3 ways to get your sales team on board with using a CRM

Nov 10, 2021

getting your sales team on board with using a CRM

So, you’ve purchased a brand-new CRM system for your Real Estate business and are eager to see results, but your team isn’t as excited? Employees are still doing things manually rather than using the system to automate tasks. Getting your team to adopt automation in their day to day activities can be challenging. And even though top managers have already recognised the value of customer relationship software, making it the most frequently purchased technology solution, sales teams can still be reluctant to give up old habits and try something new.

“22% of all reported problems to successful CRM implementation were people-related or linked to user adoption” (Forrester Research)

Humans are creatures of habit, and it’s only natural that change can be perceived as something scary and overwhelming. This is why any newly implemented change must be presented in a way that demonstrates ease of use and benefit to the user. In this blog we look at 3 ways you can get your sales team on board with using a new CRM system.

Table of Content:

  1. Set the example
  2. Be clear about the why
  3. Set proper timeframes and share feedback

1. Set the example

“83% of senior executives explained that their biggest challenge was getting their staff to use the software” (Really Simple Systems)

As the leader of your team, it is important to demonstrate that you’re onboard with the change. You must first believe in the benefits of the CRM to be able to convince others. If you are asking them to adopt automation, you need to be doing so as well. If your team sees that you are using the system actively and it is helping you in various ways, they will feel less hostile towards the idea of using it too. After all, if you don’t want to use it, why would your team want to?

2. Be clear about the why

One of the most frequent issues that arises in the adoption of new software is the lack of understanding why it’s needed in the first place. Your salespeople need to see the necessity of a new CRM. Remember, just because you see it, doesn’t mean they do too. Be clear about the solution’s benefits. Explain how it works by running through its features and functionalities. Demonstrate how through automation, real estate workflows, tasks and activities can be optimised, freeing up their time to focus properly on nurturing leads and making more sales. Find statistics and real-life case studies, to evidence its effectiveness. If your team understands all the awesome benefits of a CRM System, their resistance will be minimised significantly.

Some of the main benefits of a CRM solution are:

  • Effective management of property listings
  • Centralised data for better insights and reporting on your customers and sales pipeline
  • Efficient and rapid flow of information between teams within the organisation
  • Increased operational efficiency through automation
  • Better planning of tasks, activities, and customer interactions
  • Improved customer retention
  • Higher customer onboarding levels

3. Set proper time frames and share feedback

With apprehension comes procrastination. This is why it is important to set a deadline for for implementing the new CRM system. Create a plan that allows your employees to gradually move away from outdated processes and procedures in favour of the new CRM System. Organise training sessions during which they can ask questions and practice. Also acknowledge those who have already started using the software. Ask them to share their experience with the team and describe how their daily work routine has been positively impacted.

If you’re on the look out for CRM software built for real estate, start a Free Trial of Qobrix’s real estate platform today. Discover a range of features and functionalities that will help you nurture enquiries, better manage your listings, covert leads, and increase sales.

 

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