{"id":14540,"date":"2023-11-06T14:57:51","date_gmt":"2023-11-06T12:57:51","guid":{"rendered":"https:\/\/www.minicrm.ro\/blog\/?p=14540"},"modified":"2023-11-06T15:09:57","modified_gmt":"2023-11-06T13:09:57","slug":"de-ce-urasc-sau-iubesc-angajatii-din-vanzari-crm-urile","status":"publish","type":"post","link":"https:\/\/www.minicrm.ro\/blog\/2023\/11-06\/de-ce-urasc-sau-iubesc-angajatii-din-vanzari-crm-urile\/","title":{"rendered":"De ce ur\u0103sc sau iubesc angaja\u021bii din v\u00e2nz\u0103ri CRM-urile?"},"content":{"rendered":"\n
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Ca orice instrument, depinde de persoana care \u00eel m\u00e2nuie\u0219te. A\u0219 putea folosi un ciocan pentru a \u00eenfige eficient un cui \u00eentr-o sc\u00e2ndur\u0103. Altcineva ar putea prefera o piatr\u0103. Unui tip \u00eei place s\u0103-\u0219i foloseasc\u0103 fa\u021ba. La finalul zilei, tipul care \u00ee\u0219i folose\u0219te fa\u021ba ar putea fi de fapt \u00een frunte cu cele mai multe sc\u00e2nduri b\u0103tute \u00een cuie… dar, omule, o face \u00een mod dificil (\u0219i dureros).<\/em><\/p>\n<\/blockquote>\n\n\n\n

Dac\u0103 \u00eei \u00eentrebi pe manageri, 65% din utilizatori spun c\u0103 CRM-ul a crescut veniturile din v\u00e2nz\u0103ri \u0219i 50% consider\u0103 c\u0103 a crescut productivitatea (IBM. Microservices in the enterprise, 2021<\/a>). <\/p>\n\n\n\n

Dar s\u0103 implementezi cu succes un CRM depinde foarte mult de angaja\u021bii care o s\u0103 \u00eel foloseasc\u0103. Cel mai frecvent, ace\u0219tia sunt oamenii de v\u00e2nz\u0103ri dintr-o companie. Iar p\u0103rerile acestora despre CRM sunt \u00eemp\u0103r\u021bite\u2026<\/p>\n\n\n\n

Am folosit social media pentru a avea c\u00e2teva conversa\u021bii anonime cu reprezentan\u021bi de v\u00e2nz\u0103ri despre p\u0103rerea lor general\u0103 legat\u0103 de CRM-uri. Iat\u0103 ce ne-au spus unii dintre ace\u0219tia. <\/p>\n\n\n\n

De ce ur\u0103sc angaja\u021bii din v\u00e2nz\u0103ri CRM-urile\u2026<\/h2>\n\n\n\n

\u2026\u0219i ce contra-argumente le dau cei care iubesc CRM-urile<\/p>\n\n\n\n

1. Sunt prea obi\u0219nui\u021bi cu Excelul, agenda etc.<\/h3>\n\n\n\n

Printre cei care au r\u0103spuns \u00eentreb\u0103rilor sunt \u0219i destui reprezentan\u021bi v\u00e2nz\u0103ri de mod\u0103 veche. \u00cen cazul acestora, s\u0103 renun\u021be la sistemele pe care le folosesc deja de mult\u0103 vreme, este dificil.  <\/p>\n\n\n\n

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Anonim<\/p>\n

Reprezentant V\u00e2nz\u0103ri<\/p>\n <\/div>\n <\/div>\n

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\u201cDe\u0219i compania mea folose\u0219te un CRM, eu am un Excel. Am o coloan\u0103 cu pa\u0219ii urm\u0103tori, una cu deadline, una cu cel mai recent contact, una cu valoarea deal-ului, alta cu stadiul v\u00e2nz\u0103rii. Mai adaug unele coloane pe parcurs.\nRecunosc c\u0103 unele spreadsheet-uri pe care le-am folosit \u00een trecut au devenit cam mari la un moment dat. Dar eu \u00eenc\u0103 nu am v\u0103zut un CRM care s\u0103 m\u0103 ajute la fel de mult ca un spreadsheet Excel.\u201d<\/p>\n <\/div>\n <\/div>\n<\/blockquote>\n\n\n\n

