And you should do this regularly, as recommended by an article on the business2community.com website.
1) How is your CRM?
The Customer Relationship Management (CRM) system is important for sales. If your sales reps don’t enter information on a regular basis, you will simply not know what’s happening and thus be unable to manage your team properly. Your company will be losing leads and upper management will be without reliable information.
However, don’t blame the reps if they are not using CRM. Instead, be honest: do you use CRM every day? You sales reps need to know this. They should hear you referring to CRM at every meeting, as well as during every one-on-one talk. You need to promote CRM as the one and only relevant source of information concerning sales in your company.
If you personally don’t use CRM, ask yourself why. Maybe it is too time-consuming for you because it is impossible to orientate oneself in your system. Or your CRM doesn’t reflect sufficiently how the sales pipeline and processes operate within your company.
2) Do your sales reps know what to do?
When it comes to sales reporting and taking credit or bearing responsibility for their results, you should ensure your sales reps monitor their own performance throughout the working week. Your one-on-one talks are important but you need to allow the reps access to key reports.
Teach them how to analyse their own sales data. Show them how actionable insights can be generated and revealed. After you have done this, use future meetings to coach them and help them optimise their performance, as well as uncover more useful insights.
You can read other two useful questions in the next article.
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