advancements
Salesforce used to have Einstein Voice, an AI-enhanced voice assistant for CRM users. It allowed users to speak commands and Einstein voice would respond accordingly, and would even suggest the next steps. Imagine Siri or Alexa, but used specifically for CRM. The goal was to utilize voice technology to make CRM usage and data entry easier. Unfortunately, Salesforce pulled out Einstein Voice and briefly announced its retirement last July 2020.
However, despite the loss of such an amazing tool, there are alternatives out there that would fill in the gaps that Einstein Voice left. Voice to CRM integration has been evolving from service to actual artificial intelligence that would be able to assess your recordings properly and accurately.
Utilizing Voice to CRM makes it easier for users to adapt. it removes the toughest barrier to a full Salesforce CRM adoption: Manual Data entry.
In Conclusion: To ensure that your company reaps the full benefits of Salesforce, as well as to make the most out of your costly investment, create a strategic CRM adoption plan. Prioritize user adoption from the onset and make it easier for users to apply the system to their work.
Top 5 Integrations to reduce Manual CRM data entry
/in CRM Adoption, CRM Data Entry, Voice to CRMIt is no secret that CRM adoption, and overall productivity, are hampered by the need for manual data entry. It is tedious, redundant, and keeps sales representatives from doing more important things like sales activities.
Hubspot stated that about an hour per day is spent by 72% of sales professionals on manual data entry, and over 20% of them pointed out that manual data entry is their biggest challenge in using CRM. The right data is precious in terms of company growth, and the status quo of having to enter data manually doesn’t seem to be the best option for a lot of professionals.
Why Manual Data entry has to go
Aside from the statistics shown above, there are so many valid reasons why manual data entry should be reduced or removed from one’s business processes. This is especially true for companies that need to process huge amounts of data, in which case, entering the data manually can be very impractical.
Here are the three most prominent reasons:
Human Error
The average error rate for manual data entry is 1%. This may seem small at first glance, but as the volume of data increases, that 1% becomes significant. It means that there is one error for every one hundred data points entered. Humans are bound to make mistakes. This greatly affects data quality and accuracy, something that is highly important for CRM systems to be truly worth the investment.
It is Time-consuming
It is general knowledge that the average typing speed is around 40 words per minute, and the average writing speed is 13-15 words per minute. However, the fact remains that humans don’t always work at a consistent speed. Having to manually type in or write down data points takes time that otherwise could be spent on more productive things like selling or strategizing.
It is Expensive
Manual data entry requires more resources than automation, and since manually entering data is slow, it also means that you’ll be paying your employees for the long hours that they spend typing in data. In addition, based on the 1-10-100 rule, it costs 1$ to ensure data quality from the start, 10$ to correct mistakes, and 100$ for any unresolved issues that lead to failure. Taking into account the error rate of manual data entry, having to correct and deal with errors, later on, becomes inevitable, thus the added expense.
Other than these, manual data entry also produces discouraged and demoralized employees. After all, the task is redundant and hardly fulfilling, resulting in less productivity and motivation to work.
The disadvantages of manual data entry clearly outweigh the benefits. Fortunately, with today’s technology, we don’t have to depend on it anymore. There are many ways to reduce, or even eliminate manual data entry in utilizing CRM. Unless your CRM already has built-in automation features, the most common way to achieve zero manual data entry is by using third-party applications that automate data capture, a.k.a. CRM Integrations.
Your company can surely save time, effort, and achieve better data quality, with the following integration functionalities:
Emails Sync
Emails remain to be the primary platform for communicating with customers. Syncing CRM with emails allows you to manage them in one place, instead of manually switching tabs, capturing data from emails, and logging them into your CRM one by one. View, assess, manage campaigns, and reply to emails within the CRM.
Furthermore, email templates and sequences can be used to save time typing the same email or reply repeatedly. Email integration can be a very useful automation tool when used correctly, increasing productivity and allowing sales reps to communicate more efficiently.
Automatic Profile Enrichment
CRM is all about knowing your customers well to build good relationships with them. This requires filling up necessary data fields and enriching lead profiles. With an automatic profile enrichment integration, data fields are populated without the user having to type in anything. It captures initial data, lead scoring, or even changes regarding the customer’s profile, and automatically enters them in the appropriate fields, which means that the information is always up-to-date. You can also choose which data sets you want to enrich. This significantly reduces manual data entry as it updates customer information without the need for human intervention.
Data Cleaning
The goal of adopting a data cleaning integration is to rid your data of any inaccuracies, duplicates, and outdated points. Imagine having to manually go through hundreds and thousands of data, reconfirming everything, and checking for errors. Doing this is impractical, tedious, and can potentially create more errors than what you initially started with. A Data Cleaning Integration is especially useful if you are transitioning from manual data entry to automation. This way, your data can be cleaned before running automatically.