<\/p>\n\n\n\n

R\u0103spunsul unui alt utilizator la acest argument:<\/p>\n\n\n\n\n

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Anonim<\/p>\n

Reprezentant V\u00e2nz\u0103ri<\/p>\n <\/div>\n <\/div>\n

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\u201cAsta \u00eencerc \u0219i eu s\u0103 fac acum (n.n. s\u0103 folosesc Excel), dar f\u0103r\u0103 remindere automate \u0219i cu update-ul manual al cifrelor, e un co\u0219mar s\u0103 \u021bin pasul.\u201d<\/p>\n <\/div>\n <\/div>\n\n\n\n

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Iar al\u021bi agen\u021bi vorbesc despre dificultatea de a re\u021bine informa\u021bii \u00een lipsa unui CRM. Excelul sau agenda nu sunt nici pe departe suficiente, \u00een opinia lor:<\/p>\n\n\n\n\n

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Anonim<\/p>\n

Reprezentant V\u00e2nz\u0103ri<\/p>\n <\/div>\n <\/div>\n

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\u201cUn CRM bun este o necesitate. Am vorbit cu 30-200 de persoane pe zi, am dat 1.000 de telefoane\u2026 pur \u0219i simplu nu am cum s\u0103 stochez o asemenea cantitate de date \u00een creierul meu.\u00a0\n\n(…) Un CRM organizeaz\u0103 totul pentru mine, cu cine trebuie s\u0103 vorbesc, teritoriul meu, am tone de deal-uri active \u00een desf\u0103\u0219urare \u0219i CRM-ul urm\u0103re\u0219te toate e-mailurile mele \u0219i r\u0103spunsurile de la clien\u021bii poten\u021biali\u2026 Toate informa\u021biile sunt la \u00eendem\u00e2na mea.\u201d<\/p>\n <\/div>\n <\/div>\n\n\n\n

<\/p>\n\n\n\n

Dar compara\u021bia cea mai bun\u0103 dintre CRM \u0219i alte unelte o face urm\u0103torul reprezentant de v\u00e2nz\u0103ri:<\/p>\n\n\n\n\n

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Anonim<\/p>\n

Reprezentant V\u00e2nz\u0103ri<\/p>\n <\/div>\n <\/div>\n

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\u201cCa orice instrument, depinde de persoana care \u00eel m\u00e2nuie\u0219te. A\u0219 putea folosi un ciocan pentru a \u00eenfige eficient un cui \u00eentr-o sc\u00e2ndur\u0103. Altcineva ar putea prefera o piatr\u0103. Unui tip \u00eei place s\u0103-\u0219i foloseasc\u0103 fa\u021ba. La finalul zilei, tipul care \u00ee\u0219i folose\u0219te fa\u021ba ar putea fi de fapt \u00een frunte cu cele mai multe sc\u00e2nduri b\u0103tute \u00een cuie… dar, omule, o face \u00een mod dificil (\u0219i dureros).\u201d<\/p>\n <\/div>\n <\/div>\n\n\n\n

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2. Nu le place cum \u00eel folose\u0219te managementul<\/h3>\n\n\n\n

P\u00e2n\u0103 la urm\u0103 exist\u0103 foarte pu\u021bini oameni de v\u00e2nz\u0103ri care chiar ur\u0103sc CRM-ul \u00een sine. De cele mai multe ori, ace\u0219tia nu sunt de acord cu felul \u00een care \u00eel folose\u0219te managementul. Adic\u0103 strict ca unealt\u0103 de supraveghere \u0219i de previzionare a v\u00e2nz\u0103rilor.<\/p>\n\n\n\n\n

