CRM
Coach
CRM Top Priorities
Step 4/5: Team
Team Coaching, Training, and Performance
How often do you formally evaluate sales performance?
Annually
Quarterly
Monthly
Weekly
As needed
We sometimes struggle to effectively manage a remote team.
1 - N/A or Rarely a Concern
2 - Sometimes a Concern
3 - Serious Concern, Must Fix
1 - N/A or Rarely a Concern
2 - Sometimes a Concern
3 - Serious Concern, Must Fix
We are frustrated with lack of analytics or reporting, and our inability to generate insights to grow sales and increase customer lifetime value.
1 - N/A or Rarely a Concern
2 - Sometimes a Concern
3 - Serious Concern, Must Fix
1 - N/A or Rarely a Concern
2 - Sometimes a Concern
3 - Serious Concern, Must Fix
We miss opportunities to share best practices from top performers with the rest of the team.
1 - N/A or Rarely a Concern
2 - Sometimes a Concern
3 - Serious Concern, Must Fix
1 - N/A or Rarely a Concern
2 - Sometimes a Concern
3 - Serious Concern, Must Fix
We miss opportunities to use the CRM as our primary data souce, instead defaulting to spreadsheets.
1 - N/A or Rarely a Concern
2 - Sometimes a Concern
3 - Serious Concern, Must Fix
1 - N/A or Rarely a Concern
2 - Sometimes a Concern
3 - Serious Concern, Must Fix
We do not follow a consistent sales process across the entire sales team.
1 - N/A or Rarely a Concern
2 - Sometimes a Concern
3 - Serious Concern, Must Fix
1 - N/A or Rarely a Concern
2 - Sometimes a Concern
3 - Serious Concern, Must Fix
We have challenges in managing the sales pipeline.
1 - N/A or Rarely a Concern
2 - Sometimes a Concern
3 - Serious Concern, Must Fix
1 - N/A or Rarely a Concern
2 - Sometimes a Concern
3 - Serious Concern, Must Fix
Win/loss data isn't consistently collected after we either “win” or “lose” an opportunity.
1 - N/A or Rarely a Concern
2 - Sometimes a Concern
3 - Serious Concern, Must Fix
1 - N/A or Rarely a Concern
2 - Sometimes a Concern
3 - Serious Concern, Must Fix
Reps don't have a framework they can use in order to best choose what to work on at any particular time. (When unexpected demands arise or interruptions occur, reps can easily evaluate their priorities against everything else they have to do by using their next actions, deal pipeline, and calendar.)
1 - N/A or Rarely a Concern
2 - Sometimes a Concern
3 - Serious Concern, Must Fix
1 - N/A or Rarely a Concern
2 - Sometimes a Concern
3 - Serious Concern, Must Fix
Team Adoption and Training
We lack a comprehensive CRM training program to educate users on our system's functionality and best practices.
1 - N/A or Rarely a Concern
2 - Sometimes a Concern
3 - Serious Concern, Must Fix
1 - N/A or Rarely a Concern
2 - Sometimes a Concern
3 - Serious Concern, Must Fix
We don't currently provide ongoing assistance to team members to ensure they are comfortable and proficient in using the CRM.
1 - N/A or Rarely a Concern
2 - Sometimes a Concern
3 - Serious Concern, Must Fix
1 - N/A or Rarely a Concern
2 - Sometimes a Concern
3 - Serious Concern, Must Fix
We don't encourage feedback or involvement from the team in the CRM implementation process to increase buy-in and adoption.
1 - N/A or Rarely a Concern
2 - Sometimes a Concern
3 - Serious Concern, Must Fix
1 - N/A or Rarely a Concern
2 - Sometimes a Concern
3 - Serious Concern, Must Fix
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