- The motivation of your sales team depends on your CRM, did you know?
- 1 – Daily performance monitoring
- 2 – Data-based management
- 3 – Ammunition for the sales team
- 4 – Quality to be and act
- 5 – Constant improvement
CRM to lead and motivate all the time
Having motivation in a company’s work routine, especially in the commercial sector, is of paramount importance in an increasingly competitive market.
For those who always need to sell more and better, motivation is important both to achieve goals and to grow professionally and personally.
After all, we spend most of our days and weeks in the workplace. Therefore, carrying out activities without being motivated is counterproductive.
Within this reality when it comes to sales, a CRM helps a lot in the mission of keeping the sales team always motivated.
This article is intended to map the reasons why the use of a good CRM Online mainly equips managers to keep their team always engaged in their activities.
After all, with quantitative factors, it’s easier to understand where to motivate your salespeople.
Measure, analyze, debate and adjust processes. That’s what you need to keep your sales team motivated. That’s where CRM helps you.
Let’s understand these reasons?
Sales system: how to choose the right one for your company?
What is CRM and how does it help to grow your sales
The motivation of your sales team depends on your CRM, did you know?
To make it easier for you to understand why you want to support your team’s motivation through CRM, we’ve separated 5 topics.
This way, it is easier to understand the points where you fail in sales management. From there, move on to actions such as feedback and keep everyone motivated.
After all, without engaged salespeople, it is virtually impossible to scale sales.
1 – Daily performance monitoring
One of the main features of a good sales CRM is being able to monitor the performance of each member of the sales team on a daily basis.
Whether a salesperson or an SDR, with accurate reports of the activities carried out, it is possible to have several insights for improvement.
More than that, the sales manager must use these numbers to increase the motivation of his team.
It can be analyzing the clipping of a day, or a week, whatever. But in your feedback meeting, it’s critical to highlight the positives that have occurred.
Value what was done well, proactivity and actions to overcome customer objections.
If there is something to improve, do it purposefully, discussing among all the solutions so that the team is motivated to improve.
Within your sales process, you, together with your CRM, can:
- evaluate the monthly evolution of the sales funnel – you have specific reports for you to monitor the monthly progress of each step of your sales funnel and also of your team;
- have a report by action performed – you can consult data on sales by product, opportunity origin, CNAES, calls and emails, sales cycle , average ticket, region and much more;
- check seller productivity – filter by user and see what each seller produced in the period of time you want to analyze;
- create your custom report – choose the metrics that are important to your business and create the report the way you want.
These resources are for you to identify bottlenecks and define actions to improve everyone’s work.
Without guesswork and based on information, it is easier to improve and motivate everyone’s work.
2 – Data-based management
This item is in line with what we brought in the previous one, but in a maximized way.
More than understanding what each salesperson does, the data inside your CRM serves to adjust the commercial process as a whole.
The CAC and LTV are important metrics in any business and need to be rigged.
With a sales leader working with CRM data, bottlenecks can be identified.
How is marketing lead generation going ? Do leads cool down inside the sales funnel? Do sellers not make the minimum number of calls per day? Links not relevant?
Finally, by identifying gaps, it is possible to make the work of everyone in the commercial sector better.
Thus, with actions defined to have better results, the sales team can work with much greater motivation.
3 – Ammunition for the sales team
One of the main functions of CRM is to empower people. It gives ammunition so that the commercial team can work harder and better.
It is he who strengthens the relationship with the customer. This is because, within each opportunity, there is the history of interaction of this prospect with the company.
This makes all interaction generated with this lead add value. Thus, nurturing relationships and educating the customer, it is much easier for them to buy.
In this way, salespeople feel much more comfortable and motivated to continue carrying out their activities.
After all, it’s easy. If you manage to generate value for the customer and he buys from you, you will always be able to hit and exceed your goals.
Greater productivity and both professional and personal satisfaction. That’s what companies want. That’s what the commercial team needs.
4 – Quality to be and act
The salesperson is a human being and needs to perform this “function” in their sales routine .
The phrase may sound strange at first but when we think about it in practice it makes perfect sense.
Nothing discourages a sales team more than performing mechanical, robotic work. Every day, 5 days a week, 20-odd days a month, 12 months a year…
Copy and paste emails; fill in the same data in a spreadsheet with thousands of ballots, search for contacts and more contacts in a huge list, anyway.
In addition to being robotic work and meeting your team’s motivation, it is completely counterproductive.
How much time does it take to perform these activities? How many calls could be being made, qualifying leads, and more?
That’s why CRM is essential to keep these professionals fully engaged in the sales activity.
CRM does the mechanical work of automatically sending emails, creating customer lists as well as opportunities.
All this so that people can be… people! To be much more a business consultant who has time and a clear head to understand the client’s pains and help them.
While CRM software does the robotic work, the sales team begins to identify that their work is, indeed, unique and extremely important.
And this is fundamental for the motivation of everyone involved in the sales operation.
5 – Constant improvement
Improve processes, have the sales playbook always updated and generate more and more value for customers.
This is the ideal scenario for all companies, and this is only possible when the sales team feels really motivated.
Supported by the use of CRM, motivation becomes action – and actions that generate value become sales.
Optimize work time to make more calls, send more emails, prospect and qualify.
When motivation is on the rise, when people feel good, this is reflected in the way of working and in the company’s routine. And customers realize this.
CRM to lead and motivate all the time
With your CRM, it is possible to be fair when managing the commercial area. After all, you can monitor and measure all the important indicators and motivate your team in what each one does best.
If you want to increase the motivation of your pre-sales team, analyze the lead qualification numbers, baton pass, no-show number, scheduled meetings, among others.
If the indicators are positive, praise. Don’t let a good opportunity for this pass you by.
The same goes for the seller, the so-called closer. If the number of trades won is good, or values, conversion rate, upsell , show him he’s on the right track.
With small actions in the day-to-day and supported by your CRM, it is possible to maintain the constant motivation of the sales team.
So, how can we help you?
If you are having any difficulty motivating your team, share your pains with us. Talk to a consultant today.
Enjoy and read two articles that can help you a lot in this mission.
The first talks about what to do when the sales team doesn’t want to use CRM .
The second one brings 7 sales metrics that you need to observe in your business.