80 Reasons to Love GoldMine CRM

Over the last few years the idea of an on premise, Windows based CRM program has been overshadowed by, on-line, web based, or hosted CRM programs, like SalesForce.com, SugarCRM, and hundreds, if not thousands more. Certainly there are benefits to hosted CRM solutions; ease of access, cross platform compatibility, initial out of pocket cost, and reduced maintenance from the IT department.

The Experiment

A few months ago we switched from GoldMine to a popular hosted solution. We started using GoldMine in 1995. 

While we loved the convenience of our new CRM, we began to find more and more features that the new program didn’t have that we had taken for granted from our old friend GoldMine.  Many of these were kind of “under the hood” items that have been part of GoldMine for 15-20 years, like the ability to intelligently merge duplicates, automatically rollover uncompleted activities to the next day, built in email client, spell checker, a preview window that eliminates hundreds of needless clicks a week.

At any rate the list got longer and longer and finally we decided to write it down and share it with the world. (Ok anybody who would listen or was thinking about switching either to a new CRM solution or from GoldMine.) If you fit in either category, check out our 80 favorite things about GoldMine, compare it to other CRM systems. If you'd like to discuss any of this, give us a call at 847-382-4500 or visit our website where you can see pictures of many of these cool features. BTW, we switched back to GoldMine as our CRM and are happy as clams!

80 Reasons to Love GoldMine By Tech.Sell Corporation

1.   Concurrent licensing – based on number of users logged in at one time. A big savings over “named user” licensing models

2.   Microsoft SQL Server licenses included with purchase or upgrade

3.   Includes Office integration with Word, Excel and Outlook

4.   Includes GoldSync for remote off line users

User Interface

5.    Very flexible drag and drop screen arrangement provides more Real Estate on the Top Half of the Contact Record

6.    Search, sort, group and filter by double clicking on any field

7.    Excel-type “Auto Filters” in most list views to make searching through a contact’s info so much easier!

8.    Preview Windows in most list views – eliminates the need to open each history, pending, detail record, linked document, etc., because you can see the details, including Notes in the preview pane.

9.    The Contact Search Center – so much more than a search tool.  Has the auto filters, described above, in addition to a “Grouping” feature.  You can slice and dice to your heart’s content, creating on-the-fly filters.  Results of your search/filter can be output to Excel, tagged for an instant filter – the possibilities go on and on.

10.  The Activity List – open activities and closed/completed activities, drill down by user, date range, type of activity, export to Excel with a click for an instant activity report.

11.   Quick Action Buttons on the Contact Record, Search Center, and Activity list to Schedule, Complete, create email or mail merge

12.  Open windows create tabs for easy navigation between them

13.  Recently Viewed Lists for quick navigation back to recent screens

14.  The Relationship Tree – track related records in a single org tree

15.  Rollup of Info for Multiple Contacts in an Organization

16.  Secondary contacts reside on the same record as primary contact

17.  Referrals – connect related contacts with a quick listing and link

18.  Spell checker in Email editor and all notes areas.

19.  View delegated activities still open in the activity center

20. Ability to link files or folders to the contact record

21. Automatic linking of email attachments to a contact record

22. Universal Search searches all of database, even info in linked documents

23. Social Media Links for LinkedIn Connections, Facebook, Google

Scheduling

24. Drag and drop activities on the calendar to other days/times

25. Schedule for one or many people

26. Auto schedule for groups of users

27. View the calendar of multiple users at one time

28. Send meeting requests and notifications

29. Click RSVP to delegate activities and receive notifications when the activity is completed or deleted

30. Sync calendar with Outlook

31. Auto Rollover activities – move uncompleted activities to next day

32. Auto update activities – reassign to another user, delete displayed activities, reassign to another user

Sales Stuff

33. Forecasted sales – can be scheduled like appointments. Fast and easy way to track opportunities when all the deal details aren't needed.

34. Opportunity manager allows capture of all details relating to the opportunity including multiple sales, linked documents/quotes, influencers, team members, etc. All linked to the related contacts.

35. Project manager – can continue form a closed opportunity. Track all the details of a project as well as scheduled activities for each user.

36. Dashboards for quick look at forecasts, scheduled and completed activities, forecasted sales, customer service issues

Marketing Stuff

37. Email templates for easy “one-offs” or email blasts

38. Email marketing tools

39. Create Personalized HTML Email templates

40. Store in library of email templates

41.  Built in searchable Info Center Library to capture and share literature, web clippings, policies and more. Centrally updated.

