How to Manage CRM Data effectively: 3 Tips for Sales Ops Teams

Sales operations is a critical piece of many sales organizations. In recent years, the responsibilities of sales ops teams have evolved beyond simply facilitating efficiency in sales teams. Sales ops now encompasses management of an organization’s technology stack and overall sales productivity.

CSO Insights conducted a recent study that defines sales ops as, “a strategic function, designed to provide a platform for sales productivity and performance by providing integrated methods, processes, tools, technologies and analytics for the entire sales force and senior executives.”

In this post we’d like to share a few tips for sales ops teams to manage CRM data effectively:


Define and Implement a Formal Sales Process

A sales process consists of a series of steps that your sales team takes to convert prospects into customers. A recent survey made by Vantage Point Performance and the Sales Management Association shows that companies that implemented a formal sales process experienced 18% more revenue growth than companies that did not. By defining the stages and related activities in your team’s sales process, you will be better able to identify and track indicators at each phase of a sale. This can help you determine where sales are most often delayed or lost and what improvements can be made.

Your CRM data is a powerful tool, but it is important to understand what is going on behind the numbers. Ttake the first step in generating an effective sales procedure for your team: gain a full understanding of the current process. Try to define the sequence of actions your sales team goes through to connect to potential buyers, identify and qualify leads, and ultimately convert leads into sales.

Think about breaking the elements of a sale down into a series of steps that might be categorized into one of three “stages” in the sales process. 1. Prospecting, or lead generation 2. Initial contact and lead qualification 3. Follow-up and personalized sales pitch. Recognize that there are many steps involved in each stage, and that any given step may require various iterations before it is successful.

Now focus on the data. Measure the activities related to each of these steps and consider the data in context. This will help you to identify the strengths and weaknesses in the current system.

There is always room for improvement, and good data management should inform changes to your sales process. What’s important is to focus how your team actually functions and to do your homework. Don’t forget that your team members are also valuable sources of information.

Consider these questions when developing revisions to your sales process:

  1. What strategies have reps found to be most successful? Are these strategies being applied universally?
  2. What steps are most commonly overlooked or neglected?
  3. What activities take the most time? Is this time productive towards closing a sale?
  4. At what stage are the most leads being lost? Why?
  5. How are leads classified? How does the sales process vary depending on a lead’s qualifications?

This kind of structural work in sales ops may take time, but you will ultimately gain a much more complete understanding of your data. This will give you valuable insight into your sales process and how to improve it.


Redefine Key Performance Indicators

Sales ops teams rely on all kinds of measurable metrics, but which are the most important ones to measure and track? You know these metrics as key performance indicators, and likely there are a handful that you constantly have your eye on. These standard KPI’s like sales closed, revenue generated, etc. are very important. However, do not make the mistake of thinking a handfull of metrics provides the complete picture of your team’s performance.Sales ops: gauge performance with KPI's tailored to your team's goals.Try reviewing your key performance indicators periodically. Keep in mind the specific goals your team has now and consider focusing more attention on indicators directly related to these goals.  For example, when implementing a new sales tool or strategy define KPI’s to track adoption. Is your company making a push to expand your product into a new market? Recognize the hurdles of initial entry and instead of focusing on the number of closed sales, give more attention to prospecting, or initial contact metrics. You can also define KPI’s to focus on problem areas in the sales process. Carefully track metrics related to a step in the sales process with a high loss rate to help determine what changes need to be made and measure improvement.

By periodically reviewing and identifying KPI’s that address specific goals, you can more easily set benchmarks for your team. This practice can also help you determine specifically where progress is being made, and where things can be improved.


Implement Sales Ops Tech Solutions

Sales ops is all about tech these days. With so many tools and technologies available for sales ops teams, look into products that can help optimize the use of your CRM data. Sales Enablement Technologies, like gamification software, leaderboards, and communication platforms can go a long way to help you manage your data and your sales team effectively.

When it comes to making the most of your CRM data with sales ops technology, visualization is key.

Consider investing in software that can help improve data transparency in your sales organization. For instance, live leaderboards are a great solution to keeping team members informed of both individual and group progress.

Tracking and displaying your sales team’s KPIs using leaderboards and data visualization technology can improve your team’s performance in the following ways. Data transparency helps team members understand their progress in relation to their peers and company goals. This increases individual and group accountability. Additionally, displaying rankings for key performance indicators can create a healthy sense of competition within your sales team that can improve engagement, motivation, and productivity. Tracking your KPI’s in real-time can also improve data quality by encouraging CRM user adoption and making it easier to spot bad data.

