When should I fill out the CRM info for a prospect?
This common question needs a clear answer—and sales managers, you'll appreciate this post as a place to point your people to for the solid answer.
Over the years as a consultant to sales departments large and small I've seen two different answers to this question in action.
The first has the business development or sales person putting the data entry off until later.
The second features the bizdev or sales executive getting that data into the CRM right now.
Having worked with countless organizations and seen the difference in effectiveness of these two approaches, I can tell you this:
Put the info in the CRM as you go.
Hazards of Not Entering the CRM Data Immediately
Don't chicken scratch it on a pad and then think you'll go back later and dump it into the program. You won't. Do it now and get it done and out of your mind. You'll thank yourself for developing this habit.
Those who leave the data entry until later run the risk of constant low level, nagging worry. The job is out there, still needing to be done. And what if your boss needs that info? If it's not in the system, it doesn't exist. Remember that. No matter how deep or powerful the information you discover about a prospect is, if no one else can access that data, you may as well have never uncovered it.
So get it into the CRM, now.
An Alternative Answer to "When Should I Fill Out the CRM Info?"
This is for salespeople, especially outside salespeople: if you are an awesome closer, and hate doing this "paperwork stuff", consider asking your boss to hire you an assistant. No kidding—it could save you and them a ton of expensive time and frantic worry. That data HAS to be in there so your manager can quickly see progress and status, and know when to ask questions and offer help. If your time really is better spent talking to prospects, then it should be a no-brainer for your boss to get you an inexpensive assistant to help with the data entry.
If you're an independent hired gun, consider hiring a VA for yourself. You'll probably be shocked at the time and energy they recover for you, doing tasks you believe are dull but they find rewarding.
>> Need help with your business development, sales or CRM process? Book a problem-solving consultation with Jason by clicking here <<