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Not Getting What You Want From CRM? Recommit to Training

Not Getting What You Want From CRM? Recommit to Training

Brian Gardner No Comment

Training is important when you’re first embarking on a CRM journey. But if you’ve had CRM in place for several years and you’re still not seeing the results you want, it’s not too late to train.

In fact, training should be ongoing with CRM to ensure buy-in and that your team is using the system as it was intended.

The key is to train on the WHY not just the HOW. Unfortunately, the WHY is typically missing from training on new technology.

But the more you can explain to your team why they are using CRM, and what a particular process within CRM enables, the better off you will be. You need your team to see the bigger picture to get ROI from CRM.

Show them the value of shifting their focus to the front end of the sales cycle and what that will do for the company. Involve your team in identifying communication gaps within your company that can be filled using CRM.

Training is not a one-time event. Encourage ongoing feedback. And never stop reinforcing the WHY, which can get lost when you return to the day-to-day.

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