Getting your sales team to use your real estate CRM software can be challenging. These statistics from SmallBizGenius also present a very interesting picture in terms of global CRM usage:
- 91% of US businesses with more than 10 employees now use CRM.
- In 2008, 12% of the businesses that used CRM used a cloud-based CRM system. By 2017, that figure had increased to 87%
- Only 45.7% of companies reported an adoption rate above the desired 90% in 2018
- Companies that use CRM successfully have improved their sales by 29%.
- By using CRM, customer retention and satisfaction rates increase by 47%.
- Conversion rates can rise by up to 300% using CRM.
So how do you get your sales team to use your real estate CRM?
In this blog, we provide 6 tips that will help you increase adoption rate.
Highlight the value and benefits
You need to demonstrate the value of your real estate CRM system to encourage onboarding. Treat your sales people as you would a customer and highlight how the CRM will be beneficial to them. People are usually motivated to use something when they properly understand how it will help them. Ensure they recognise how the CRM streamlines day-to-day tasks so that they can focus on critical lead management and sales activities. This should boost CRM adoption rates across your organisation.
Select a CRM that serves their needs
As mentioned in our most recent blog, choose a CRM that can meet the needs of your business and industry. Every sector comes with its specific workflows, lead management and sales techniques, administrative requirements, etc. Select a CRM that has been built to address these. Qobrix Real Estate software has been designed specifically for real estate agencies and property developers. Use it to boost lead generation and conversion, cultivate customer relationships, gain business insights, and improve sales. Manage your property listings effortlessly, generate marketing collateral, and integrate with popular MLS and real estate portals.
Focus on usability
Aside from choosing a CRM that fits your business requirements, ensure it’s also easy to use. User experience will play a massive role in getting your sales people to use the product. Navigation across the CRM must be simple, uncomplicated and quick. It should be intuitive and features and functionalities must be easy to find. Access to data and reporting capabilities should be quick. Pick a CRM that meets these requirements to ensure quicker adoption of the system.
Offer training and get feedback
Make sure you offer training so your sales people know how to use the CRM system properly and intuitively. With training comes confidence and removes any wariness that comes with unfamiliarity. Walk them through the CRM and demonstrate important features like adding contacts, converting leads, customising dashboards, manage property listings, etc. Once your team has been fully trained, get regular feedback to identify any areas for improvement or to ease any confusion.
Mobile responsive and remote access
It’s likely your sales reps are working remotely and accessing your CRM off multiple devices. This means you need a CRM that can be accessed from anywhere and has been optimised for use on any device. It needs to perform on different browsers and be easy to navigate irrespective of screen size. CRM adoption should improve when your sales reps see how easy it is to use no matter where they are or what device they’re using.
Get everyone involved
The age old adage of “lead by example” is very relevant in the context of this article. When your sales team sees all levels of management using the CRM, they’ll likely be more inclined to use it too. Demonstrate how you’ve adopted the CRM system into your routine and encourage your team to make it part of theirs. If you show the value that you believe your CRM brings to the table, you create a likeminded organisational culture.