Many businesses have achieved great success with CRM, yet many sales representatives still hesitate to embrace this go-to tool to increase their work productivity and deal-closing rates.
In this blog, we’ll explore the top reasons sales reps don’t use a CRM and what you can do to encourage them to adopt this powerful tool. Let’s dive in!
5 Reasons Sales Reps Don’t Use Their CRM
1. They don’t want to change
One of the traditional and still quite popular sales tools to track client relationships is the spreadsheet. Some salespeople have invested a lot of time mastering and creating templates that accommodate their needs. And spreadsheets still work up until now. So, why fix what isn’t broken?
2. They don’t see the value
Speaking of value, another reason sales reps don’t use their CRM is that they feel like it was forced on them. This typically happens when they don’t have a voice in picking a CRM tool they like, not get any support from the team or the CRM provider in learning the system. These are likely to be in their thoughts about the CRM: “What a waste of time!” “What a waste of money!” and “I can’t learn this.”
Keep in mind that if sales reps don’t see the value, it is much easier to look at a CRM as a threat rather than a useful tool.
3. The software is too complicated
Choosing a complex CRM often sets salespeople up for failure. Unnecessary bells and whistles worsen the problem.
4. CRM isn’t aligned with the sales process
Another reason sales reps don’t use their CRM is that it isn’t aligned with the current sales process they know and that they are used to.
Every business has its own unique sales process. If a CRM doesn’t fit with how a sales team does their sales workflows, the sales reps are more likely to stop using the CRM or refuse to use one from the start.
5. No training OR Support
No matter what your background is, learning new software takes time. Some learn quicker than others, while some require extra help from the CRM customer service or available guides. Failing to get extra help to learn the rope leads to higher abandoned CRM rates. Therefore, choose a CRM solution that offers reliable customer support.
Keep in mind that many CRM tools only offer support as a paid add-on, and this can be frustrating and yet another reason sales reps don’t use their CRM.
6. CRM keeps them stuck at their desks
Salespeople naturally spend a lot of time outside the office meeting prospects and building relationships. This makes mobile phones their most practical tool to support their day-to-day tasks. Choose a CRM that has excellent mobile features, so that your sales team can still have access to everything they need to close a deal from the comfort of their palms.
7. Incorrect data is bad data
According to a survey conducted by Experian Data Quality, inaccurate data impacted the revenue of 88 percent of companies that participated in the survey. The average company lost 12 percent of revenue because of bad data.
What is referred to as bad data here is duplicate records and all types of out-of-date data—which makes the collected data no longer relevant and isn’t useful to support the sales team.
Data needs to be cleaned up. Regular audits need measurable outcomes, and data deduplication must be addressed.
Your salespeople may have other reasons on why they don’t want to use a CRM besides the points listed here. Educate them about the benefits they’ll get, both for the short and long term—and ensure they get the support they need to get started and continue loving the CRM they choose.
For a CRM that come with short and easy learning curve, try Pipeline CRM. It’s made with powerful features without the complications like many other big CRM brands.
Try Pipeline CRM yourself. It’s FREE for a 14-day trial!