Welcome to another insightful episode of the Field Sales Leadership Podcast.
In this episode, Mary Keough, Head of Marketing and JT Rimbey, Head of Sales, discuss the intricacies of measuring the Return on Investment (ROI) of Customer Relationship Management (CRM) systems. They emphasize the need to tailor ROI measurement to specific business goals and shed light on the importance of ease of use in driving CRM adoption, especially for outside sales teams.
Mary, draws on her extensive marketing background in various industries, offering valuable insights into the importance of tracking CRM ROI. She emphasizes the need to measure ROI in a way that aligns with the specific goals and dynamics of each business, debunking the misconception that a one-size-fits-all approach works for CRM adoption.
JT, a seasoned expert in the field of sales, underlines the significance of ease of use when it comes to CRM systems, particularly for outside sales teams. He highlights how an intuitive CRM interface can drive adoption and generate the necessary data for strategic decision-making.
Together, they share anecdotes and experiences, showcasing the nuances of CRM success and the role it plays in boosting sales, optimizing territories, and enhancing customer relationships.
Tune in to gain a deeper understanding of how CRM ROI can be maximized in the field sales landscape.
Connect with Mary Keough and JT Rimbey on LinkedIn to continue the conversation and share your own CRM ROI experiences.
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Founder's Story, Ep #26
How to integrate your tech stack, Ep #25
Tales from the road, Ep #24
The KPIs should match the go-to-market strategy, Ep #23
Trends in outside sales, Ep #22
Why change? Exploring why sales orgs buy new technology, Ep #20
Data-driven Territory Management with Austin Green of Jasper Engines and Transmissions, Ep #19
7 things to look for in a CRM, Ep #18
Transforming from Lone Wolf Sales to Process-Driven Sales, with Joe Anderson, Ep #17
What CRM customer support should look like, Ep #16
How Jasper Engines and Transmissions built a measurable sales process from the ground up, Ep #15
Process beats people, Ep #14
How a crawl, walk, run approach leads to a successful CRM rollout, Ep #13
Building a sales process from the ground up with Luke Wittenbraker
Leveraging a CRM for better customer engagement at Thibaut Design – Episode 011
Building Relationships and Staying Organized as a Sales Manager with Drew Cline from CONMED – Episode 010
White Glove Service as a Competitive Advantage with Michelle Shepard from Systel – Episode 009
Partnering with Independent Reps in Medical Device Sales with Brian Schauer at Novastep - Episode 008
Account Segmentation and the Educational Sales Cycle with Robbie Lunt from Biodesix - Episode 007
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