Low CRM usage is a combination of several factors, but in general the better CRM is the one you use.

The best CRM is the one you can easily use.

We used to worry about salespeople “Watching the Glass” for UPs pulling into the lot. Now, they are all the same as everyone else: Heads down on their smartphone. If smartphones are the new “Glass They Watch for UPs”, let’s get CRMs on to mobile and marry their attention to what they need to be DOING. After all, they are looking at their phone, on average, over 150 times a day!

Mobile CRMs fall into two categories: Those that lose features in order to fit the mobile device, and those that are built around mobile. The second category of CRM is the one you want, because it will enable your sales team with the most power.

And then they can log UPs, call customers, email leads, and do follow-up from the same device they are, on average, just to hit that statistic again, looking at over 150 times a day!

So, get aboard with the new century and the new “glass” your salespeople are looking at—remove their excuses and use that "mobile attention" to your advantage to make more sales.

Keith Shetterly, Consultant
keithshetterly@gmail.com