Your sales team is responsible for arguably the most important piece of your business—driving revenue. However, according to CSO Insights, 65% of a salesperson’s time is spent not selling. This doesn’t come as a surprise—your team is constantly scouring the corporate knowledge base to move deals forward, and that doesn’t consider the time they spend updating the business on their deals.
I will start by painting the sales CRM adoption reality, collected from over twenty years of senior consulting and management experience in sales for companies like Mobify and leading Vision Critical as their EVP Sales from its early startup days to revenues in excess of $100 million. Then, I will turn the tables and show you how tying together your Salesforce CRM, enablement tools, and the team around you is the only way to move forward.
Enabling your conversations and deal intel is almost non-existent
How many times have you witnessed a salesperson from your team completely blank on a call? It happens to the best of us.
In an ideal world, your salespeople always stay ahead of their buyers with the right questions and answers at their fingertips. Moreover, they’d know exactly when to sprinkle in customer stories and deal insights to drive better conversations. When the pressure builds within the quarter to hit your number, leaving your teams personally responsible for picking up on every deal signal and knowing how best to respond with the best sales tools, feels more like a gamble than a sure thing.
Updating your team and Salesforce is a complete nightmare
Friday is everyone’s favourite day of the week—except you find yourself in 1:1’s with your team consistently nagging them to update the CRM. Truth is, every update, every to-do, and every back-and-forth with your team, slows everyone down.
It isn’t their fault. Your team fumbles in Salesforce to update their deals because there isn’t a holistic view available for them to make the needed changes—rather it’s an endless stream of clicks. To add to that, to do’s can get out of hand, making your system for managing them fall apart. Let’s not forget about the ad hoc process that’s in place when it comes to sharing notes, comments, and best practices across the channels everyone works in.
The reality is—updating CRM is a time vacuum
On average, a salesperson spends just over 4 hours per week updating their Salesforce CRM. That doesn’t sound too bad until you realize only 40% of the information actually needed ends up in there. Question is, how do we empower sales teams to start doing what they do best—sell?
Capturing notes and conversations is a tedious task
Sit back and think about your sales team for a minute. How does each individual take meeting notes? Evernote maybe? Google Docs perhaps? Dare we ask… scrap paper even? Have you ever wondered what happens to those notes once they’re taken? Not a whole lot if they aren’t appropriately actioned. Worse yet, the business creates a liability with every note that isn’t shared back from the sales team. How many deals have been reset or died after a rep left the business with their notes still in their personal Evernote?
The average salesperson finds themselves updating approximately 300 records per week. That equates to more time being spent in Salesforce searching for the correct fields and tasks to record—not to mention your sales team suffering from browser “tab-itis,” with your calendar and accompanying browsers being open simultaneously.
Moving forward: tie together your CRM, enablement tools, and the team around you
Remember that stat I mentioned earlier on how 65% of a salesperson’s time isn’t being spent on selling? Let’s change that!! It’s time to empower our teams to drive more productive meetings with sales tools that actually adapt to the signals of their buyer. Ending their calls knowing Salesforce automatically updated—every note, field, and task taken care of—will allow them to focus on what truly matters—their customers.
As salespeople, when we’re cranking out our cadences, we tend to forget that every deal is different. “One size fits all” sales processes don’t work, but know what does? Creating adaptive playbooks that activate the right sales tools to effectively navigate your buyers’ signals. More than anything, this helps with handover from your team. If you’re able to keep everyone on the same page with collaborative notes, you’re set! The key is to ensure seamless handover from sales to customer success and a consistent message back to your prospects. It’s time your team started focusing on their customers, tailoring their pitch to the buyer, and selling like a team.
At Dooly, we’re strong believers that capturing, sharing, and finding the information needed to close business should be made easy as taking a note. We wrote this article to make Salesforce users aware that a solution to the above mentioned pain points does exist—and it’s Dooly.
Successful teams all around the world, including the likes of Intercom, Vidyard, and Contentful, trust us to get closer to their customers and close more deals. It’s time you did too—get in touch and we’ll set you up with a 100% free 30-day trial.
Have great meetings. Let us take care of the rest.