“Commercials are a strange breed of workers who go a little to ours and do what we want”… Or so they have made us believe incessantly. But it really isn’t always like that.
First of all you must ask yourself what was your intention when implementing a CRM in your company. Collect information? Have a solid, complete and accessible database? Control your sales team?
Your team may not perceive the implementation of the tool the same way you do. Don’t even notice how good the use of a CRM can be.
In my experience, these may be the main reasons why a user (commercial or not) is wary of using the tool.
If you set the tool as a duty: “You have to enter all the data there”, have the complete and absolute security that it will not work. It’s a matter of perception.
Entering the data for you is valuable information. Every Lead and every little piece of data about it you enter into the tool is a note, an indication or inquiry that can help you in future interactions by being recorded and stored. It is very clear… Or not?
Do you think the salesperson might perceive something else? For example, he may feel that if he doesn’t fill out a 100% report with all the data you ask him for, you think he’s doing a bad job.
Simply you can see things differently. Although the reason for filling out a report is to be designed to extract all the information from the client, the salesperson may perceive that your intention is to monitor their activity.
Obviously the intention that many companies have is to control their commercials. And they may have several reasons for doing so. Generally, the reasons for this type of control are due to mistrust, because something is not working well or other causes.
My advice is not to use a tool CRM to do this. Why? A CRM, as its name suggests, is a Customer Relationship Management, and therefore, it is designed to manage and add value to the relationship with your customers. The reason for hiring a CRM must always be (the main reason, go) to have a tool that monitors and facilitates the work of interacting with your customers.