11 Critical Mistakes Salespeople Make with their CRM – #2


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In the next series of blog posts we are going to discuss 11 critical mistakes that salespeople make with their CRM and how they can avoid them.

(Maybe not as critical as being in front of this Katmi National Park, Alaska, Grizzly bear. 9-25-2010 photo). Click on photo for more Alaska pictures.

My youngest daughter, Julie, has been lucky enough to work in several sales and customer service roles with various types of businesses. Now that she is an integral part of our firm, it’s made us all realize how much we take for granted our knowledge of (and comfort level with) software. Because she has worked in consumer and manufacturing businesses, she’s picked up quite a bit about how to bring excellence to client service. She has also been involved with various customer relationship and management systems, so it seems strange to both of us that more companies are not taking advantage of available systems and enabling technology.

#1 They don’t even have a database. We’ll assume that all our great readers at least have their basic contact information in some type of digital format.

#2 They have their contact data (and calendars) in multiple locations:

Is your data in multiple spreadsheets, and in multiple databases, and in Outlook, and in your Blackberry, IPhone, Droid? Fast Company says the average executive wastes 6 weeks a year looking for stuff.

And what are we looking for most often? Basic information: phone numbers, addresses, file notes, checklists, or items to put on our checklists. Did you know that according to productivity experts your IQ drops 10 points with multi-tasking?

Also every time you get interrupted it takes 10-15 minutes to refocus and get back to where you were originally in your thinking. When your data is spread all over the place, you’re in constant overwhelm mode.

Keeping contact information up-to-date and de-duplicated is an impossible chore, and keeping separate calendars is impractical.

The most organized people can put their fingers on what they need, when they need it. This is just one of the signs of a successful sales organization. Imagine the peace of mind of your entire world–customers, prospects, vendors, friends, family– easily accessible in just one database. You can setup different “types” of contacts so your personal Christmas list is not mixed with your Top “A” customers.

Recommendation #2:

Keep all contacts in a single database. Make it easy to find who you need, when you need them. With only one database, you instantly simplify your life. No more searching in Outlook folders or desktop piles, digging through your purse or briefcase, or reading Post-It Notes plastered all over your monitor in order to find relevant customer data that all staff members need access to. Greater productivity will come and with it more time to make better informed decisions.

Sound and look Intelligent:

You’ll love it when you then lookup that contact and can easily get up to speed fast by viewing all your past history notes, your emails, related digital documents and all the other communications by members of your business who engaged the customer!

Republished with author's permission from original post.

Dick Wooden
CRM specialist to help you get the answers you need with sales, service, and marketing CRM software. I help mid-sized businesses select, implement and optimize CRM so that it works the way their business needs to work. My firm is focused on client success with remarkable customer experience, effective marketing and profitable sales using CRM strategy and tools.


  1. So the man started to really manage their data effectively, you need to change their habits. Have an effective CRM is of course important, but if the whole life was a man used to manage business data in systems such as Exel and Outlook, thought that it was sufficient and did not think of any other options. Man is in the nature lazy and hate to change things, so the transition to a different method of collecting data is always psychologically complex. It is therefore important for modern CRM systems to manage different forms of integration (for Exel, Outlook, etc) and you have to be able to gradually get used to the new benefits. Integration capabilities on very good levels has business system SprinxCRM. Moreover, his motto is: CRM has never been easier.


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