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Anonim<\/p>\n

Reprezentant V\u00e2nz\u0103ri<\/p>\n <\/div>\n <\/div>\n

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\u201cMajoritatea CRM-urilor sunt ni\u0219te chestii pe care un manager de v\u00e2nz\u0103ri incompetent le ia pentru a urm\u0103ri activitatea. (…) Apoi le bag\u0103 pe g\u00e2tul unei echipe care este deja supra\u00eenc\u0103rcat\u0103.\n\u201d<\/p>\n <\/div>\n <\/div>\n\n\n\n

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Anonim<\/p>\n

Reprezentant V\u00e2nz\u0103ri<\/p>\n <\/div>\n <\/div>\n

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\u201cEste folosit pentru a prognoza veniturile, nu pentru a gestiona oferte \u0219i v\u00e2nz\u0103ri.\u201d<\/p>\n <\/div>\n <\/div>\n\n\n\n

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Anonim<\/p>\n

Reprezentant V\u00e2nz\u0103ri<\/p>\n <\/div>\n <\/div>\n

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\u201cUr\u0103sc CRM-ul doar c\u00e2nd e folosit ca unealt\u0103 de m\u0103surarea a r\u0103spunderii, \u00een loc de a-l folosi ca s\u0103 cre\u0219ti \u0219ansele de a \u00eenchide mai multe v\u00e2nz\u0103ri. \u00cemi place ce aduce un CRM \u00een termeni de func\u021bionalit\u0103\u021bi pentru v\u00e2nz\u0103ri, dar ur\u0103sc modul \u00een care ajung s\u0103 \u00eel foloseasc\u0103 unii lideri.\n\n(…) Lideri care spun: \u201cdac\u0103 nu e \u00een CRM, nu exist\u0103\u201d. Deci dac\u0103 m\u0103 sun\u0103 un client la 7 seara sau r\u0103spund la un SMS la 6 diminea\u021ba, \u00eenseamn\u0103 c\u0103 nu am f\u0103cut nimic, dac\u0103 nu m\u0103 loghez \u00een CRM la ora aia. (…) Dar tocmai genul \u0103sta de interac\u021biuni cresc \u00eencrederea \u0219i construiesc rela\u021biile.\u201d<\/p>\n <\/div>\n <\/div>\n\n\n\n

<\/p>\n\n\n\n

Al\u021bi reprezentan\u021bi v\u00e2nz\u0103ri r\u0103spund cu moduri eficiente \/ corecte de a folosi CRM-ul \u00een organiza\u021bie. \u00cen opinia lor, monitorizarea reprezentan\u021bilor v\u00e2nz\u0103ri prin CRM este util\u0103 \u0219i pentru angaja\u021bi, nu doar pentru manager:<\/p>\n\n\n\n\n

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Anonim<\/p>\n

Reprezentant V\u00e2nz\u0103ri<\/p>\n <\/div>\n <\/div>\n

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\u201cRolul unui CRM bun nu este de a \u00eenregistra ce ai f\u0103cut p\u00e2n\u0103 acum, ci de a-\u021bi spune ce s\u0103 faci mai departe.\u201d<\/p>\n <\/div>\n <\/div>\n\n\n\n

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Anonim<\/p>\n

Reprezentant V\u00e2nz\u0103ri<\/p>\n <\/div>\n <\/div>\n

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\u201c(…) este o extensie a creierului t\u0103u \u0219i dac\u0103 este folosit bine te poate ajuta s\u0103 faci mult mai multe lucruri \u00een mult mai pu\u021bin timp. \u00cei ofer\u0103 managerului t\u0103u vizibilitate asupra v\u00e2nz\u0103rilor tale, astfel \u00eenc\u00e2t s\u0103 te poat\u0103 ajuta prin coaching. \u00cen plus, \u00een organiza\u021biile mai mari, datele din CRM pot fi folosite pentru a-\u021bi furniza resurse targetate ca s\u0103 po\u021bi \u00eenchide deal-uri.\u201d<\/p>\n <\/div>\n <\/div>\n\n\n\n

