How can you normalize sales data for your team using CRM?

The KISS (Keep it simple, stupid design) principle should be applied to the CRM of the sales team. Too much clutter can only lead to more data noise. The CRM should ask the team for data that is clean and relevant. this data can be a further analyzed for driving customer, Industry or geography specific sales strategies, pricing decisions and brand placement.

I believe the secret here is to keep things simple and as per business needs. Asking sales reps to fill in too many fields can lead to unnecessarily long workflows which in turn don't add value. Data points should only act as an indicator or provide you with simple and effective inputs in terms of how you can stratergis deal but it shouldn't drive the sales motion.

Establish guidelines for data entry to ensure consistency. This includes naming conventions for products, services, deal stages, and other relevant fields. Consistent data entry helps in accurate reporting and analysis.

I recently worked with a client who had this exact problem. At first it was only the business owner doing sales and using (or not using) the CRM as he pleases. Once we were hired to help the business reach an aggressive 10x goal, it was quickly apparent that the CRM needed a deep cleanup after months of misuse (especially as we were hiring new salespeople). The client insisted (for various reasons) that a deep CRM cleanup wasn't the priority and kept focusing on new sales. By the end of our 30 day preliminary agreement, they were still unable to provide any accurate data on the sales process least of all an actual number of revenue generated. You can't improve what you can't track. Needless to say, we dropped the client.

Leveraging CRM to normalize sales data is a cornerstone of strategic decision-making. Metrics and dashboards provide a comprehensive view, essential for informed analysis. Analyzing metrics and dashboards provides invaluable insights, enabling data-driven decisions. The meticulous gathering of data is the bedrock of an effective Sales & Marketing strategy. Without accurate data, strategies become directionless, resembling a ship adrift. In the words of W. Edwards Deming, "Without data, you're just another person with an opinion." You must harness the power of your Customer Relationship Management tools for precise navigation and strategic success. If used properly, they will become a powerful ally to help you streamline your processes.

Your sales team is the heart of your business, keeping it alive. Without them, no one else in your business would have a job, least of all you. The CRM is the bloodline that allows that sales team not only to thrive but actually to just... do their job.. well. The CRM may not be a priority for most other departments but without it your sales team will fail and so will your entire organization.

"Selling is like fishing: you just need the right bait… and a good excuse when you don’t catch anything!" Sales is the process of exchanging goods or services for money. Sales is a journey of trial and error; every mistake is an opportunity to improve. I have seen people abuse CRM data, tactically use it to their own advantage & in absence of it what sort gaps it creates. So keep it simple, align it with organisational goals, be practical about it's use. Let CRM be a guiding force not defining force when it comes to sales.