For Sales Teams, CRM alone is not enough

by | Jul 26, 2020 | Industry, Rolldog

CRM software is good at managing customer relationships, but when it comes to helping sales teams close deals…well, most CRM’s fall short. This is because they are better suited for Opportunity INPUT – not Opportunity MANAGEMENT. Need proof? Take a look under the opportunities ‘tab’ in your favourite CRM. You will likely see a number of input fields staring back at you (with the majority of them being free-form text boxes). Now, look to see how many of those fields are filled in with meaningful and accurate data.  See…we’re not making this stuff up.

If you are a Sales Manager, we’re guessing that the quantity, quality and timeliness of the data that you are looking at is not quite what you need it to be – after all, your forecasts are based on this data! Your team will undoubtedly provide you with deal updates in-person or via phone/e-mail, but how often are those details translated into your CRM? No response required (we already know the answer).

If you are a Sales Rep, you are focused on SELLING. You have that skill-set and that is why the company hired you. This said, we suspect that with all of the things that you have going on during your sales day, the information you INPUT into the opportunity fields in CRM will be:

  1. Minimal. Why put more into something you get little-to-no value from?  We get it.
  2. Subjective. If this is a management reporting tool with free-form text input, it becomes a natural conduit to stay positive on deal status (if there are areas of bad news, that will likely be delivered verbally).
  3. Reactionary. We’re guessing that the only time you feel compelled to update your deals in CRM is just prior to a forecast call / meeting…or when your manager tells you that an executive-level sales report is going to be run. We’re also guessing that you will focus on updating 3 primary input fields – close date, stage and deal amount…and perhaps a secondary one – next step(s). Hey, it’s OK. It’s not you – it’s your CRM.

Let Opportunity Management (OM) take it from here…

Opportunity Management software is designed to help you manage every aspect of your deal from ‘lead to close’. Instead of entering bits of information that sales reps collect throughout the sales cycle into notebooks, spreadsheets and yes, even into some of those INPUT fields in CRM, OM becomes a repository for all of this information.

If you’re wondering why sales reps would want to enter opportunity information into an OM solution verses CRM INPUT fields, the answer is simple – it helps them manage and keep track of all aspects of their deal in one place that is easily accessible…AND most importantly, it helps them accomplish what’s most important – SELLING! Opportunity Management helps sales teams capture what’s really important about their deals and gives back essential information in the form of: better deal visibility; alerting; guidance; predictability; and scoring. Unlike the subjective, reactionary nature of CRM INPUTS, Opportunity Management looks at deals objectively and proactively.

Opportunity Management picks up where CRM leaves off. Ideally, combining these 2 solutions helps sales reps SELL more effectively and gives sales leaders better visibility and greater forecast accuracy. It is a WIN-WIN.

About Rolldog
Rolldog is a SaaS-based application that helps companies close more deals and increase sales revenue. Rolldog takes the best of CRM and the best of Opportunity Management software and puts them together into a single platform that benefits ALL levels of a Sales Organization. For more information on how we do this and what makes us different, click here.