Call and Text logging
Many CRMs can record and log in call and text activities, but if it’s not available, consider getting a Call and Text logging integration. It allows you to track and manage calls and SMS within the CRM. Automatic logging allows users to look back on the data being exchanged in these communications. It reduces data errors, by having a recording as a reference, as well as the need to capture data manually while the call is going on.
Voice to CRM Integration
Lastly, Voice to CRM. It uses voice recognition technology to capture data points and fill up the necessary fields. Simply put, the users only need to speak and the actual data input and field enrichment is taken care of by the software, making things faster and easier for users. No need to type or write down anything. It’s a completely hands-free solution that is capable of eliminating tedious manual data entry, allowing your team to focus on more productive tasks.
Not all integrations are intended to reduce manual data entry, some are to improve communications, manage customer service, etc. Whatever it is, the overall goal is to optimize workflows, improve customer relationships, and increase sales. Make use of CRM integrations to automate processes and ultimately crush your company’s sales goals.
Data Entry: an ongoing challenge for CRM users
/in Articles, CRM Data Entry, Voice to CRMThe CRM market is one of the fastest-growing industries in this generation, and it comes as no surprise seeing how beneficial it is for a company’s productivity. It is known to be a valuable asset when adopted well. But what about those that are having trouble utilizing it?
Data shows that only 47% of companies and businesses that use CRM have a high adoption rate that’s past the 90% mark. Low adoption across industries may be a result of user resistance, lack of training, failure to embrace new technology, lack of IT expertise, etc. However, one of the biggest obstacles that loom over the CRM industry, is data entry, especially the ones that need to be done manually.
Why is CRM data entry a Challenge?
While data entry is important in CRM, it’s also something that isn’t directly productive in terms of selling. In addition, it is tedious and repetitive, something that CRM users don’t look forward to.
According to a report by Capterra, the top three departments that use CRM are Sales, Marketing, and Customer service. It’s to be expected due to the nature and primary purpose of CRM which is to foster better client relationships. These three departments deal with customers, selling and reaching out to them, as well as listening to their concerns. The problem is, how can they have enough time to entertain customers, when, according to Zapier’s Report, employees spend about 3 hours daily, just to do clerical tasks? Furthermore, their report states that only 4-5 hours per day are spent focusing on their core job functions.
Let’s face it, manual data entry, and other admin tasks, are major time and energy consumers. The going to and fro between spreadsheets, writing of emails, maintenance of the CRM software, double-checking data entries, and more, are all things that are keeping users, especially salespeople, from actually doing their job. It keeps them from selling and making revenue.
Other than being a time vampire, manual data entry also affects the quality of the data, Because it is done manually, via typing or writing, the chances for errors are undeniable. Humans make mistakes after all. The result of this is as follows:
Bad data quality incurs higher expenses in the long run because according to the 1-10-100 rule, it takes only 1 dollar to prevent errors, 10 dollars to correct them, and 100 dollars as a consequence of failure due to bad data.
Solutions to Reduce manual Data entry
Fortunately, today’s technology has advanced to the point wherein manual data entry can be replaced through automation and other processes. Here are some of the ways that you can reduce, or fully get rid, of manual data entry:
Use Auto Text Expanders
Auto Text expanders allow its users to assign abbreviations to pieces of text that are often used such as names, phone numbers, one’s company name, address, etc. This application allows you to set up shortcuts to these pieces of text which are called “snippets”. It’s like having keyboard shortcut keys, but instead of commands, it inputs the assigned text automatically. It is very convenient when filling out forms or surveys that require you to input general information about you and your company.
Although it only takes care of small chunks of text, it reduces the number of repeated data entries, and it will save you a lot of time in the long run. Plus, as long as your snippets are perfectly correct, each time you use shortcut abbreviations to input them, they will be accurate each time, reducing the chance of creating data errors.
Use Integrations
CRM integrations are extremely useful to consolidate all of your business functions in one place. It allows you to have the functionalities available in other platforms, by integrating these applications into your CRM. After all, a lot of teams already have pre-existing workflows that make use of these applications prior to CRM.
For example, if your team uses Outlook or Gmail, you can integrate it into your CRM so that you and your team can view, and create emails from within your CRM. Email integration for HubSpot is also free, and it allows users to manage log responses, scheduled email sequences, and other campaigns as well as contact records, similar to other types of email integrations.
Integrations help you reduce manual data entry because, instead of manually transferring these data points, toggling from one application to another, the data captured and processed by these supposedly external apps are automatically synced with the CRM. It also saves time because everything you need to process data is all in one place.
Other examples of CRM integrations that help you save time are calendar integrations, calling or SMS integrations, web form integrations, productivity app integrations, social media integrations, and more. There are so many integrations that can help you and your team save time and effort, so consider integrating some of your team’s frequently used apps to improve workflows.
