Improving Sales….With CRM & Just 30 Seconds a Day!
Coaching your staff with CRM, is different than managing your staff with CRM. Coaches are dedicated to improving their employees, no matter what the cost. The result, if done effectively is increased sales and higher morale using a CRM tool. Many believe the process of coaching is arduous, time consuming and filled with questions – nothing could be further from the truth. A well designed coaching plan using Customer Relationship Management can accommodate your skills, abilities, and schedule to experience success. Keep in mind, it is up to you and is dependant on your commitment to improving, not maintaining status quo in your staff.
There are a number of different ways that you can coach your staff to better performance with CRM Software in short increments of time. One particular technique is the "30 second coaching technique with CRM." This technique is designed to make an immediate impact on a staff member for a job well done. If an employee is struggling with up and cross selling using CRM, and you overhear them doing a good job at it. Stop, and if appropriate place a hand on their should and mention, "Bob the interaction you just had with Sally from ABC Company was excellent. I heard you offer our deluxe upgrade option to her and that was a great decision based on her needs. Keep up the good work and note this in your CRM Software!" This technique seems so simple but leaves the person with a great impression about Customer Relationship Management that the positive comments will contribute to continued success. Positive affirmations can go a long way in improving performance.
Another great technique that can be used is the peer to peer coaching technique with CRM. This particular method has colleagues working with one another on a specific skill or attribute using Customer Relationship Management. If a staff member is struggling with cold calling, two reps may be asked to role play a cold call. Following the interaction they may score one another and provide feedback for additional improvement, refer to CRM. The great part about this technique is that it does not require the manager to be present. The manager would want to check back and see how the interaction went and also review the feedback sheets that were provided to the employees.