42. Integration with Word for mail merges

43. Integration with Excel for importing lists into GoldMine.

44. Create groups from the search center and group schedule or send email blast with less than 5 clicks.

45. Document library for Word, Excel, and Email templates including literature attachments

46. Output lists to Excel, Word, Windows Clipboard

47. Lead Management allows easy update of fields

Data management - Hidden geeky stuff that makes life so much easier

48. Easily create filters, groups or SQL Queries with built in wizards

49. Over 75 built in reports for contacts, analysis, calendar, and labels and envelopes.

50. Automated Processes / Workflow Wizard driven trigger events, emails, updates automatically

51.  Global replace of fields, switch data in filtered fields, automatically set proper case in all records or a filtered group

52. Ability to have multiple databases

53. Ability to Archive records

54. Ability to move document attachments and links to an alternate server or dive location

55. Territory Realignment Wizard

56.  “Record typing” allow different record views for different user groups or contact types

57. Customizable Tab Names

58. Built in Merge/Purge system to easily manage duplicates

59. Auto Update Fields based on info in other Fields

60. Record Ownership by user or group provides security

61.  Record curtaining choices Full/invisible, basic info or read only

62. Easy to Customize screen layout with screen designer

63. Ability to create calculated Fields

64. Relational Lookup Windows

65. Details for “many to one” data items like passwords, card numbers birthdays, family names etc.

66. Many security control options from fields to contact records to databases

67. Import/Export tools

68. Integration with Outlook Auto file emails in History, sync contacts and calendar

Customer Service And Issue management

69. Included Customer Service module to track, escalate and capture issues. Creates issues and case numbers.

70. All issues automatically become part of history on customer record.

71.  Full reporting and dashboards with automated tracking.

Mobility and Mobile Access

72. GoldSync – for off line remote use. Can be filtered to limit records belonging to sales rep or manager. Remote licenses and synching included with system

73. iGoldMine for full remote access to GoldMine and other server based applications (Like Citrix) Optional

74.  GoldMine Mobile product created by GoldMine is app for iPhone and iPad. Optional

75. WMobile – Provides access to 2 distinct interfaces. W Mobile Phone (for all browser equipped SmartPhones) and WMobile Desktop for any desktop browser or tablets. Provides almost all the features of GoldMine to remote users with no installation required.  Optional

More recommended GoldMine add-ons. (Optional)

76.  QuoteWerks – Great quoting program that stores all quotes, links to GoldMine creates opportunity and forecasted sale, emails to client and creates follow up and linked quote in GoldMine.

77.  MasterMine – Amazing reporting and data management tool, creates reports and live data links in Excel. Must see!

78.  DialPad – By W-Systems, custom interface let’s telesales team handle calls and data, drawing data from GoldMine and linking to a variety of VOIP phone systems.

79. CompanionLink – The granddaddy of syncing software – Links contacts and calendar to and from most anything including Google, Outlook, IPhone, and more.

80.  Riva – Amazing behind the scenes program that works with Exchange server to sync contacts, email and calendar to any exchange-connected device. No hassles and central set up.

81.  GoldBook – Oft requested link between GoldMine and QuickBooks. Can move or link, contacts, invoices, sales, etc. back and forth.  

So there you have it. Take it from 18 years of using and implementing CRM systems, these things really make a big difference in usability and results for any business team. A little professional guidance also goes a long way. Tech.Sell has 18 years of CRM and GoldMIne experience to offer.  847-382-4500

Gleanster - GoldMine best Overall CRM Value.

Gleanster CRM for Small and Midsized Businesses Benchmark Report Rates GoldMine Best in “Overall Value” and “Features and Functionality”

Posted on October 1, 2012 in ArticlesComments Off

We’re proud to announce that GoldMine received top honors in Gleanster’s recent Gleansight benchmark report on CRM for Small and Midsized Businesses.

Gleanster’s report evaluated 35 CRM vendors in four categories: Ease of Deployment, Ease of Use, Features and Functionality, and Overall Value. The twelve top firms in each category were ranked from “Good” to “Better” to “Best.”

A Summary of GoldMine’s Top Rankings:

“We are pleased that this new Gleanster report recognizes the overall value of GoldMine for our current and new customers. Today, it is more important than ever to have a solution for CRM and this report shows that GoldMine is a strong solution.”