CRM Voice Entry
A lot of times, the offered solutions do not eliminate manual data a hundred percent. This can be very inconvenient, especially for salespeople who are always on the go and don’t have time for data entry. However, one solution stands out is Voice to CRM.
Voice to CRM as a service utilizes voice-to-text technology which allows data entry through the use of one’s voice. Just like how people speak commands to Alexa or Siri, you can speak commands, as well as enter data points, when using Voice to CRM software. It can also record calls and capture important data points and appropriately enter them in the right field.
A common concern with voice recognition technology is its effectiveness in terms of capturing data, and, in this case, placing them in the correct fields. Concerns like sounds being misheard or misinterpreted by the software, words might not be recognized, and some data might be missed, are all valid. Such an integration is similar to using a CRM Data Entry Software by which you speak and record your calls or meetings and let the service implement it to your preferred CRM. Hey DAN is quite known to do this and is one of the pioneers in the industry.
In Conclusion, Manual Data entry is a monster of the past that seriously needs to go. As more and more companies rely on automation, it is important for us to catch up with the times and embrace new technologies that can help us achieve our business goals more efficiently.
CRM User Adoption – Common Mistakes
/in Articles, CRM AdoptionWhen a company starts to grow, and acquire more leads than an Excel sheet can effectively handle, they start to turn to a more robust and efficient CRM Software. It’s always an exciting time, knowing that the company has progressed to the point of needing a Customer Relationship Management system. It can boost productivity, improve customer relations, and increase revenue, as well as track external, and internal communications.
However, despite how shiny it seems, do not make the mistake of jumping in blindly. CRM at its early stages is known to have a lot of challenges, so be prepared and expect some friction during the first few months. Being ignorant on the matter may cost you and your company, heavily.
CRM User Adoption refers to the widespread use and integration of the software into the user’s workflows. Because the users are actually utilizing it, it makes your CRM fully operational, and capable of delivering results. Unfortunately, the lack of it is a recurring issue across multiple industries, and for many reasons. It’s hard to make people use something that’s new and unfamiliar. Communication, people problems, and data entry are just a few of the main culprits.
To go even further in-depth, here are some of the most common CRM mistakes that often occur during the early stages of its use, which become barriers for a successful adoption:
Lack of Communication
One of the biggest mishaps is to not talk about your plans of using a CRM to your employees nor your team members. CRM is not something that you alone will be using, everyone else will be as well, so it’s important that their input be considered. One of the first things to do when considering a CRM, that can save the company a lot of trouble later on, is to have open communication with the intended users. Including them in the decision-making processes will give them a sense of commitment because they themselves are actively involved in implementing it.
Talk about why the company currently needs a CRM, the benefits of having one, and sincerely ask for their cooperation. It would also be helpful to ask your future users what problems they have, and what functionalities they would need, to improve their workflows. It would be best not to assume these things. They will be the ones using the software after all. This way, the goal, and the execution, are clear to everyone.
Not knowing enough about the CRM
It can be very easy to blind ourselves to the superb marketing of most leading CRMs. What’s actually important is choosing a CRM that meets your company’s specific needs. A report by Butler Group indicates that 50% of paid CRM functionalities are not actually being used, which means that money is being wasted. Whereas there’s nothing wrong with choosing renowned CRMs such as Salesforce or Microsoft Dynamics, just make sure that it has the features and capabilities that you are looking for.
Before choosing a CRM to subscribe to, do thorough research on what it’s all about, its functions, interface, usability, available integrations, and more. Discuss it with your team as well. Don’t make the mistake of choosing the wrong CRM for your company. It doesn’t have to be the most popular, nor the most expensive CRM, but one that addresses and fills in your company’s gaps.
Not Prioritizing Ease of Use
Speaking of functionalities, they are frankly quite useless if they’re too complicated to use in the first place. Ease of use should be a priority. According to CSO insights, 73% of users would rather have a CRM that’s easy to use, over having many other functionalities. This doesn’t mean that features are not important, they just need to be user-friendly. During the early stages of adoption, users are basically strangers to this new software, and if the CRM is difficult to use, it will only make things worse.
When choosing a CRM, or customizing its capabilities, keep in mind its usability. Don’t make it hard for your users to adopt the system, by over complicating things. As much as possible, keep it simple, basic, and easy to use.
Failure to integrate existing Software into the CRM
Before CRM came into the picture, it’s only natural that your company had already been using other programs and applications. Productivity apps like Trello, Slack, or WPS, email services like Gmail and Outlook, as well as social media apps like Whatsapp and Instagram, are examples of existing software that your team probably uses. Not integrating these important applications into your CRM will result in them having to go back and forth multiple apps, wasting time and effort. This hassle will affect the company’s CRM adoption rates.
