Salesforce, the industry leader in customer relationship management (CRM) systems, reports that 83% of sales professionals agree that their organization takes full advantage of their CRM system. However, despite the automation and intelligence features that are now commonly included in CRM systems, reps are still spending more than 70% of their time on manual tasks.
This raises the question: Why are sales reps still spending so much time on non-selling tasks? The answer may lie in the fact that there is room for better CRM utilization. Only 37% of sales professionals strongly agree that their organization fully utilizes their CRM. Inside sales reps, in particular, have noticed an opportunity for improvement.
To address this issue, reps suggest starting with the features that sellers would find most useful. Not surprisingly, automation and intelligence functions top the list. For example, Salesforce offers automation features like Salesforce Einstein, which uses artificial intelligence to automate tasks and provide intelligent insights.
Additionally, Salesforce offers a wide range of tools and features that can help sales reps to focus on selling, such as Salesforce Lightning, which streamlines the sales process and improves productivity. Salesforce also has a vast library of resources and tutorials to help sales reps learn how to use the platform to its fullest potential.
One could say, while CRM systems like Salesforce can be incredibly powerful tools for sales organizations, they are only effective when they are utilized to their fullest potential. By focusing on automation and intelligence features, sales reps can spend more time selling and less time on manual tasks. Salesforce has a variety of tools and resources available to help organizations make the most of their CRM system and improve sales productivity.
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