Using a new CRM platform for the first time can be daunting, especially if you’ve been relying on more simple methods to track your sales pipeline, such as Excel. While every salesperson will have their own unique way of identifying and converting leads, to make this process replicable, CRMs have emerged as an essential tool for making sales success inevitable.
Despite this, some sales teams remain reluctant to adopt a CRM solution which can largely be attributed to some common myths. Whether you’re looking to revamp your sales process or are considering switching CRM solutions, here are some common myths debunked:
I don’t need something sophisticated
A recent Pipedrive survey of First-time CRM Users revealed that 16 per cent of salespeople were still
relying on pen and paper to track their pipeline before they made the switch. While handwritten notes
are a popular choice for some, who perceive them as more secure and reliable, the rollout of the
General Data Protection Regulation has put the onus back on businesses to ensure the appropriate
storage, management and user of citizen data. While there may be some initial setup, CRM solutions
are designed to streamline pipeline management and ensure compliance, rather than acting to further
complicate the process.
If it ain’t broke, don’t fix it
For as long as there have been computers and salespeople, Excel has been an easy choice for many.
The survey further revealed, 55 per cent of first time CRM users were relying on Excel before they
made the switch to a CRM platform. While some salespeople still rely on this method, its ease comes
at the cost of functionality. Modern CRM solutions are increasingly intuitive, helping salespeople to
automate repetitive tasks and identify hot leads, allowing them to close deals faster.
It’ll take too long to set up
While transitioning to a new sales system is a daunting task for many, optimising the sales process
has become an essential element of success in an increasingly competitive market. For some, nine
per cent of first time CRM users cite ‘time’ as a key barrier to adoption, this perception can be a real
mental hurdle to overcome. However, platforms have come a long way in streamlining the process of
getting set-up - so it shouldn’t take as long to transition as some perceive.
Ultimately, it’s important to look at the big picture. That small investment of time to change systems
will pay dividends in increased efficiency and allow you to focus on converting leads, rather than
creating more admin.
It’s not relevant for me
The same survey revealed that 11 per cent of sales professionals don’t use any sales system at all.
However, organisational tools are an integral part of the sales process. Many salespeople cite CRM
tools as being overly complicated or “too techy” to be useful to them. This misconception is likely
based on older CRM solutions that fail to put the salesperson at the heart. Modern CRMs are
increasingly being built by salespeople for salespeople, meaning at their core they are designed to offer an intuitive user experience. Whether you’re considering adopting a CRM solution or are thinking
about switching platforms, it’s important to ensure that the one you select, has been designed to arm
you with the knowledge, and as a result, the confidence to achieve a successful outcome.
All CRMs are the same
Whether you’re a first time user or someone who’s just switched platforms, not every CRM experience
will be a good one. However, only 7 per cent of salespeople surveyed were deterred from adopting a
solution due to a bad experience with a previous platform. While it can sometimes be easier to assume all solutions are the same, there is a wide array of CRMs which all offer different services, interfaces and features at varying price points. So while one may not work for you, that is not to say that none will.
Although CRMs all aim to help salespeople track and convert leads, how they achieve
this is different across platforms. Finding the right platform is as important as moving towards CRMs
Being one of the oldest professions, salespeople can sometimes be reluctant to update how they
operate, especially if what they’re doing is working. By breaking down these common myths and really
getting to the heart of what CRMs can offer in terms of delivering replicable processes, it becomes
clear that the right solution has the potential to streamline your pipeline, drive efficiencies and free up
salespeople to focus on closing more deals
By Tara Bryant, Senior Vice President of Sales, Pipedrive.