Ask your team what software they often use for work, and integrate those. That way, they are able to use these apps within the CRM itself. As an added bonus, it becomes easier to capture the data present in these third-party apps and input them into the CRM, making it more efficient.
Requiring excessive Data entries
In the rush of several meetings, calls, and other tasks that the end-user might be concerned with, asking for too many unnecessary data inputs each time, will surely discourage them from using CRM. Instead of making them feel like it’s another glorified admin system that tracks their every move, lighten their load by making the required data entries basic and relevant. At the initial meeting with a client, all you really need is their basic info such as the company they’re from, name, and contact information. Everything else can be added later. Most of the time, there’s no real need to rush and make hundreds of customized data fields the first time, especially since you’re not even sure if that data will be needed.
Furthermore, one of the things that users hate doing the most, is manual data entry. Typing in, and filling up data fields day after day is no fun, and it keeps them from doing more productive things like selling or doing their actual job. It would be wise to automate data entry. One of the best ways to do this is by using a Voice to CRM service. It removes manual typing from the equation through the use of voice recognition technology. The user will simply speak in the data, and the system will enter it into the right fields. It’s perfect for busy salespeople and other CRM users.
Overall, These are just some of the common mistakes that new CRM projects suffer from. Many CRM projects fail, but those that strive to have solid CRM strategies, while avoiding other companies’ past mistakes, can successfully achieve 100% CRM user adoption.
How to efficiently manage sales follow-ups
/in Articles, CRM, Sales Performance, Voice to CRMThe reality that salespeople have to deal with, is the fact that most of the time, clients don’t convert after the first meeting. It’s doing follow-ups that ultimately make the sale. According to IRC Sales Solutions, only a meager 2% of sales converts are made after the first contact, whereas 80% are made after the fifth to twelfth follow-up. Whether it’s an email, call, or text message, salespeople need to be adequately persistent in making follow-ups to their clients if they want more sales conversions.
However, the majority of salespeople don’t continue after the 4th attempt of reaching out, which means they’re missing out on the 80% chance of being able to sell. Additional statistics regarding salespeople not following through are simply insane. Data from invesp shows that 48% never do any follow-ups and they don’t even try to reach out. Another statistic reveals that 70% stop reaching out after the first email. It is apparent that many salespeople don’t seem to enjoy doing follow-ups, but the question is, why do they give up? What’s so wrong with making follow-ups, that salespeople barely do it?
Common reasons for the Lack or Absence of follow-ups:
The first 4 reasons are mostly about the salesperson’s character and mindset. They need to learn that rejection is normal, and persistence is the key. Salespeople also need to be optimistic, and even if the client says no, it simply means that they’re not ready yet. After all, according to statistics, more than half of clients say “no” four times before they finally give in and say “yes”. Lastly, it’s important to treat one’s prospects as real people and establish good customer relationships, they’re not just a number, or a cheque personified. These issues can be addressed through proper training.
However, the fifth reason on the list is where we can truly make things more efficient. One of the biggest technical reasons as to why salespeople don’t do enough follow-ups is simple: they take effort and are time-sensitive. In a real-life situation, this means that a follow-up needs to be done within an hour after the first contact with the client for higher chances of conversion. After that, further follow-ups such as emails and text messages need to be carefully crafted, depending on the type of lead, to generate a meaningful relationship with the client. This goes on until the client finally needs your service/product, which may take many months of sending emails and making calls. Imagine having to do this for every single prospect. That’s a lot of work.
Manually following up regularly, as well as coming up with creative ways to get your prospect’s attention each time, is not easy. The clients that need following-up start to accumulate, and because they’re doing it manually, things can get out of hand, and rejections are taken personally. Furthermore, with a salesperson’s whirlwind of meetings and tasks, it’s easy to lose track or to even completely forget to follow up even if they initially intended to.
How does one ensure that sales follow-ups are done in a timely, efficient, and effortless manner? This can be done with the help of your CRM.
CRM for Follow-ups
It’s time to ditch manually managing follow-ups and outsource that to the system that is primarily intended to strengthen customer relationships. Many useful functionalities in a CRM can help salespeople do follow-ups more efficiently. It’s only a matter of discovering and learning these intended features to truly make use of your CRM for sales.
Track and Manage Communications
CRM is technically a database that stores customer profiles, previous interactions, as well as contact information. This allows you to personalize, and track follow-up efforts. It makes communication between you and your prospects so much easier because everything you need to have meaningful conversations with a customer is stored in your CRM.
Email Marketing Automation
Emails are known to have higher chances for ROI, in comparison with cold calling and other methods, making it a very important tool for sales. Not to mention, it is one of the main mediums used in making follow-ups. Make use of email templates, and email sequences, to engage and nurture your leads. Automating emails can also save you and your team so much time, and this can be done within your CRM.
