If you look at it from the perspective of the sales representative, one of the principal benefits of CRM (and I’ve selected, implemented, and used them all – Microsoft CRM, Salesforce.com, Oracle CRM, Sugar, you name it) is creating a “book of record” for opportunities and client touch points.
I know where my opportunity stands. I know the sales stage we’re in. I know the people making the decision. I know our allies and our detractors. I have all my correspondence to and from our buyers. I have the latest feedback from the influencers. I’ve documented our partners on the deal. Ditto the competition. I know our relative strengths and weaknesses. And, here is the coolest part – SO DO YOU! In fact, everyone in the organization has this information in one, centralized spot.
This is why my pet peeve is doing perpetual deal reviews for various members of a pursuit team – catching them up. As the Sales Rep, this consumes untold cycles of my time.
If you want to know about a deal, please go review the notes on it in CRM!
Otherwise, why am I doing this typing? (I’m the one who already knows this information, remember?)