Check out Hurrah! Leaderboards!

Hurrah! Leaderboards software can help you manage and get the most out of your CRM data. Hurrah! is a broadcasting software solution for key performance indicators that integrates with major CRMs. The web-based application uses gamification techniques to interpret and display metrics in real-time. Designed optimally for inside sales organizations, it has proven to be particularly effective for engaging and motivating young members of the workforce.

Learn more about how leaderboards technology can improve your sales ops data management and boost your team’s engagement and productivity!

Contact us for a free demo of Hurrah!

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7 Strategies You Can Use To Improve Sales Productivity

Sales productivity has a significant impact on revenue and is the ultimate key factor for success in any type of business.

For sales reps, improving sales productivity means maximizing results while minimizing the resources expended. This is no easy challenge. According to a study conducted by Aberdeen Management, two-thirds of sales reps fail to reach their annual sales quota.

Moreover, it’s estimated that only 20% of sales reps among teams are top performers. Which leaves the majority of the workforce with room for improvement in the productivity department.

So, how to capitalize on human talent and be more efficient with the allotted time? Discover these 7 strategies you can use to improve sales productivity and form stronger relationships with clients and leads:

Invest in Technology

When properly designed and executed, Sales Enablement Technologies can make a huge difference, both increasing productivity and motivating sales reps.

Considering that the average sales rep needs to update over 300 CRM records per week, it’s no surprise that tech is rattling the sales world in the best of ways.

Measure Everything

According to a recent Accenture report, 57% of high performing sales teams rely on sales analytics, compared with the 16% of underperforming teams.

Tools such as leaderboards are extremely useful when it comes to visualizing the number of daily activities each seller has made, in real time, boosting awareness and recognition.

 

How to Increase Productivity: Measure Everything

 

Keep the team motivated

As we just pointed out, technology solutions may work like a charm. But just having the tools will not deliver the results.

The sales team must have enough motivation to actively embrace the technology and incorporate it into their daily workflow to boost productivity levels.

Always remember to focus on positivity and supporting each member of the team through the whole sales process.

Implement training programs

It takes over 7 months and almost $30.000 to fully train and onboard a new sales rep, according to a recent Aberdeen research.

Moreover, unhappy and unproductive employees often complain of the lack of learning opportunities provided by the company they work for.

Work on your priorities

Working long and hard hours doesn’t necessarily mean you’re being more productive. Productivity’s best-kept secret is simple: visualizing your priorities.

Research conducted by Wrike found that over half of sales reps feel unclear about their priorities. This directly results negatively on their individual performances and also on the overall accomplishment of collective goals.

 

Improve Sales Productivity: Work in your priorities

 

Eliminate or Automated Superfluous Tasks

The same Wrike study we previously mentioned also shows that 60% of sales reps feel that they are working on too many things at the same time.

Although many times it’s seen as an asset, multitasking can be counterproductive and lead to a lack of focus.

It’s estimated that sales rep only spend one-third of their time actually selling, which means the other work hours are spent on administrative tasks such as reading and responding emails, attending meetings and updating CRM.

Communicate With Your Team

Last but definitely not least, it’s impossible to take sales productivity to the next level without fluid communication to the team.

They need to know and to be constantly reminded of priorities and expectations. But also encouraged and engaged in open dialogue.

A Harvard Business Review survey revealed that 70% of employees are more engaged when senior leadership continually updates and communicates company strategies.

 

Improve Sales Productivity: Communicate With Your Team

 

How can Hurrah! Help Improve This Productivity?

When it comes to implementing strategies to improve sales productivity, we like to think of Hurrah! Leaderboards as the ultimate tech solution to adopt. For instance, it can be set to display various KPI’s, and dynamic values that managers want to track and relate to their team’s daily goals.

With Hurrah! you can measure the total sales for the day, the week or any parameter of opportunities won by team collaboration and effort. As far as motivation goes, Hurrah! is designed to inspire a culture of success. Both for individuals and the whole team.

Leaderboards can recognize achievements in a clear, customized and visually appealing style.

And how can gamification oriented software like Hurrah! help in the training process? It can greatly decrease attrition and turnover rates through fun interactive experiences.

Leaderboard contests and recognition can also turn mundane and meticulous training materials into easily-digestible and highly effective learning programs.

And finally, Hurrah! can become the ultimate communication tool for the entire team. You have the complete freedom to announce important meetings, share goals, present news, and events. Or get everyone excited about the company trip to the Bahamas (or so we hope! 😉).

Did you find this article helpful? Would you like to try Hurrah! for free? Let us know your thoughts in the comment section below.

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