Lead Management
One of the basic functionalities of a CRM is to qualify leads. This is also known as lead scoring. By knowing the type of lead that you have, whether they are hot, warm, or cold leads, your team can identify which ones to focus on, and what approach to use in order to effectively tackle and follow up on each one.
Task Management and Calendar Integrations
In the case of call follow-ups, calendar schedules and task reminders are extremely useful. They help you keep track of when to do follow-up calls and other follow-up action items. Adding a calendar integration in your CRM takes things to a different level as it can capture follow-up prompts, and add them to your schedule. These are details that can easily be forgotten, so having a system that reminds you is important to ensure the timeliness of your follow-ups.
Voice to CRM
Salespeople are busy, and whenever they need to take note of a follow-up schedule, or a follow-up action item, they normally have to open their calendars, CRMs, or even their notebooks, whichever they prefer, and manually take note. With a voice to CRM, this step of having to manually enter data is eliminated, saving more time and effort. Salespeople only need to speak their follow-up tasks and the software will automatically plug it in the right data fields. It ensures that salespeople stay on top of their game by verbally entering data when it is still fresh in their minds, with just a click of a button.
In Conclusion, utilizing CRM features and integrating them into your follow-up strategies makes the entire process more efficient. It allows you to automate, and manage communications effectively, reducing manual data entry, and making sure that the right leads are followed up at the right time.
CRM Integrations that help Boost Workflow Productivity in 2021
/in Articles, CRM Adoption, Voice to CRMWhen a company decides to take on CRM, oftentimes, they think of it as that “one thing” that will solve all their sales and marketing problems. CRM is undeniably a very powerful tool that helps you build strong customer relationships, increase sales, as well as workforce productivity. However, being too overly reliant on the system on its own, or not customizing it to fit your user’s needs, may cause some problems down the road.
One of the best ways to solve this is by using CRM Integrations. Data shows that 17% of users consider the lack of CRM integrations with other software, one of their main challenges. This is mostly because people nowadays don’t just rely on one software to do all their work. Emails are in this platform, and calls are in the other, to add to that, there are so many various social media sites ready to be leveraged for marketing. Having to go back and forth between these apps takes unnecessary time and effort. It would be such a waste not to integrate the data, functionalities, and overall potential, of these platforms. Perhaps your CRM does need an extra pair of hands, in the form of CRM integrations, after all.
Here are some of the most useful CRM integrations that your company should consider using this 2021:
Calendar Integrations
Cloud-based calendars are very important nowadays. Unlike traditional paper calendars, digital ones help organize events, keep track of schedules, and give tasks reminders whenever needed. Integrating a productivity app like this into your CRM would help users keep track of the day and do the necessary tasks, all in one place.
Besides, you may not realize it but calendar syncs are already very common in everyday life. Take Google Calendars for example. You can set meetings, invite others, and see your calendar across devices that are logged in to your Google account. Just imagine this amazing functionality, integrated with your CRM. It will make scheduling so much easier.
Social Media Integrations
People are all over Social Media and it’s no surprise that businesses are riding in on it as well. Platforms such as Facebook, Twitter, Instagram and more, provide online publicity, often for free. It’s one of the best ways to reach out and interact with prospects and customers this 2021.
Integrating your CRM with social media allows users to efficiently schedule posts, create content, view analytics, and even reply to messages, through the CRM system. It also syncs customer data from social media sites to help enhance the main purpose of CRM: improving customer relationships. This integration is a great way to stay on top of customer interactions, as well as their data.
Mobile Phone Integration
Mobile phones are on the rise as they are quickly replacing desktop computers, especially now in 2021, when people are often working remotely due to the pandemic. Mobility and the ability to work from anywhere are very important.
Having a Mobile CRM integration means that users can access the system using their phones. While some CRMs already have built-in mobile integration features, some do not. Data from Nucleus Research shows that 65% of companies using mobile CRM, as compared to those using a non-mobile solution, are successfully achieving their sales quotas. Therefore, it’s important to start utilizing this technology because of the many benefits it offers.
Online Calls Integrations
With the pandemic going on, face-to-face meetings have become very limited, and the next best option that companies are doing today is meeting online. These online calling/meeting platforms, such as Zoom, Discord, and Aircall, allow users to have online calls or meetings with multiple people, whether it’s within the team, or a call with a client.
Integrating this into your CRM makes it much easier to attend, track and input contact information, as well as manage meeting data. This is a very useful tool for people who need to frequently make or take calls, such as salespeople and managers. No need to open another app and make a call from there. With just a click, users can easily attend meetings through their CRM.
Voice Recognition Integration
One of the biggest things that hamper real productivity in the workplace is admin work. Salespeople and other employees are often stuck with admin work such as manual data inputs, sending emails, making spreadsheets, etc., keeping them from doing their actual job. In addition to their pre-existing dilemma, CRM becomes an added burden, as it is a data-entry system that requires data inputs, but what if data entry doesn’t have to be done manually?
