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.
Dirty data has an obvious impact on your customers. Say you have a VIP client, Ed Jones, whom your marketing and sales team has been nurturing for over a year. You’ve sent emails. You’ve had several face to face meetings. But somehow a duplicate record was created, and unbeknownst to you, Ed is getting two emails instead of one. To compound the error, you called Ed the other day to see if he got the proposal, but because you logged the call on the duplicate record, you made a second call later in the week. I know you are a good salesperson, but you rely on your CRM system, not your memory. Now Ed is laughing, but at you, not with you. Yikes.
Pesky unicode characters. Let’s say you have a Françoise Allègre in your system. Now let’s say you need to call her, so you type “Francoise” into the Action Bar search. Because of the tiny accent at the bottom of the “c”, your CRM On Demand may not find your record. Unfortunately, you’ll end up creating a duplicate.
CRM On Demand’s handling of unicode characters has improved significantly over the past few releases. For instance, you can at least save records with unicode characters in them, and even import and export them while holding on to your special characters. But the exact-matching only feature of the search algorithm leaves no way to find records without using the special characters in the search fields. That’s a waste of time.