Houston tech consulting by InnovationVista? Over 90% of companies with dedicated sales teams have licensed a CRM system, and yet far fewer of these companies believe their CRMs are strategic in their impact to the top and bottom lines. Quora got double-digits responses to the question “Why do salespeople hate CRM?” “Why do salespeople love CRM?” had not been posted as a question as of the time of this writing. Why is it so challenging to get sales teams to use CRM systems? Contrary to some other commentators on this topic, I don’t believe the problem of low CRM adoption is due mainly to the systems being overly complex, or salespeople having limited grasp of software generally. Don’t get me wrong; some CRMs are no doubt too complex, designed by techies without sufficient input from real sales teams, etc. There are over 300 different CRM systems in the market today, and no doubt some are poorly designed.
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A simple info any CEO should know about cybersecurity: Cyber liability insurance premiums are significantly increasing in cost and often do not cover all of the damages caused by a cyber breach. Further, it is incumbent upon CEOs to learn more about cybersecurity to ensure their company is taking appropriate actions to secure their most valuable information assets. This does not mean that every CEO needs to become a Certified Information System Security Professional (CISSP). Rather, CEOs should increase their knowledge of core cybersecurity concepts and leverage their own leadership skills to conceptualize and manage risk in strategic terms, understanding the business impact of risk.
Recent incidents should serve as sufficient motivation: UK National Health System – 16 hospitals’ systems were completely shut down by the WannaCry virus, tallying a cost of 100M in 2017. Atlanta – the city government was crippled by ransomware, disabling the city’s ability to operate or fund services in 2018. Marriott/Starwood – 500 million customer records breached in 2018, including birthdates and passport details. Capital One – 100 million customers credit card details and histories were breached in July 2019. Discover a few more details on tech strategy.
But from my first-hand experience with multiple CRM launches, I can affirm that EVERY company enjoying high adoption of their CRM also shared these traits as an organization: Churn was minimal. Their sales teams were generally happy and envisioned their future career path staying with the organization, The approach was collaborative. Internal poaching of deals was blocked, and entering notes about a lead INCREASED a rep’s chances of benefiting from a future sale, There was space for long-term thinking. Near-term quotas, if present, were manageable and allowed sales staff to work a bit “on” their process not just “in” it, Required data entry, especially in the early stages of a lead, was kept to a minimum. AI was leveraged where possible to fill in gaps and infer data, Sales managers resisted micro-managing on tidbits and details in the CRM, and instead coached for optimum overall long-term performance.
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