“My team doesn’t keep the sales pipeline up to date”
Hi everyone,
I am Samar from Gamifier, nice to meet all!
During this journey, with more than 400 companies, we learned some big challenges that sales teams have in using CRM and managing their behaviors in the process. But we also want to hear from you here.
We pointed out some frequent problems, and I would like to share each of them in the next few days.
Today, the first one: “My team doesn’t keep the sales pipeline up to date ”
How many of you already dealt with this situation? How did you manage or incentivize a behaviour change?
Share your thoughts.
Comments
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One of the best way : based their commissions on the number of activities they complete. And each sales meeting start by reviewing their Pipedrive dashboard. You will huge difference in a few days
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FX said:
One of the best way : based their commissions on the number of activities they complete. And each sales meeting start by reviewing their Pipedrive dashboard. You will huge difference in a few days
Some of our clients used to work based on commissions but also there was a challenge in finding some indicators to base them sometimes.
Do you believe that the "money" would be the only factor to incentivize a change?
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FX said:
One of the best way : based their commissions on the number of activities they complete. And each sales meeting start by reviewing their Pipedrive dashboard. You will huge difference in a few days
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Hi @Samar ,
My experience from the field, If the sales rep does not experience added value with keeping the pipeline up to date, they will not do it. This usually has nothing to do with money, but more with the process.
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FX said:
One of the best way : based their commissions on the number of activities they complete. And each sales meeting start by reviewing their Pipedrive dashboard. You will huge difference in a few days
Hello @Samar not only the "money" but you can too compare 2 sales-rep and find who have the best results
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In our case case having our CRM updated is 10% of our incentive for our yearly bonus.
It is importand for them to update and if they dont see the added value, maybe a training to show then what the added value is of having an updated CRM?0 -
Martijn Vriesinga said:
In our case case having our CRM updated is 10% of our incentive for our yearly bonus.
It is importand for them to update and if they dont see the added value, maybe a training to show then what the added value is of having an updated CRM?Hi @Martijn Vriesinga !
Consistency and training are important for sure. When they learn about the process and how system works create less friction to start building their habit of use.
And CRM really help to promote sales. But sometimes, they do not have so clear in mind that they can reduce administrative tasks, or understand what customer want and save time when priotizing deals by using it, for example. Like @Bert Calatz mentioned about the process.
But also we need to look at the whole picture about the team, their roles and the sales culture to gather some insights and find new ways to create new habits.
Got curious: How do you measure this update data in the CRM?
Did you try to run small contests with them, for example? Recognition has been part of the process?
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Martijn Vriesinga said:
In our case case having our CRM updated is 10% of our incentive for our yearly bonus.
It is importand for them to update and if they dont see the added value, maybe a training to show then what the added value is of having an updated CRM?In my opinion, the average sales rep experiences little advantage or disadvantage with the use of any sales tool. It will therefore not be very driven to use the tool.
However, the good sales rep sells with or without a sales tool. But having that said, a good sales rep always wants to do better than yesterday. And is therefore always looking for insights that help him or her achieve the goals faster. A good sales tool should provide these insights.
Managing the process, with the right KPIs is then key
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