According to Gleanster, small and midsized businesses are implementing automation for compelling reasons including targeting sales and marketing efforts, communicating proactively with customers, integrating disparate data sources, improving customer service efficiencies and more. If those sound like your company’s 2012 marketing goals, it might be time to consider implementing a CRM solution built specifically for small and midsized businesses.

There’s still time to get your free online CRM Assessment or free GoldMine demo and find out how GoldMine can help you achieve your own CRM goals.

The full Gleansight CRM for Small and Midsized Businesses Report covers CRM challenges, value drivers, performance metrics, and more, along with capsule reviews of 35 vendors. Make sure to download your free copy

How To Turn Leads into $ Dollars with your CRM

STOP LEAD LEAK
...Tech.Sell delivers Lead Tracking and Sales Management Systems

Problem: 80% of all leads are never followed up on.

Objective: Stop losing leads, by tracking all leads, assigning to reps, measuring and tracking results. AND KEEP IT SIMPLE!

From a current customer: 

"We use the program regularly and it serves as a great tool in our weekly sales
meetings. From everything that I can see, and experience, it is progressing quite well.

In terms of sales improvement, I can say, with certainty, that the program has held our
sales team far more accountable for their follow-ups and this has greatly diminished
the issue of any prospects "falling through the cracks".

Lizzie Ephraim Modern Process Equipment, Inc

Tech.Sell's steps to accomplish:

• Understand your firm's lead handling and sales process
• Integrate a simple process to identify the status of every lead and opportunity into your CRM system. Which means daily updates.
• Create a basic set of reports to track results and status by rep and lead source.
• Train sales and involved managers on the system and required reinforcement
• Regular coaching sessions with Tech.Sell consultant and manager(s) to review results, Q&A and make modifications

Ala carte goodies:

• CRM system implementation: GoldMine, SugarCRM, LeadMaster
• Mobile access phone, ipad etc.
• Additional reports/measurements as needed
• Dashboard charts
• Website lead import form
• Campaign setup and click thru tracking
• Automated follow up email nurturing process.
• Sales process development
• Quoting and Quote tracking systems
  
  For more info or to talk with a Tech.Selling coach about your lead system, call us at 847-382-4500 or click here

Galaxy S3 vs. IPhone -Hands on! Why I switched back!

After 20 days of way to dedicated effort I returned my Samsung Galaxy S3 and turned my iPhone 4s back on. What an amazing relief. Why did I switch after being an IPhone owner since week 1? Who knows, need for a change, really cool ads for the S3? Bigger is better? New is better? 

The biggest thing I learned. When it's all said and done, the Apple system is the easiest and best system you can use. The iPhone and IOS6 is almost impossible to move away from if you are a Mac user. Everything links and syncs seamlessly. Calendar, reminders, contacts, bookmarks, email, text messages and pictures. This is the stuff we live by. I was able to get some of this covered with apps like Smooth Sync for iCloud calendar and contacts. About $3.00 each.  You can do photo uploads with Google+. 

Size Matters! Smaller is better. You know that commercial where a thumb is tapping around the iPhone screen? Pay attention boys and girls. I am about 6 ft tall and have big hands, and I have to say the S3 is too big for one handed use. If you want a mini tablet, it's too small but it's a phone. When it's much harder to call, and really hard to text, forget it. You almost have to use both hands to do things that you can easily do with a thumb on the iPhone. And I can't imagine how one can use the Samsung Galaxy note 1 or 2 as a phone. Waaayy to big!!

Confusion: Android gives the user a lot of flexibility. The widgets for various apps are cool to start with vs. the boringly structured, inflexible, apple interface. But guess what. when it's all said and done the widgets take up a lot of space and if you have a lot of apps, you have to do too much page flipping to get to the ones you want. I found myself eliminating lots of cool widgets and going back to icons that wound up looking a lot like, you guessed it, the iPhone. 

I found many of the apps I took for granted on the iPhone weren't quite right on Android. I went through 4 email clients; Samsung mail, k9, Aqua mail, and another I can't recall and all had some issues. Couldn't reliably connect to an Exchange account, would be slow to get mail. (You know where you have an email on your iPad but can't get it to show up on the phone. or you delete a bunch of emails on the S3 and they are still on your computer? 

I never found an app on the Android that had more features than it's iPhone counterpart. But I found a lot that were missing features or just didn't work on Android. 

