Why Should I Choose Lead Management Software Instead of a CRM?
Choosing the right software to support your sales team can be difficult. Find out why a sales lead management software is a better solution than a CRM.
Last update on October 18
There’s no complicated metric: Without salespeople, you don’t sell. Yet is still not uncommon to see managers put their CRM system first. Some believe that it’s the Holy Grail of the sales process. A magical piece of software that captures information and increases the number of sales.
However, CRM software isn’t all it is cracked up to be and tend to be over reliant on data entry input that slows down salespeople. Using them can seem like information overload and have sales reps running for the hills.
CRM Software is Great… for Sales Managers.
It’s understandable to see the appeal of CRM software for sales managers. You want a method to track your team’s process, see who is close to landing deals, and identify where you can improve tactics. All that data your staff is entering could be useful in the future, too.
CRM, however, is a software designed to collect every little detail about your customers. That’s great if you are looking for a customer management system to record every last interaction with your business.
Vital information can go missing if the CRM isn't filled in correctly.
Unfortunately, many of the above points don’t come to fruition in a CRM because salespeople see it as a tool they need to fill in for management. They think it’s nothing more than a digitalized way of reporting to the hierarchy. This means they are already against the idea of using one on a daily basis. Being forced to enter administrative data for a prospect that might never convert is a time-consuming activity that could be better spent cold calling prospects.
Vital information can go missing if the CRM isn’t filled in correctly.. And even when they are loaded with the right information, they consume too much of a salesperson’s time. Having the wrong information is even worse than having none at all.
Sales Managers Vs Sales Reps
For salespeople, using a CRM is a bit like trying to swat a fly with a hammer. It’s massively over-engineered for their key needs. Place yourself in a rep’s shoes: All you want to do is convert the lead into a customer as quickly as possible.
Moving your lead through the pipeline needs to be recorded with minimal effort. It should allow the salesperson to get on with their job. Entering tons of unnecessary data doesn’t aid the process; it only slows it down.
For salespeople, using a CRM is a bit like trying to swat a fly with a hammer.
As a salesperson, you want to know what your next step is and when you have to do it. Filling out information in software should be a simple part of your job.. From a sales perspective, a CRM doesn’t allow you to streamline the process.
Do you focus on managing all aspects of a customer system or do you want to concentrate on closing more deals?
The best lead management software is driven by prospects and sales rep having a next action for a lead or opportunity, such as letting you know when a call needs to be made, what time your meeting is and if you should send a demo. . It also allows managers to easily track the process as their reps move through the pipeline and step in if needed. As there is always a ‘next step’, both sales reps and managers have complete visibility over the process.
Too Good to Be True
In theory, a CRM, with its customer data and information, might sound like the perfect system for all your needs. In reality, it doesn’t stack up and instead complicates the process for salespeople.
Only using a dedicated sales lead management software is going to help you raise revenues. Salespeople need a system they can use with minimum fuss so they can focus on what is most important: Converting leads.
Think of sales lead management software as a pre-CRM. They are not incompatible: The salesperson can use it for prospecting and closing before moving customers over to the CRM when a lead is won.
If your focus is on support and operations, choose a CRM. But if sales is the linchpin of your operations, a sales lead management software is your best solution.lead management software; CRM
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