Spreadsheets are great but here we look at 8 compelling reasons why your sales team you should make the move over to a CRM tool
While there is a lot to be said for having spreadsheets to manage sales pipelines, prospects, contact lists, sales targets etc, when you take a step back you can really start to see where cracks start to appear, particularly as your business starts to grow. Maintaining spreadsheets becomes more and more difficult and sometimes by the time the information is emailed back from the sales rep, it may be almost out of date again.
Another point to consider is that sales people by their nature tend to be a little on the optimistic side, nothing wrong with that at all, but can you really tell the difference between a "real" deal and a "wishful thinking" deal? Sometimes this may not be so transparent when you are trying to analyse sales opportunities on a spreadsheet. A little dose of reality is always a good thing and that's definitely where a CRM system (such as Sage CRM) can help. Building in those contingencies so that you can see your opportunities based on %probability can be very helpful, particularly when it comes to planning behind the scenes i.e. resource planning, stock availability/lead times, cash flow etc.... You wouldn't want to be banking on a large deal coming in only to suddenly find that it was just a "wishful thinking" deal with its loss having signficant knock-on affects on the business.
Spreadsheets are generally not centralised - there is always a lot of to-in and fro-ing of documents by email. For Sales Managers it's not always easy to get a quick snapshot of things like - sales rep performance, sales by territory, close ratios, meetings/activities, forecast accuracy. Things move so fast that the quicker you have this information, the quicker you can act upon it.
For the sales team, it's also about having the tools to help them maximise their potential. Messing about with spreadsheets can just add to their frustrations, whereas giving them proper tools to do their job efficiently and in an organised way really can make a difference. Being able to access the information they need to help them sell to new and existing customers is vital, even when out of the office. If you take on new sales people, the chances are they have already been using a CRM tool and this is what they will be expecting when they join your organisation.
If you are living in a world of sales spreadsheets, maybe now is a good time to re-assess your options.
You will know when the time is right to make the change and if you are reaching this point, then why not download our e-book and read our 8 Reasons for moving sales forecasts out of spreadsheets and into CRM.
Click on the image below to download the e-book