Ease of Use Results in Quality CRM Notes
Sales people are a very busy bunch. How did our client mandate employees to log sales activities into their CRM while making sure that it does not take time away from their main focus, which is selling?
With Dial-A-Note our client achieved a 75% adoption rate within the first 2-months of launching. They saw an over 100% increase in CRM adoption, where CRM usage was previously encouraged but not mandated. Dial-A-Note enabled sales management to feel comfortable in requiring CRM activity logging because of the ease of use and the administrative burden avoided when using Dial-A-Note. Additionally activity quality increased immeasurably.
Whereas activities used to be very basic and limited to non-searchable free-form text fields, Dial-A-Note has allowed our client to revamp activity entry with searchable drop-downs to help them identify products discussed, type of meetings held, whether others participated in a meeting and how the client fits within their segmentation strategy.
Our client's ability to measure and analyze the sales team's activity and effectiveness has never been better. Users love the service because it has reduced the time they spend on entering better quality notes by over 75%, while also making it easier to use their CRM to schedule follow-up activities for their internals and minimize missed opportunities. Now more of the sales team's time is spent talking to clients, which benefits their clients and the company. It is rare to find such win-win scenarios.
How did our client overcome challenges that prevented sales reps from maximizing their time and focusing on selling? Sales reps are inundated with sales activities. When they're done, they also need to log those activities into their CRM...accurately.
Prior to using Dial-A-Note, our client faced many CRM challenges. With inconsistent logging of activities, reps had the freedom to use any transcription service they wanted, and which our client paid for. These transcribed notes had to be tagged for timeliness and accuracy. Dial-A-Note provided consistency in the way notes were being entered with a centralized solution that allowed our client to oversee the results. Dial-A-Note saved our users hours of time as it took the burden of time and expense and other administrative items away from sales reps hands, which enabled them to focus on selling.
After a firm-wide rollout, Dial-A-Note is now viewed as an extension of their firm. Currently, 100% of their retail channels in the U.S. use Dial-A-Note and usage is mandated by sales management.
An Extension of
How did our client get their sales team to enter more meeting activities into their CRM system? Was it overly burdensome? How is the quality of note entry now vs. pre-Dial-A-Note?
Prior to using Dial-A-Note, our client achieved 40% CRM adoption from their outside sales team. With Dial-A-Note, they now enjoy 90% CRM adoption. Now activities entered into their CRM are more timely, accurate and complete, with a significant increase in quality. Management's ability to measure and analyze sales rep activity and its effectiveness has never been better.
The enhanced data entered by Dial-A-Note allows our client to perform meaningful predictive analytics, equipping sales management with information to drive sales productivity. Time spent on entering better quality notes was reduced by 6-8 hours per week, while also making it easier to use their CRM to schedule follow-up activities. In addition, they have benefited from countless data stewardship projects at a fraction of the cost of doing them internally.