INSUBCONTINENT EXCLUSIVE:
Forward-thinking companies already know the enormous benefits a CRM can provide
The right CRM, properly used, is a single source of knowledge that can deliver transparency, accurate sales forecasts, efficient resource
But there is one big caveat to all of this: CRMs are only as good as the data that goes into them.Think of it a bit like a car: When a
vehicle is gassed up, it can drive beautifully
than done.Though employees who use a CRM will find that they can be more productive and make more money, it can remain difficult to convince
employees to enter data into the CRM on a regular basis
CRM companies lose data integrity, and a lack of data integrity causes CRMs to lose their value
So how do you get people to input data into the CRM and ensure data integrityMake CRM usage mandatoryOne school of thought is to make data
entry into a CRM mandatory
That approach could translate into weekly meetings where sales teams share updates on progress towards their quotas
necessarily the best choice for all businesses
If the end goal is to have employees recognize that a CRM is a powerful tool to help them stay in contact with prospects and customers,
track orders, or make planning decisions based on real data, a better approach is to give reasons for employees to think positively about
In fact, according to research conducted by Gallup, companies with highly engaged employees have earnings per share that are 147 percent
The problem: Only 13 percent of employees around the globe qualify as being genuinely engaged.How can gaming help drive CRM usage and
this works comes from the factory floor at toolmaker Ingersoll Rand
Using software attached to its smart screwdrivers, the company was able to track how quickly workers were completing their assigned tasks
This is obviously a good way to measure how productive an individual employee or a group of workers are compared to others
But gamification unleashes our innate competitive natures in a non-threatening manner
take advantage of that impulse
Gamification could be incorporated into CRM usage just as easily as it could be deployed on a factory floor
By making CRM data input a field of play and by tracking and rewarding employees for their performance, companies receive all of the
employees are motivated initially by their competitive spirits, they will eventually come to realize all the ways that a CRM helps them in
When that happens, reliably inputting data into the CRM becomes much more than a game