So when it was all said and done. I wasted a lot of time trying to make the switch work for me, but foggeddaboutit! Not worth it. Maybe if you don't care about everything syncing and you have hands like an orangutan it will be a wonderful choice. 

A final note. When I got the S3 AT&T had a 30 day return policy. When I took it back they said, oh we changed it to 14 days. So if you switch. Don't sell your iphone till you are sure, and make up your mind in less than 2 weeks. 

Nimble adds nifty notification features

New Product Features From Nimble

Empower Teamwork with Task Notifications

With Nimble's new task notifications, tasks you create for yourself or assign to others will never fall through the cracks. You'll receive alerts when tasks get assigned to you, or when the tasks you assigned to someone else gets completed, reassigned, or deleted. You'll also get alerted when a team member comments on your task or on one you assigned to someone else.  

3 Types of Notifications:

Notification Counter

Nimble counts the number of unread task notifications and displays them on the top-left corner of the application. 

 Click on the Nimble icon to see more details about the tasks. 

Pop-up Window Notifications

If you are using Nimble when a notification occurs, a popup window will appear. 

Email Notifications

Email notifications are perfect for when you're away from Nimble. Not only will you get alerted about the task, but you'll also get the full description, comment history, and contacts or deals related to the task.

Try Nimble FREE HERE! or Call Tech.Sell for info or a demo.

WMobile Latest Build 3.01.056 Available

wMobile 3.0 has been available for some weeks now and has stabilized nicely.

We have updated our wMobile documentation (PDF) to include What is New in wMobile 3.0.

One of the most powerful areas of wMobile has become our email archive functionality.  Take a look at this short article (PDF)  describing the functionality. 

We have today updated wMobile to our latest Build 3.01.056.  As usual ourinstaller will install new instances or update to the latest version.  If you are on version 2.1, make sure you update to the latest version of wmobile 2 before you move to version 3.0.  The wMobile 2.1 installer will update an existing system to the latest version of 2.1.

New Features in Build 3.01.056
2980    Support for Conditional Lookups
3055    wMobileDesktop: Add support for username/userfullname/date/time in GMViews

Fixed Defects Build 3.01.056
4488    Error on Dashboard               
4480    Warning on mobile contact screen that contact is not geocoded               
4478    wMobileDesktop: Contact Editor not usable after added OnFieldsFocusedEvent               
4466    Make Date Controls Bigger               
4359    WT_Configuration.version table shows version 2.1               
4484    Not all Opportunities are being displayed               
4431    Uninstaller Error               
4479    Add support for view specific field labels when creating filters               
4477    ManagerConsole - Ask for app pools/services restart when saving system settings.               
4482    Add ability to change SQL Server Password/User in Manager Console               
4490    Add a new registry key "RestartComponents" - Possible just from Manager Console               
4491    Updates unattended installer support (for wMobile Tests)               
4414    Enable AutoImport service                
4446    Add a new GoldMineSysData folder check, because sometimes the check/repair for API aliases fails because of this.               
4449    Support for hh:mmt time format in details               
4458    RGMS Installation: Sql Settings detection and GoldMine Settings detection does not work if we have a real ini for system data folder               
4460    Web Settings Repair fails in some cases               
4461    Pad settings in wMobile Desktop not upgraded properly               
4463    Map directions from office not working               
4464    Manager Console: Change Database writes wrong password in the regs.                 

Improving ROI on your CRM investment

What are some of the most "dangerous" thought processes in selecting a CRM system. 
Too many companies realizing they don't have a customer management system, focus on the wrong things. They look at software or technology issues instead of business issues. 
Here is a list of those nice to have tech items that won't impact your bottom line. 

1. Does it link to Outlook?
2. Can I sync with my calendar on my iPhone?
3. Can I use it on my ipad?

Focus on these business issues to impact the bottom line. 

1. Track all your leads to closure 
2. Do targeted email campaigns
3. Measure neglected customers
4. Increase customer touches 
5. Increase follow up by 100%
6. Measure field sales activities
7. Centralize and share all customer information in one shared location
8. Expand best practices to all users
9. Eliminate redundant repetitive time wasters. 

While we're on a roll, here are a few other program killers.

