Sales reps only spend one third of their time selling and only 1 in 3 actually makes their quota. Improving sales productivity is critical to achieving revenue goals.
Welcome to the ActivePrime Blog
In our blog, you’ll find helpful and informative posts dedicated to improving CRM performance and usability. Our topics include deep dives on the technical aspects of CRMs like searching and data quality. You’ll also find insightful posts about user productivity and adoption.
So you have Oracle COD (CRM On Demand) and you’d like to create an integration to allow your end users to import D&B data into your CRM system. How can you do this?
There are many variables to be considered with this integration. How do we get data out of D&B? How do we get data into COD? What transformation is needed between the D&B data and how it gets into COD? How do we enable the end user to start and finish the process? What technologies should we use?
Low sales efficiency, poor marketing response rates, and declining revenues are the most visible effects of bad data in your CRM.
But poor data quality impacts business in more insidious ways. Lack of confidence in the accuracy of customer data causes user adoption rates to drop - along with your return on CRM investment.
Like it or not, you’re spending marketing budget on programs that bring poor or no results.
Research shows that on average, 12% of an organization’s annual income is misspent due to bad contact data.
And it’s not just the money. Dirty data, such as duplicates, results in inaccurate lead scores. Score sharing between duplicate leads means neither record gets a high enough score to move further down the sales pipeline.
The leading cause? Poor data quality.
Poor data quality costs the average organization 12% of their revenue.
Many organizations today are moving from legacy systems or multiple CRM instances to a single CRM. The SaaS Cloud environment provides easy access for all users. It is desirable to consolidate CRMs for simplification and utility.
In the past, separate systems evolved for a number of good reasons such as the location of IT and networks or the different CRM needs of divisions and companies. Many systems were specialized to address the application needs of different user communities.
A strategy for enriching and accessing customer data can have a profound impact on marketing and sales productivity and results. The measure of an organization’s effectiveness is often found in customer acquisition and retention, market share growth and profitability gains. A strategy that supports enriching CRM data beyond the level of basic information to a source of genuine customer intelligence will fuel that effectiveness.