The more we help conduct CRM implementations, the more we hear how people don’t use their CRM. Whether it’s because it feels like a burden, they don’t see the value, they think it slows them down, or something else, CRM adoption remains a challenge for many teams.
In this episode of The RevOps Show, Doug and Jess dig into the most common reasons why sales teams don’t use CRM systems. They discuss strategies to overcome those challenges and provide practical tips to get teams fully leveraging their CRM to accelerate growth.
Audio:
Video:
Additional Resources:
- [Book] The Revenue Acceleration Framework
- [Blog] The Illusion of Change Management in Modern CRM Implementation: Why Traditional Approaches Fail
- [Book] The Challenger Customer by Brent Adamson, Matthew Dixon, Pat Spenner, and Nick Toman
Show Notes:
Editor's Note:
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Pre-Show Banter:
- The results are in…Jess really liked the Wicked movie. She originally was going to give it 6 or 7 stars, but it blew right past those numbers. Her kids also enjoyed the movie.
- Jess shares her take on whether it’s okay to sing during the movie or not.
- Doug thinks if you want to sing through the movie, you should throw a Wicked party.
- Doug wishes he was good at voice impressions
Main Discussion Points:
- Learn why CRM adoption fails and how to drive usage by building CRM processes focused on usefulness.
- Doug and Jess talk through the top six excuses for why people don’t use the CRM.
- 1. I have my own system and I don’t need a CRM because my system is that good and it works for me.
- 2. My team is old school. They don’t want to use technology. They’re technology averse.
- 3. We’ve tried this in the past and it hasn’t worked.
- 4. It’s too difficult to use.
- 5. If the data is not perfect, they’re not going to use it.
- 6. Our team is on the road.
- Understand how to manage change when implementing new technology to avoid destabilizing workflows.
- Hear why there’s a myth of clean data as an obstacle to CRM adoption.
- Learn what you can do to enable mobile usage for teams out in the field.
- Walk away with insights to continually adjust your implementation over time for maximum value.
Jess’s Takeaways:
- You need to build the CRM so it makes your job easier to do.
- The business process must drive the technology.
- Make an adjustment. Always be adjusting.
Next Steps:
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Subscribe to The RevOps Show YouTube channel
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Coming Soon: Episode 108!