Is it Time to Replace Your CRM?

Customer relationship management software enables companies to quickly find the necessary information required to make important business decisions. Sales and Marketing are more efficient and more effective with up-to-date CRM software and proper sales processes in place.

Did you know that a typical salesperson spends 66% of their time on admin and things other than talking to prospective customers? A poor CRM ensures that they are spending at least 66% of their time NOT SELLING. Many times, the CRM is intertwined with other company systems. Replacing the CRM can be a big project and the decision should be made carefully.

Below are five reasons why you may want to replace your CRM:

1. The Sales team complains about the time it takes to maintain and use the CRM.
   When essential CRM activities take longer than usual and eat into a salesperson's selling time, it's a good chance your CRM has outlived its usefulness. If your CRM isn't simple and easy to use, your team simply won't use it. There are simple, intuitive, efficient, and easy-to-use CRMs on the market.
   
   Customers and prospective customers expect quick responses. In fact, 50% of sales go to the vendor that responds first. A poorly functioning CRM increases response time and can cause lost opportunities. Poor response time and they're likely to go to your competitor who has a more efficient CRM.
2. It's difficult and time consuming for leadership to get the information they need to make essential business decisions.
   Decision-making is an integral part of running a company. If your sales team depends on Google sheets, Excel, or some other private source to keep track of sales leads, then there is a problem, a big problem for accurate decision making.
   
   A centralized source of information that is the 'single source of truth' ensures that the company leaders have access to the information they need to make critical business decisions. Searching through different systems for one piece of information can be time-consuming and frustrating. When your CRM software does not provide a single view into all the company's information, it's time to look at a replacement CRM.
3. Salespeople don't use the CRM and instead, keep their information in hidden silos.
   An outdated CRM software is likely to have limited functionality and can be hard to use. Modern CRM software incorporates new technological advancements to ensure salespeople spend less time on admin and more time with customers. The easier it is to use and the less time it takes to maintain the CRM means higher sales team adoption rates.
4. You are spending time and money on outside consultants for even the smallest change.
   Outsourcing CRM work can drive up operating costs. A company's CRM software requires constant evaluation to ensure it can sustain all the needs of the company. Having to delegate evaluation, updates, and maintenance to a third-party reduces efficiency of both management and the team. The ideal CRM should be easy for any user to pull reports, get data, monitor interactions, and set up and track sales activity.
5. Your current CRM provider is cutting support and the price is going up every year.
   When you notice a disconnect between pricing and service or support delivery, it's time to consider replacing your CRM. Price increases should align with the quality of services your CRM company offers.

An old or outdated CRM costs you time and money because simple tasks take longer to complete and your salespeople spend their valuable time on admin when they should be out there selling. A poorly functioning or an outdated CRM negatively affects productivity.

Besides, a team of frustrated salespeople is bad for business since their heart won't be in what they are doing. Customers can see through a dysfunctional CRM and opt to work with your competitor. A good CRM improves customer service!

Contact us today to learn about the HubSpot CRM - a system built for sales efficiency.