Let’s be honest, the last thing your sales team cares about is corporate CRM compliance. Week after week, quarter after quarter it’s the same old song, “Update Salesforce… If it’s not in Salesforce it didn’t happen” — The reality is that your sales team should be focused on one thing, revenue generating activities, and to them updating CRM records just doesn’t hold enough value or commission for them to truly care. Thinking that this will ever change without a daily lashing for each one of your sales guys is a joke. However, there’s a better way. How do you make logging activities in your CRM easy for your team? You automate it, like everything else.
Maintaining proper sales CRM compliance standards is the key to getting value out of your CRM, improving your sales metrics, and refining strategy while making sure to invest in areas of underperformance. This sounds great on paper but is hard to implement.
Here at Colabo, we’ve found that there is a breakdown between maintaining accurate sales records and executing an effective Sales 3.0 playbook. This is because Sales 3.0 requires reps to leave the corporate CRM and create interactions over social channels like LinkedIn, Twitter, Xing, and MeetUps. Capturing these types of engagements require reps to manually record interaction data in their CRM – a time-consuming and tedious process that is overlooked and unprioritized during a busy day.
Death By Manual Data Entry
Ask yourself a few questions, first –
What if your sales reps could increase their revenue generating activities by 25% or 35% a week?
The math is easy, x more deals in the pipeline, @ average deal size, divided into your overall close rate. Productivity is an easy win, but a huge problem for the sales industry as a whole. In fact, Gartner recently published a post saying the average rep spends over 50% of their time on non-revenue generating activities. In other words, your reps are wasting half their day not selling! It’s something that I’m sure you are aware of.
Now ask yourself this –
What if while being more productive, you could have more accurate sales & engagement data in your CRM?
The painful reality is that manual data entry is killing your team’s ability to accomplish both of these. Scaling your sales efforts comes down to increasing team member effectiveness through boosting productivity. Doing this requires eliminating manual tasks and automating multi-step processes. This can be complicated when you factor in abiding by your organization’s CRM compliance standards. Remembering every Tweet, LinkedIn invitation or InMail, then recording it accurately into your CRM can be almost impossible for a busy rep.
Every single time your sales reps have to manually record an activity it costs you valuable time, and you risk the possibility of losing the record all together — Not to mention, it’s frustrating for your reps.
So how do you fix the problem? You need a sales engagement platform that automates and records manual engagement activities.
Have Your Cake and Eat It Too
There are hundreds of sales tools that help you engage with prospects across various channels. In fact, I’m sure that your team is already using one, if not multiple tools to get the job done. The problem comes back to abiding by internal CRM compliance standards. Most tools get the job done, but don’t help your team maintain those standards because they don’t record activities directly into your CRM.
Colabo is different, our platform was created for enterprise sales teams based on their manager’s feedback. We know there’s more sales reps are expected to do than just calling, and we know that to scale your sales organization sales leaders need visibility into what is working and what is not.
How Colabo Makes Internal CRM Compliance Easy… Really Easy…
Colabo is more than a sales tool, it’s a platform that connects the modern sales stack, increasing visibility, and revenue generating activities for your team while helping to build a better-qualified pipeline of lead and opportunities. Colabo works seamlessly with all enterprise CRMs, data sources, marketing automation tools, and goes where your sales reps go. Here’s how it works:
Engagement – Colabo’s social companion sits in your teams browser, allowing them to import prospect information from relevant data sources like LinkedIn, Xing, Twitter and Meetups with the click of the button, data is then enriched against a number of data sources, customized to CRM rules, then synced to CRM, essentially taking a 5 minute manual task, in 3-4 platforms, and reducing it 15 seconds or less. We then allow all forms of engagement right from within your CRM, your rep never has to leave the CRM and can access email, social, content, and engagement timelines.
Activity Tracking – Once an account is brought into your CRM from Colabo, our platform will automatically record all social engagement that the rep has with that lead. For example, they might send a LinkedIn connection invitation, that invitation is recorded, it’s also recorded when the account accepts the invitation. A profile change got it, a new tweet sent or LinkedIn comment we got that too.
Workflows – To increase productivity and ramp-up reps quicker, your reps can trigger workflows based on interaction events, like an accepted connection request. These are customized to fit your sales strategy, including automated social engagements and can even integrate with your marketing automation to provide your team with an easy to follow engagement flow. With Colabo your reps can even use custom templates for social to help with the right corporate message and increase conversations by >25%.
The best thing is that no matter how many interactions your reps have with their target accounts, or where they interact with those accounts, Colabo keeps a detailed record of the interactions in your CRM. Meaning that your reps can be more productive while abiding by internal CRM compliance standards … a huge burden lifted off of your shoulders.