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Anonim<\/p>\n

Reprezentant V\u00e2nz\u0103ri<\/p>\n <\/div>\n <\/div>\n

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\u201c\u00cen timp ce folose\u0219ti metodic acest tool ca s\u0103 \u00ee\u021bi sus\u021bii propriile procese \u0219i cure\u021bi \u0219i clarifici date, noti\u021bele pe care la introduci \u00eei ajut\u0103 pe manageri s\u0103 urm\u0103reasc\u0103 ce faci. Dar, cel mai important e c\u0103 ace\u0219tia pot identifica ce func\u021bioneaz\u0103 la abordarea ta \u0219i ce poate fi \u00eemp\u0103rt\u0103\u0219it \u0219i altor agen\u021bi de pe alte zone. \u00cen plus, ace\u0219tia v\u0103d dac\u0103 echipa are \u0219anse s\u0103 \u00ee\u0219i ating\u0103 target-urile.\n\u201d<\/p>\n <\/div>\n <\/div>\n\n\n\n

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3. Cred c\u0103 pierd timp cu introducerea de date\u2026<\/h3>\n\n\n\n

…timp \u00een care ar putea s\u0103 fac\u0103 v\u00e2nz\u0103ri<\/p>\n\n\n\n\n

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Anonim<\/p>\n

Reprezentant V\u00e2nz\u0103ri<\/p>\n <\/div>\n <\/div>\n

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\u201cFiecare minut \u00een care folosesc un CRM stufos, e un minut \u00een care nu v\u00e2nd.\u201d<\/p>\n <\/div>\n <\/div>\n\n\n\n

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Anonim<\/p>\n

Reprezentant V\u00e2nz\u0103ri<\/p>\n <\/div>\n <\/div>\n

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\u201cIntroducerea unui cont nou (n.n. \u00een CRM) \u0219i a datelor de contact poate fi dureroas\u0103. Trebuie f\u0103cut\u0103, altfel vei uita pe cine ai contactat \u0219i ce ai discutat. Dac\u0103 preiei cumva o pozi\u021bie nou\u0103 sau o zon\u0103 nou\u0103 \u0219i nu exist\u0103 CRM, va trebui s\u0103 o iei de la zero \u0219i crede\u021bi-m\u0103 c\u0103 e nasol.\u201d<\/p>\n <\/div>\n <\/div>\n\n\n\n

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\u00centr-adev\u0103r, CRM-ul necesit\u0103 un efort suplimentar din partea angaja\u021bilor, iar dac\u0103 ace\u0219tia nu v\u0103d beneficii imediate, totul devine o corvoad\u0103. Cu at\u00e2t mai mult cu c\u00e2t pe fi\u0219a de client din sistem sunt de introdus manual informa\u021bii \u00een multe c\u00e2mpuri pe care reprezentantul de v\u00e2nz\u0103ri le va folosi foarte rar sau niciodat\u0103.<\/p>\n\n\n\n

\u00cens\u0103 CRM-urile performante se bazeaz\u0103 mult pe automatiz\u0103ri, preluare automat\u0103 de date, schimb\u0103ri automate de status \u0219i integr\u0103ri cu formulare, astfel \u00eenc\u00e2t reprezentantul v\u00e2nz\u0103ri s\u0103 fac\u0103 c\u00e2t mai pu\u021bin\u0103 introducere manual\u0103. <\/p>\n\n\n\n

Iar utilitatea acestui mic efort suplimentar se vede \u00een timp, a\u0219a cum explic\u0103 un alt angajat:<\/p>\n\n\n\n\n

