Your CRM is your portal into your company’s operations and sales data and sales rep buy-in is required for it to meet its full potential. Yet CRM avoidance is a real thing and crafting a plan to manage reps who shirk your system is something you’ll have to do. Unless, of course, you roll out a CRM application your reps will actually want to use. Here are 5 reasons your sales rep won't use a CRM.

1. 5 REASONS
YOUR SALES REP
WON’T USE A CRM
Inside the mind of the modern-day salesperson
PRESENTED BY

2. FIGHT THE BACKLASH

3. NEW
NO
When companies introduce a new
CRM, sales reps are often reluctant
to adopt the new software.

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5. Let’s take a look inside your reps’
brains to explain why they aren’t using
their CRM tool, and how you can
convince them to change.

6. The CRM is too bulky.
Your reps may be saying:
“There are too many features.”
“I don’t know where to start.”
“This is taking forever.”

7. Reasons for this situation:
Insufficient training.
When you introduce new
software to your team, invest the
time to educate your reps. If they
understand how to turn their
tools to their advantage, the
complaints will stop.

8. Reasons for this situation:
The software is actually too bulky.
Try watching a rep enter a new
contact into your current CRM.
If it takes more than a few clicks,
you may want to reconsider the
purchase.

9. Working with your CRM should be easy. Look for:
A clean interface
Intuitive organization
Ease of use, especially
when it comes to
repetitive tasks like
entering leads

10. The CRM doesn’t integrate
with the tools I actually use.
Successful reps know which
tools they need to nurture their
work relationships.

11. Integrations are key for CRM adoption
A good CRM will work with the
tools your salespeople use, rather
than replace them. Look for
software that offers a happy
medium – reps get to use their
preferred tools and executives see
the top-level dashboard data they
need.

12. Integrations your reps may want:

13. The CRM sucks on mobile.
Salespeople need access to
customer information in and out of
the office. This includes entering
new lead and contact details and
retrieving existing information.

14. Salespeople are mobile. So should their CRM.
Reps need mobile solutions so they can
enter new leads and contacts in their
CRM immediately, not only when they get
back to the office.
Salespeople need to have access to
customer information no matter where
they are, not only from their desktop.

15. I’d rather be calling leads.
This translates to:
“I want to spend time selling
instead of typing data into my
CRM.”

16. Reason for this situation:
Reps don’t want to spend time
on administrative tasks.
They want to focus their work
on tasks that helps them close
more business.
A good CRM won’t impede
your sales reps’ energy - it will
be a useful selling tool.

17. What to look for in a CRM’s tracking tools:
Easy data entry and updating
Monitoring the outcomes of your calls
Ability to store call scripts, record
conversations, and make digital notes
Notifications about upcoming tasks
Customizable data fields

18. It doesn’t help me sell more.
If your reps say this,
changes are in order.

19. Reason for this situation:
A CRM should add value to your
sales team by making their work
easier and helping them close
deals.
Reports can show them where
they can make improvements and
where to focus their energy.

20. Key considerations for analysis:
The dashboard and contact list are just
the beginning of what your CRM should offer.
Powerful reports will spot trends
and generate insights.
Set sales goals and monitor progress
toward them.
Reports that show where deals are going wrong and
where reps are succeeding.

21. The CRM your team will actually want to use.
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post-PC CRM where your mobile CRM experience is just
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22. It is an intuitive, easy-to-use CRM tool
that takes just minutes to set up.
Base was designed and optimized to
make the customer management process
insightful and relevant to a new generation
of sales.

23. Features in Base CRM
Customizable pipeline
Unlimited contacts

24. Features in Base CRM
Automated tasks
Sales goal setting

25. Features in Base CRM
Dynamic reports
Integrations with other tools

26. Features in Base CRM
Free native mobile apps
Instant contact clipper

27. The only CRM built for people.
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