Many sales managers treat CRM software as a peripheral part of the sales position without intending to do so. When you bring a new sales rep into the team, make sure that even the most experienced rep receives ample training on your CRM software. Talk about what the information is used to do and measure the progress your new reps make on the system.
If you have too many fields set up, sales reps will quickly learn to shortcut the process. Instead, choose just a few fields that are necessary for tracking the behaviors you are examining and require your reps to fill them in every time.
If your CRM software is not set up to work with a mobile device, it’s time to talk with your provider. When reps have a mobile CRM solution set up on their phone or tablet, entering data can be quick and easy, something no longer relegated to an office day but done in thirty seconds as they wait for the elevator following an appointment.
Tie CRM software use in with other measures of sales success. If your sales reps see that their overall performance is tied to their CRM use, they will begin to prioritize it.