Integrating a voice recognition, or speech-to-text service significantly reduces just that. This integration is called Voice to CRM. The user only needs to speak and the software automatically captures that data, and stores it into the CRM. Voice to CRM is applicable in capturing meeting/call data, verbally making follow-ups, scheduling, and automating data field population.
What’s great about this, is that it saves time by reducing the amount of physical device touching. If the user is outside and doesn’t want to risk Covid contamination by touching too many things, they can simply use their voice to input data. Furthermore, due to its ease of use and elimination of manual data entry, Voice to CRM also improves CRM adoption.
Some other integrations include:
There are several other software, services, or platforms that your company’s CRM can integrate with, but overall, these are the best CRM integrations you can adopt this 2021. The important thing to remember is to know what specific CRM capabilities you need for you to know which CRM integrations will suit your company best.
The Benefits of having a Hands-free CRM
/in Articles, CRM Data Entry, Voice to CRMWith the advancements in AI, as well as the demand for better sales performance, Marketing and CRM automation became a hit. Forbes stated that 63% of the companies that are outgrowing their competitors used automation tools, and this statistic doesn’t stand alone. Many companies are seeing real results with automation, especially when integrated with their CRM.
CRM automation covers a wide range of automation capabilities including:
However, despite with recent innovations, just how automated are these current solutions? Is it possible to have a completely “Hands-free” CRM?
What is Hands-free CRM?
First of all, let’s define the two. The term “Hands-free” is used to describe something that can be operated without the use of one’s hands, while CRM(Customer Relationship Management), is a system that manages, tracks, and interprets client interactions.
Hands-Free CRM means that you handle the CRM, and let it work, without having to use your hands. This is made possible by Voice to CRM, a service that allows the user to simply speak, and everything else, all the data parsing, cleaning, and data inputs, are done by the software. Imagine being able to follow-up data in your CRM while driving or scheduling a meeting while doing groceries. It’s literally, hands-free. The convenience of using your CRM is like no other.
This service can help your company’s overall growth in many ways. Here are some of the tangible benefits of utilizing a Voice to CRM service:
It Saves time
Instead of navigating through the software and manually making data inputs, all you have to do is speak. A study by Stanford showed that speech recognition software types 3x faster as compared to human typing, implying that it takes less time to just use your voice. Furthermore, this statistic doesn’t take into consideration the time you spend before you can even start to type, such as opening your laptop or phone, launching the CRM software, and navigating through it to find the right data fields.
It automates data entry itself by entering the captured data into the appropriate data fields, which leads us to the next advantage of using a Voice to CRM service:
Reduced Manual Data entry
Everybody hates manual data entry. It is tedious, time-consuming, and keeps you from doing more productive things. Fortunately, Voice to CRM gets rid of it for you. It allows users to directly enter data into the CRM in real-time. This means that follow-up info, deadlines, and call schedules, don’t have to go through your notepad, and then to your CRM via typing the next day. It can be entered directly into the CRM as soon as you capture that data.
One common concern that often arises with Voice to CRM, is the accuracy of the data it captures, as well as how correctly the data fields are populated. This is a valid concern, after all, artificial intelligence is still developing and it has a long way to go to be on par with human intelligence. This is why combining expert AI systems with human expertise is the best way to ensure that your data is accurate, and on the right track. It allows CRM users to confidently input data using their voice, without having to worry about double-checking things later.
Complete and Accurate Meeting data
It is no secret that sales teams are the ones that have to use CRM often. Salespeople have to interact with and talk to prospects, to make a sale. Every time a salesperson meets or has a call with a client, naturally, data is being exchanged and new information is presented. The relevant information extracted from meetings needs to be entered into the CRM, but here’s the problem: Salespeople are often too busy to enter that data right away.
The most common scenario is that they would take note of the information on paper, or a note-taking app, and wait till tomorrow, or whenever they have free time, to enter this data into the CRM software. Some don’t even take note of it and rely solely on their memory, which is even worse.
Voice to CRM allows salespeople to simply connect to their CRM of choice may it be Salesfoce, HubSpot, or Dynamics – record their call or meeting, upload and expect the data to be in their CRM System the next day or within 12-24 hours.
Higher CRM adoption rates
The biggest problem that CRM adoption faces today, is the software’s tendency to be complicated, and difficult to use. A statistic by CSO Insights reveals that 72% of customers highly value a CRM’s ease of use over other functionalities.
Moreover, manual data entry is also another roadblock to CRM adoption. It’s tedious, takes up a lot of time, and makes CRM seem like an added admin task that users are forced to comply with. Because of these issues, CRM adoption is low. Forrester Research reports a CRM failure rate of 47%, which isn’t surprising, knowing that CRM adoption is a major issue across industries.