1. "It costs more than we wanted to spend" Develop a realistic budget with the help of a consultant who's done this before. 
2. "We don't need to customize it. We can worry about that later." If your CRM program doesn't look act and work for YOUR business it won't work at all. Your system should reflect the work and language your people use everyday. Then it becomes a tool to improve productivity. 
3. "Our IT department will manage the system." IT folks have unique skills and a hard job, but they rarely have run a business. Don't ask them to develop sales process, marketing programs, etc. It will not work!
4. "We don't really need any reports to start with." Without even the simplest measurements of who's using the program, you can not improve the system and many users will ignore it. 
5. "We'll do our own training." Training is critical. It is complete when every one is using the program effectively. Work with a consultant who knows the program and has extensive business experience. Look for a blend of software and process experience. 
6. "Top management expects this to work....but they aren't going to use it." Death!! A CRM system is a the core of customer related information. IT's not just an email client and a calendar. Top management needs to understand and adopt this powerful tool first. 

That's for starters. I bet you have some of your own. 

Need some help with your program? Tech.Sell has been helping customers get more from their CRM system for nearly 20 years. We are a partner for GoldMine, SugarCRM, LeadMaster and Nimble. Give us a call at 847-382-4500 or stop by our website. 

QuoteWerks- Close more quotes with a better system

Quoting is critical to every company, yet it is one of the most technically forsaken areas of business today. Why? Because in many small to mid-sized companies, quotes are created in Word or Excel.

Sounds OK but, there are some big problems with that method. Quotes can vary in composition, i.e. the terms and conditions may not be correct, logs or company info may be outdated.

These Word or Excel quotes are frequently stored on individual reps computers making retrieval, checking and follow up nearly impossible. So how can you get control of and improve the quoting process? Check out QuoteWerks.
QuoteWerks links seamlessly to GoldMine or SugarCRM. That means when you create a quote QW goes to the CRM, finds your contact, fills in the info, then links the quote, to the contact, creates a forecasted sale and a follow up call automatically! 
How slick is that? !!!!

What can QuoteWerks do for your company?

• Cut quoting time in half (at least)
• Establish a single location for all quotes (no lost quotes)
• Deliver a professional image (every time)
• Integrate follow up with your contact manager
• Sync remote users with the main office
• Integrate with QuickBooks
• Create PDF and E-mail with a single click!

QuoteWerks fits into your existing environment of software. It works with the software that you store your customer information in like ACT!, ACT! for Web, Autotask, ConnectWise, GoldMine,Maximizer, MS Dynamics CRM, Outlook, Outlook BCM, salesforce.com, SalesLogix, and SugarCRM eliminating the need to re-type customer information. QuoteWerks also has its own built-in contact database.

For more info on QuoteWerks click here! or Call Tech.Sell at 847-382-4500

6 Ways to Increase CRM Adoption Within Your Sales Staff

Sales managers usually have no problem grasping the value of CRM.  For sales people, however, CRM is often viewed as a new burden, a hindrance and an example of the sales manager shifting his work on to them even the “Big Brother” syndrome.  In reality, it’s as helpful to sales staffers as it is to managers, if used right. But perception is reality – so sales managers need to help overcome preconceptions. In other words, sales managers need to sell CRM to their sales staff.

Introduction

The way the concept of CRM is defined during the sales process can sow the seeds of its ultimate failure. Because the decision makers are often sales managers rather than actual sales people, the pitch is usually made to them that CRM makes it easier for the managers to manage their sales staff. Which is true.

But what’s in it for the sales staff? They’re the ones who will spend extra time entering data into the CRM application. If the purpose of the CRM application were to give their bosses more information with which to browbeat them, why would sales staff use it?

Of course, CRM is much more than a management tool – and it’s most effective when it has more data entered into it. That doesn’t result in mere managerial success – it means success for the entire sales team and success for the entire business. So how do you get past the perception that CRM is an eavesdropping tool for sales managers and a burden on the sales staff, and instead cultivate a view that CRM is a tool that helps everyone in the organization?

Simple. You have to sell the sales staff on CRM.

Six Ideas for Selling CRM to Your Sales Staff

Here are six ways to position CRM to help you demonstrate to your sales team that using CRM will make their lives easier and their commission checks larger.

1. CRM is a memory accelerator

With sales teams shrinking, quotas rising and sales pros constantly begging for greater numbers of leads from marketing, at some point the data becomes overwhelming. No one can hold all of the pertinent contact information in his or her head, before it too becomes overwhelming. However, once that data is entered into CRM, it’s there for good. Think of it as an assistant for the sales pro’s brain. Worry less, sell more!

