Jerry Maguire was the quintessential salesperson. He embodies many of the qualities that businesses desire in a salesperson. He is enthusiastic, he is good at what he does, he is an incredible negotiator, and people really like him! Another quality that we find in Jerry Maguire, that can also be found in salespeople, is that he likes to do things his way.
So how can you get the Jerry Maguires on your sales team excited about using your CRM? Here are four lessons we learned from Jerry Maguire that will get your sales team pumped up and ready to dive into your CRM.
Show me the money!
When trying to land Rod Tidwell as a client, Jerry Maguire asked him: "What can I do for you?” Rod replied with a simple but memorable statement:
“Show me the money!”
That is what it is all about for every single salesperson out there. When you're asking them to use the CRM, they're asking you what's in it for them. You have got to show them the money. You have to help salespeople see how using the CRM would increase their sales. It can also help to have a dashboard that clearly shows what current deals are in the pipeline and what phase of the process the deal is currently in. This way they can track their sales, and ultimately track their money. You'll be literally showing them where their money is and what they have to do to get it.
Help me help you.
As the adage goes, in order to get more, you have to give more. You need to help your sales team see that the more they use the CRM, the greater output they will get back in return. Your CRM needs to be more than an accountability tool; it needs to be a powerful productivity tool. Your CRM needs to be able to provide your sales team with greater insights. These insights will help them to close more deals than they would have without the CRM. When the sales team sees that by consistently leveraging the CRM that they get better results, they will not only use the CRM, but will become advocates for the use of your CRM.
The human head weighs 8 pounds.
Jerry Maguire goes back and forth with meaningless trivia with Ray, a six-year-old little boy. It is here that we learn that the human head weighs 8 pounds. How does this apply? Not all information is valuable, actionable, or even useful. Don't go back and forth with your sales team over the tracking and reporting of useless information. Remember: just because you can track it, doesn't mean that you have to measure it or hold someone accountable for it. Come to an agreement with your sales team about the information that is most valuable, then decide together what information they should input and measure. And when in doubt, leave it out.
You complete me.
Salespeople do not like wasting valuable time on pointless administrative tasks. You need to make sure that your CRM application automates mundane activities. Your goal should be to make the life of your salespeople easier, thereby allowing them to focus on the relationship building aspects of the sales process.
There are many incredible features found in Sidekick, HubSpot’s CRM companion. Sidekick provides the ability to add company information along with contact information directly into your CRM with the click of a button. When viewing a company website, it helps you easily find related companies. This time-saving feature makes prospecting a million times easier. Sidekick will not only save your salespeople time, it will have them wondering what they did before they had it. Alongside the Hubspot CRM, Sidekick will have your salespeople saying "you complete me."
It can always be a struggle to implement a new tool. For the most part, people are set in their ways and prefer to stick with the familiar.
If you want your whole sales team to get on board with your CRM, it boils down to a simple strategy: make sure the CRM is working for them and not the other way around. When your salespeople can see clearly how the CRM is not only easy to use, but is actually making their job easier, making the sales process smoother, and ultimately helping them close deals and make money, they won't hesitate to use it.