Fortunately, despite the depressing statistics, Voice to CRM hits two birds with one stone: ease of use and the elimination of manual data entry. Both are important factors in achieving a full CRM adoption. Utilizing a Voice to CRM service makes data entry faster, requires fewer touch-points, and is incredibly convenient. Data capture is timelier, complete, and accurate, but most of all, it is automated. This makes it a whole lot easier for users to adopt CRM into their workflows.
Conclusion
Voice to CRM enables users to fully focus on productive, and strategic work, saving time and effort along the way. Data entry is also simplified as it removes the hassle of having to navigate through the system and manually type down data. Furthermore, it ensures overall data quality. The goal of having a hands-free CRM is to increase the system’s efficiency, resulting in the company’s improved customer relations and overall growth.
Manual Data Entry: Biggest Hurdle in CRM Adoption
/in CRM Adoption, CRM Data Entry, Voice to CRMIt is no surprise that manual data entry remains to be one of the key hindrances in CRM adoption. Instead of selling, or doing real productive work, end-users end up having to spend their valuable time manually inputting data from their daily interactions. This is a tedious, time-consuming task.
According to Hubspot, manual data entry is the biggest factor for the lack of CRM adoption, as 32% of salespeople end up spending an hour or more per day trying to cope up with manual data entry. No wonder the industry suffers from very low adoption rates.
Why Manual Data entry is a Problem
Imagine this scenario with manual data entry:
Your company spends thousands on your CRM subscription efforts. Plus, you spend money on training, and other resources to ensure smooth CRM adoption. To encourage the further use of the system, management decides that data inputs by users should become directly linked to salary, benefits, or other credits, creating an environment wherein data entry is an absolute must. However, due to the number of customer interactions, calls, emails, and conversations, the amount of data gathered daily becomes overwhelming. Salespeople and other end-users are forced to resort to manually entering data by bulk, perhaps once every week, or once every month. Information is also cherry-picked, and only the most important interactions are entered, disregarding other minor details and possible prospects, due to lack of time. The data becomes outdated, incomplete, and largely based on memory, but at least they have data entered, right?
This scenario is a common occurrence in companies struggling with CRM adoption. It is a recipe for failure because it compromises the key component that drives CRM productivity: data quality. Entering data for the sake of having data in itself, is useless. The accuracy, and wholeness of that information matters more.
Low quality, incomplete, and inaccurate data can blind sales forecasts, reports, and future strategies. Using them as a basis to assess one’s standing, and plan future actions can lead to serious losses. Yes, you have data to back your company’s next move, or data that shows you the company’s current status, but how accurate is that data? How confident are you to trust that data, when data capture is done manually, with a high chance of having errors?
Looking back at the scenario, is it the CRM’s fault? CRM is merely the system or the database that holds and interprets the information, which means, it’s only as good as the data being given to it.
Is it the user’s fault? Salespeople and other end-users have other things they need to do, and CRM data entry, most likely, isn’t their main job in the first place. People in sales, for instance, have to meet up with clients, send emails, and make sales daily. To manually enter data, they would have to use their free time off work, or use some of their working hours to input data, instead of selling and doing their job. Either way is not a very favorable situation for them to be in.
Is it the management’s fault? Perhaps, but in reality, the root cause of this problem is the fact that CRM users have to deal with Manual Data Entry.
The data is all there, yet the method of capturing it is unreliable and tedious. Having to type in updates, or the names and details of all the prospects, or the notes from a meeting, every time, can be problematic. Such admin work demands time and effort that ought to be spent productively.
How Manual Data entry hinders CRM adoption
A company becomes fully adopted to a CRM system when CRM becomes a natural, and consistent part of their users’ workflows. The way to achieve this is to train, educate, and make sure that your users are using CRM the right way. The keyword here is “use”.
How can you encourage end-users to utilize the software daily?
It’s simple: make it easy for them to use.
CSO insights have revealed that 72% of CRM users would prioritize ease-of-use over functionality. If they are going to use it every day, it needs to be simple, easy to navigate, and user-friendly.
The issue is that manual data entry overrides this important feature. Regardless if the user interface is stellar, and navigation is clear and simple, having to manually type in such huge amounts of data daily, makes CRM very unappealing to its end-users, discouraging them from using it altogether. After all, how can it be easy when it takes up so much time and effort?
Truly, Manual data entry is the bane of CRM adoption, one that needs to be eliminated in the process of using CRM.
No more Manual Data entry
The solution is to make data entry effortless, seamless, and most of all, automated. With the level of technology that we have today, why should we continue to stick with paper, note-taking, and even typing? Technology that automates data capture and entry already exists. There are many apps and programs that are dedicated to this movement of data entry automation.
