CRM Manages the Relationship with the Customer. Right?
But your sales manager knows 2 secrets...
- Customers don't want to be managed (or acquired or owned or targeted or controlled or locked in)
- CRMs have sadly become repositories for measuring all those things customers don't want
Your sales manager knows that tracking dials, emails, calls, meetings, proposals & presentations is simply tracking the SALES side of the supposed "relationship" with the customer.
It's all one sided.
Here's a test: With your significant other tonight, talk about the family budget & just document all the points YOU want to make. Write them all down & ignore what your spouse wants.
Sleep well on the couch?
Sales strategy should be designed to engage & entice customers so they'll reveal what kind of information they want, what level of service they want to receive, how they buy, who's involved & how, when, where & how often to communicate with them.
Once that TRUE "buying process" is revealed, you can measure REAL "metrics" in CRM that ACTUALLY lead to sales.
Why can't you do that now?
/Secret #3 tomorrow!