Sell More: CRM Optimization in 3 Steps

Customer relationship management isn’t a set-it-and-forget-it system. Are you doing enough to ensure CRM optimization? Follow these three steps to get the most from your CRM software.

“Less than 5% of organizations who have invested in CRM technology are currently optimizing their investment,” writes Joshua Meeks for Sales Benchmark Index. He reminds startup and expansion-stage companies that CRM software is a tool, not a solution — it’s blunted without proper implementation and CRM optimization.

Meeks advocates trimming the fat off the data being entered into your CRM software as a good first step in CRM optimization. Your sales reps don’t need to be burdened or confused by metrics that have no impact on conversion. From there, Meeks suggests empowering your reps to spend more time selling by streamlining data entry as much as possible. Remember that “a new software tool is not always the answer.” Spend time on CRM optimization to make the most of what you already have and build a leaner, meaner sales machine.