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Anonim<\/p>\n

Reprezentant V\u00e2nz\u0103ri<\/p>\n <\/div>\n <\/div>\n

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\u201cDac\u0103 suni aiurea oamenii f\u0103r\u0103 s\u0103 ai un context pentru conversa\u021bie, e\u0219ti doar un spammer pe telefon \u0219i ai putea la fel de bine s\u0103 folose\u0219ti un robot autodialer.\n\nDac\u0103 \u00een schimb stai 3-5 minute s\u0103 introduci ni\u0219te noti\u021be \u00een sistem \u0219i s\u0103 programezi ni\u0219te sarcini \u0219i \u00eent\u00e2lniri, CRM-ul \u00ee\u021bi schimb\u0103 conversa\u021biile viitoare de la “Bun\u0103. Vrei s\u0103 cumperi ni\u0219te chestii?” la “Bun\u0103, domnul X. C\u00e2nd am mai vorbit \u00een Iunie era\u021bi pe punctul de a termina lucrul la un proiect mai mare. Cum merge treaba? E un moment bun s\u0103 relu\u0103m discu\u021biile?”\n\nCu 5 minute de efort te-ai transformat dintr-un spammer deranjant \u00een cineva care \u00een\u021belege c\u00e2t de c\u00e2t obiectivele clientului \u0219i cu care ar putea merita ca acesta s\u0103 aib\u0103 o discu\u021bie.\u201d<\/p>\n <\/div>\n <\/div>\n\n\n\n

<\/p>\n\n\n\n

Iar \u00een ce prive\u0219te pierderea de timp, aceasta e mult mai mare atunci c\u00e2nd nu exist\u0103 un CRM:<\/p>\n\n\n\n\n

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Anonim<\/p>\n

Reprezentant V\u00e2nz\u0103ri<\/p>\n <\/div>\n <\/div>\n

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\u201cMi s-a p\u0103rut extrem de enervant s\u0103 m\u0103 al\u0103tur \u00een trecut unei companii care nu a avut niciodat\u0103 un CRM \u0219i care a avut ani de zile de interac\u021biuni cu clien\u021bii, \u00eent\u00e2lniri \u0219i informa\u021bii, toate doar \u00een capul oamenilor de v\u00e2nz\u0103ri.\n\nRezultatul: o mul\u021bime de timp pierdut \u00een \u00eencercarea de a extrage date de la oameni, de a verifica datele, de a c\u0103uta prin carnete de noti\u021be, de a lua urma unor h\u00e2rtii sau emailuri, de a nu comunica gre\u0219it termenii contractuali etc.\n\nIntroducerea datelor \u00een CRM nu dureaz\u0103, sincer, mai mult de 5 minute, asta presupun\u00e2nd c\u0103 ave\u021bi deja datele (ceea ce ar trebui s\u0103 fie cazul).\u201d<\/p>\n <\/div>\n <\/div>\n\n\n\n

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Anonim<\/p>\n

Reprezentant V\u00e2nz\u0103ri<\/p>\n <\/div>\n <\/div>\n

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\u201cIdeea de baz\u0103 a CRM nu este ca tu s\u0103 introduci detalii f\u0103r\u0103 s\u0103 te g\u00e2nde\u0219ti la nimic, ci ca tu s\u0103 \u00ee\u021bi dai seama ce trebuie s\u0103 faci \u00een continuare cu datele pe care le ai.\u201d<\/p>\n <\/div>\n <\/div>\n\n\n\n

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Un alt utilizator subliniaz\u0103 \u0219i el nevoia de a centraliza eficient informa\u021biile \u00eentr-un CRM:<\/p>\n\n\n\n\n

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Anonim<\/p>\n

Reprezentant V\u00e2nz\u0103ri<\/p>\n <\/div>\n <\/div>\n

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\u201cCu siguran\u021b\u0103 nu ai folosit un CRM a\u0219a cum trebuie p\u00e2n\u0103 acum. Poate fi uneori enervant \u0219i consumator de timp, dar nu mi-a\u0219 putea imagina s\u0103 fac v\u00e2nz\u0103ri f\u0103r\u0103 unul. Sunt mii \u0219i mii de poten\u021biali clien\u021bi \u00een teritoriul meu. Cu mul\u021bi dintre ace\u0219tia s-a vorbit de mai multe ori \u00een ultimii 10 ani \u0219i o gr\u0103mad\u0103 au intrat \u0219i \u00een funnel-ul de v\u00e2nz\u0103ri. Exist\u0103 informa\u021bii de nepre\u021buit \u00een noti\u021bele despre ace\u0219tia.\u201d<\/p>\n <\/div>\n <\/div>\n\n\n\n

