| Topic : Customer Relationship Management Software for IT Sales |
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IT Sales and Business Development
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Activity:
Question posted: 07 14 2008 12:00:14 +0000,
6 answers, 303 views, last activity
07 06 2010 20:18:08 +0000
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From the I.T. perspective, the sales force has differing levels of technical expertise, which can deter full use of the CRM system. And even the most CRM savvy professional needs to take time to familiarize themselves with the system, which will take time away from direct customer contact.
It depends on the Leader. Sales is all about maintaining an updated funnel and having communications with all the funnel leads.
If the manager is smart, he will injects the idea of funnel. Most of their meeting discussions will be about their approaches by generating statistical reports from funnel on total calls, successful calls, dead leads, successful closures.. etc.
Off course when the sales person taste the success and witness the effectiveness of the funnel, automatically they start using the system.
It boils down to the fact that the sales professionals haven't realized the value CRM can bring in managing their leads & accounts. The following may vary industry to industry - Sales process, taget customer, market segment etc., and organizations have to take the effort of training their sales folks on the benefits CRM can bring in before trying to impose any particular CRM solution on them. This involves focussing on change management as well. Providing certain incentives can also help to improve the CRM adoption in the organization in the long run.
Mr. Srinivas Rao
I have sold, implemented and used CRM solutions like SFDC (SalesForceDotCom) and SAGE so I believe that I know how to use CRM software. Please read carefully before commenting.
Thanks
Rohit
Mr. Mittal,
one do not need to be a techie guy for using CRM(here i'm talking about MS CRM). It is very simple to use, like careating activities, report generation. Please try using it.
Regards
Srinivas
For the simple reason that each sales individual is not as tech savvy as the system requires. Secondly its time consuming to update data. Hosted CRM like SFDC is highly intricate. To know your way around with SFDC it takes a long time so people generally avoid using CRM solutions to update there activities and developments.
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