One of the best ways to eliminate manual data entry, and improve a CRM’s usability is by utilizing Voice to CRM technology. It is a CRM data entry transcription service that enables the user to simply speak commands, information to be entered or even to record calls and meetings, and the software does all the work. The information is sorted out and appropriately entered into the right data fields. Voice to CRM makes data entry hands-free, quick, and automated.
This notion, however, does present its own set of problems. A major concern with the idea of relying on technology alone to enter data into CRM, or any database for that matter, is the effectiveness of the said function. How accurate and reliable is the data captured and entered? How can we make sure that this data is correct, each time?
For companies such as Hey DAN, AI is combined with human intelligence, to entirely make sure that data is correct and placed in the right fields. It utilizes voice-to-text technology, CRM integration, expert systems, and most of all, human intervention, in its Voice to CRM strategy. After all, having accurate data, without all that tedious manual data entry, is worth it.
Making a Sale 2.0 – Connecting Traditional and Technology driven Sales methodologies
/in Articles, CRM Adoption, CRM Data Entry, Sales Performance, Voice to CRMIt’s no secret that Sales make a Business. It brings in revenue and sustains the business in general. Whether it’s a skill, service, or product, selling is exchanging value for money, which is why it is very important to look for a sustainable structure that guides your company’s sales processes. This system is called a Sales Methodology. It aims to improve the company’s approach when selling, providing a set of anchored guidelines to make sales better and more efficient.
The use of Sales Methodologies has been around for decades, and as many years passed, new methodologies and techniques have emerged to cope with the changing times, as well as to make things faster and easier.
Traditional V.S. Modern Sales tactics
Traditional
The traditional way of selling focuses more on the “selling” or “pitching” part. It generally tends to seek out prospects manually, by scanning the phone directory or talking to random people on the streets. It involves grabbing a prospect’s attention, telling them about your product, and essentially trying to make a sale. It sometimes involves withholding information, until after a customer converts, making sure that a sale is secured first. Popular methodologies in this category include SPIN selling and the Sandler Selling System.
Modern
The modern way of selling involves the use of technology, particularly social media and online advertising to put one’s product or service up in the online space, for people to see. Rather than the sales reps actively reaching out, the modern setup allows interested prospects to reach out to companies to inquire about their products. However, it needs your company to have an online presence, and good marketing to stand out. Software such as CRM can also help manage customer data, and create stronger customer relationships and retention. Digital methodologies include Social Selling and Inbound Selling.
Despite the recent innovations, many companies still cling to the traditional way of selling only. It’s hard to let go of what you’re used to, but the question is, do traditional selling tactics still work today? As the Covid-19 pandemic forced the world to abandon physical interaction and lean towards a more virtual, and online setting, we might have to rethink our current sales strategies.
The old way of selling just doesn’t work anymore
Traditional techniques such as cold-calling, handing out flyers, or going door-to-door, are not as effective as they were before the internet era. Today, it’s all about social media engagement, personalized ads, and inbound selling. Times have changed and because of technology, sales need less manual labor than ever before.
Here are some of the key reasons as to why traditional selling methodologies cannot stand alone in this day and age:
However, this doesn’t mean that Traditional sales principles cannot apply at all. Methodologies such as Sandler’s Selling method which involves acting as a consultant instead of a pushy salesperson, Solution selling which focuses on how your product can solve a customer’s problems, and the famous Challenger approach which is all about a salesperson’s tenacity to learn more and dive deeper into the needs of the customer, can all be great guidelines and principles to follow. They are timeless concepts that aim to create sales and provide value to customers.
The key here is to update the platform used to execute these methodologies, which leads us to the next part:
Integrating Technology in Business
Times have changed, and the best way to adapt is by integrating technology into your business. Leverage it to better serve your customers and generate more leads. It is also cheaper and saves more time and effort. Here are some ways your business can step up your selling game:
Depending on the type of business you have, effective methods may vary. However, one surefire way to increase sales by leveraging technology is by using a CRM(Customer Relationship Management) software. It allows your business to track customer interactions and store data. It is an important tool that allows salespeople to build better relationships with customers. A CRM system also helps with tasks such as contacts and lead management, sending emails, online ad automation, and productivity reports to know how your sales team is doing. Finally, leverage your CRM system with Voice to CRM software that can easily improve sales performance by saving your sales people time in doing CRM data entry thus letting them focus on sales with all the benefits that a CRM system can provide. All you have to do is connect a voice to crm service through your smart phone and start uploading your sales meeting notes into the system. Some companies even do same-day entries which would surely be beneficial for your next day sales planning activities.
Bottom line: To effectively increase sales in this digital era, it is necessary to integrate technology into your sales process, combining traditional and modern techniques and methodologies that suit your business. It makes selling more practical and efficient. Leverage its power and be a cut above the rest.