3 Essential Things to Check Before Choosing a CRM for your Sales Reps

Many businesses choosing a CRM do it to manage their leads, but they don't have all the facts. We look at 3 essential aspects to look at before choosing CRM

Last update on October 11

Businesses are always on the lookout for how to improve efficiency, freeing up their team’s time to work on bigger targets in the process. That’s undoubtedly true of sales teams around the world, who need a system to manage their leads.

The key to finding the right system is picking something that everyone is happy with. Otherwise, it just becomes the latest in a long line of software choices gathering digital dust. Most companies opt for CRM because they are led to believe it’s the best choice.

But that isn't always the case, and choosing a CRM isn't necessarily the right way to go. Here, we explore why.

Most salespeople don't like using a CRM

CRM is a powerful tool that offers multiple uses across a variety of formats,but it’s not always suited to specific tasks. Indeed most salespeople don’t like using CRM because they feel it’s too complicated and is time-consuming.

If you’re going to use a CRM, there are some important questions you should ask first.

What is the CRM Need?

The first aspect is to decide what you’re getting a CRM for and how it integrates into the setup of your business. A company with a large database of customers should go for a CRM capable of managing such large numbers.

If marketing automation is high on the agenda, a CRM like Marketo is your best bet. It can automate interactions and is useful for retargeting campaigns, which aides the marketing department with its strategy.

Those with an impetus on data should choose a CRM as it collects almost every smidgen of information. So much data is suitable for operational teams and admin clerks, who can then start building profiles.

Who is Going to Use it?

The biggest mistake companies make when choosing a CRM is not thinking about who will use the software. Not enough due diligence is taken and the person in a senior role thinks a CRM is a one-size-fits-all solution.

Talk to your sales reps before deciding on software to manage leads

If choosing a CRM to manage your leads, talk to your salespeople before making any decisions. It’s not uncommon for them to find that a CRM hinders more than it helps.

A sales rep needs to manage leads so they can advance them through the pipeline with minimal fuss. They don’t want to spend hours inputting data for a prospect that might never covert. Unfortunately, CRM doesn’t bypass this problem.

People deploy a CRM to free up time, not add to it. CEOs and managers don’t have time or resources to implement more training and more customizations to get reps onside with CRM. They need to utilize software that is plug and play and instantly understandable.

How Accessible is it?

There are two primary types of software: Cloud-based and on-site. On-site software affords complete ownership without a recurring charge. However, the upfront cost is often expensive. On top of a hefty fee, there are other aspects to take into account: Expect to pay for server overheads, have tech staff in place to solve problems, and software upgrade fees.

Cloud-based solutions negate many of these issues. They provide a stream of new features and updates included in a recurring monthly cost. The monthly charge is often around the $10 mark, which is a fairly low -- especially if you have a good deal turnover.

Essentially users start much quicker with cloud options and have access to online help should problems arise. Cloud software rarely features a long-term commitment, with monthly payments the favoured method. The benefit means no fixed long contracts.

No CRM?

If you’re thinking of moving to a CRM to manage leads, it’s better to bypass the software altogether. Instead, explore using lead management software. It's more tailored to salespeople and focuses solely on helping to win more deals.

There are no endless amounts of data to input into the system to register a lead. Most importantly, from the very first second you enter a prospect, there is an actionable next step that you can’t ignore. Reps always know precisely what part of the process comes next and never need to worry about missing a lead.

There are no endless amounts of data to input into the system to register a lead

Managers also have access and can see the whole lead process with clear visibility, which lets them step in if needed. Lead management software isn’t an action of record like most CRM; it’s a way to actively process leads without ever missing out on the next step.

Lead management software is a specialized system that helps reps do their job faster - and better.

CRM; lead management software; cloud based software