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4. Se tem c\u0103 pot fi \u00eenlocui\u021bi mai u\u0219or<\/h3>\n\n\n\n\n
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Anonim<\/p>\n

Reprezentant V\u00e2nz\u0103ri<\/p>\n <\/div>\n <\/div>\n

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\u201c[CRM-ul] mi se pare o pierdere de vreme. Nu o s\u0103 pun niciodat\u0103 \u00een el ceva care i-ar permite apoi companiei s\u0103 cread\u0103 c\u0103 pot s\u0103 scape de mine \u0219i s\u0103 angajeze alt sales rep pe bani mai pu\u021bini, c\u0103ruia s\u0103 \u00eei dea \u201ccheile regatului\u201d.\u201d<\/p>\n <\/div>\n <\/div>\n\n\n\n

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Anonim<\/p>\n

Reprezentant V\u00e2nz\u0103ri<\/p>\n <\/div>\n <\/div>\n

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\u201c\u0218tim c\u0103 vrei s\u0103 b\u0103g\u0103m datele \u00een sistem ca s\u0103 construie\u0219ti o baz\u0103 de date, \u00een caz c\u0103 o s\u0103 ne dai afar\u0103. Nu e pl\u0103cut s\u0103 ne consum\u0103m timpul ca s\u0103 \u00ee\u021bi facem \u021bie bani, \u00een loc s\u0103 facem bani pentru noi.\u201d<\/p>\n <\/div>\n <\/div>\n\n\n\n

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Cred c\u0103 aceste citate spun mai multe despre persoanele \u00een cauz\u0103 dec\u00e2t despre CRM-uri. Motivele pentru care un angajat r\u0103m\u00e2ne \u00eentr-o companie ar trebui s\u0103 \u021bin\u0103 de calit\u0103\u021bile acestuia, nu de posibilitatea ca el s\u0103 \u0219antajeze compania prin faptul c\u0103 are acces exclusiv la datele unor clien\u021bi.<\/p>\n\n\n\n

***<\/p>\n\n\n\n

Este important ca obiec\u021biile angaja\u021bilor fa\u021b\u0103 de CRM s\u0103 fie luate \u00een seam\u0103. Sistemul de unul singur nu folose\u0219te la nimic dac\u0103 nu este acceptat de to\u021bi membrii echipei. Chiar dac\u0103 am descoperit \u0219i opinii anti-CRM, au fost infinit mai pu\u021bine \u0219i mai superficiale dec\u00e2t opiniile celor care iubesc CRM-ul, atunci c\u00e2nd este folosit \u00een avantajul tuturor membrilor echipei.<\/p>\n","protected":false},"excerpt":{"rendered":"

Ca orice instrument, depinde de persoana care \u00eel m\u00e2nuie\u0219te. A\u0219 putea folosi un ciocan pentru a \u00eenfige eficient un cui \u00eentr-o sc\u00e2ndur\u0103. Altcineva ar putea prefera o piatr\u0103. Unui tip \u00eei place s\u0103-\u0219i foloseasc\u0103 fa\u021ba. La finalul zilei, tipul care \u00ee\u0219i folose\u0219te fa\u021ba ar putea fi de fapt \u00een frunte cu cele mai multe sc\u00e2nduri […]<\/p>\n","protected":false},"author":60,"featured_media":14564,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[563,24],"tags":[435,438,941,935,929],"class_list":["post-14540","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-crm","category-sfaturi-crestere-vanzari-crm","tag-crm","tag-crm-vanzari","tag-opinii-crm","tag-pareri-crm","tag-testimoniale-crm"],"yoast_head":"\nDe ce ur\u0103sc sau iubesc angaja\u021bii din v\u00e2nz\u0103ri CRM-urile?<\/title>\n<meta name=\"description\" content=\"Ca orice instrument, depinde de persoana care \u00eel m\u00e2nuie\u0219te. A\u0219 putea folosi un ciocan pentru a \u00eenfige eficient un cui \u00eentr-o sc\u00e2ndur\u0103. 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