2. CRM organizes your activities

Sales people have complicated calendars, especially if what they sell has a long sales cycle. That can result in a homegrown reminder system to help follow up with calls or collateral. But the homegrown system of post its, yellow pads and Outlook calendars often start to groan under heavy burdens. Increase the number of leads you’re working on by 30 percent, and watch the leads and follow ups start slipping away? CRM is great for building a follow up and reminder system into your daily process. They help standardize the sales processes so that you never forget to schedule a follow-up call.

3. CRM Reduces Paperwork

CRM helps lessen the burden other reports have traditionally placed on the sales staff. Examples include the weekly “call” reports, sales funnel status update and forecast updates. When selling data is entered into CRM, the application automates these activities entirely.

4. CRM lets you share intelligence

Of course, sales people are fiercely jealous of the accounts they’re working. However, it also makes sense to compare notes. If one selling approach is working, why keep it under your hat? Tracking selling patterns allows sales people to see what works for them, and what might work for others; instead of having the sales manager impose a set of “best practices.” CRM also makes it much easier to get productive when territories shift or when responsibilities change; When changes are made, historical data is immediately available to help get the sales pro who’s inheriting them up to speed.

5. CRM keeps you more aware

If you’re in sales, especially on the B2B side, you may already check on prospects by looking them up on LinkedIn. CRM is becoming increasingly attuned to the social world – and instead of having to look up prospect or customers’ social profiles manually each time, socially-enabled CRM applications can pull this data into the customer record, doing your research for you.  More time selling and less time Googling!

6. CRM ensures recurring sales

While the immediate benefits to sales are nice, the behind-the-scenes benefit to sales are great as well. The customer record is useful to customer support, which can understand the relationship between the customer and the company and use it to provide better service. It’s also a big help to marketing, which can better segment the customer audience for its messages and use the data to hunt down better qualified leads. Suddenly the sales pro is not alone. The office team is helping take batter care of clients and find new opportunities through automated marketing campaigns.

Strategies for Selling Your Sales Staff

While positioning CRM’s benefits in terms that appeal to the sales staff is an important first step, it’s not all there is to getting complete buy-in. As in any sale, you’ll need to break through skepticism in order to win your customers over.

Promote Successes

Nothing beats the skeptics better than real results. Keep an eye open for early wins that resulted from the use of CRM. Keep an eye out for the eager early adopters within the sales team, and watch their wins. When a sales pro can point to a sale and describe how CRM helped get him closer to a close, take notes and make sure everyone on your sales team hears about it.

Real Time Forecasting

Another area where CRM use helps the entire sales organization is forecasting. The committed use of CRM by the entire staff leads to more accurate forecasts, which can eliminate frantic quarter ends in which the staff tries to make up the gulf between what’s been forecast and what the actual sales numbers are. CRM use promotes real-time forecasting based upon your sales process and what’s happening now versus what you hoped for 90 days ago.

The goal here is to back up your assertions of how useful CRM is to ordinary sales staff not just for generating reports for management but for increasing commissions for sales people.

Positive motivations – like examples of CRM successes – tend to be more successful than punitive motivations. For example, making CRM use into a monthly competition between sales people – in which consistent users are rewarded with a prize at the end of a sales period – can be an effective motivator.

Introducing sales enablement technologies like Smart Phone or iPad apps that keep the sales data in the reps “pocket” are great rewards!  These give reps a leg up on sales information. They also make nice prizes for reps that embrace the system.

Punitive motivations – like reducing commissions on sales that weren’t tracked through CRM – can be effective, but they tend to reinforce the perception of CRM as a tracking tool for management. A mixture of carrots and sticks may be needed to drive total adoption, but try to lean toward the carrot side of the equation to maintain staff effectiveness.

Conclusion

CRM has a many benefits for your business – and to everyone within your business. But change is tough, especially when your sales staff is already succeeding at what they’re doing and they perceive new technology as a hindrance rather than as help. If you want them to help you as a sales manager you need to demonstrate to them how CRM can help them boost their commissions while making their lives easier. Just as in selling any other product, it’s important to frame CRM in terms of the problems it solves for your sales staff.

Abridged from the full white paper by Chris Bucholtz for SugarCRM. 

Click this graphic to download the full White Paper.

For more help with your CRM and your sales team, please visit Tech.Sell.