There’s a common misconception within many businesses today: that faster is always better. But occasionally it’s healthy to stop and evaluate what your organization is doing to meet its business objectives.
Whether you’re managing a sales team or an entire Salesforce org, there are three principles that govern the ability to make effective data-driven decisions.
Many roles across an organisation rely heavily on CRM systems to complete daily tasks. The level of productivity achieved within the system is critical to that role’s overall success. But think about a sales rep updating opportunities or a support manager monitoring the status of open cases, both with more tabs open than the eye can see. While designed to be helpful, the fact is that CRM systems can often hinder us rather than provide the 360-degree view we desire.
Some things to think about include:
- Why aren’t you and your end users productive within your CRM system?
- Does CRM data entry and updating take up valuable time from prospecting?
- Could your support reps close more cases if they were able to see all cases in one actionable view?
- Are multiple Salesforce orgs being used to paint the entire picture of a sale or a customer needing assistance?
Having a 360-degree view of accounts provided by Validity’s GridBuddy Cloud is crucial to an ongoing, efficient operation in an ever-changing landscape
The grid displayed below demonstrates a 360-degree view of accounts containing open cases for a customer service persona. Within the grid itself, we find one actionable view of surfacing data from across multiple authenticated Salesforce orgs. Using ‘Company A’ as an example, we see four related and unrelated objects (Opportunities, Tasks, Contacts, and Cases) displaying data from within multiple Salesforce orgs. With GridBuddy Cloud, this data can be viewed and in-line edited all in one place.
Any employee, whether new or tenured, has to follow ever-changing business processes. Minimal friction across processes is key to ensuring that everyone works toward their shared responsibility. For a CRM system to provide its full benefits, everyone in the company needs to be on board with the process – from sales and support to marketing and customer success. The struggle for buy in to this shared responsibility is unique for each organisation, so you within your context evaluate the below questions:
- Why do new users struggle to adopt new CRM systems and processes?
- Does your organisation view your CRM system as a chore or a single source of truth?
Whether you’re removing friction from processes or introducing new ones, GridBuddy Cloud gives you the ability to provide a workspace for teams across the spectrum.
For example, if you’re a sales leader you can bring together multiple grids into one unified workspace so your team can operate their day from within one view. The workspace below depicts that of a typical sales rep featuring three available grids. The first of which, Pipeline, allows the rep to manage their ongoing opportunities in an easy to operate and editable view. With two more grids available, this workspace places other role-critical objects just one click away.
3. Data Quality
A CRM system is only as valuable as the data within. The success of any CRM system is therefore reliant upon the end-users maintaining up-to-date, accurate records. The resulting impact of poor data quality within a CRM system is far-reaching, most potently on decision making. If the very basis of data-driven decision making is based on inaccurate and outdated information, then the decision itself suffers that same fate.
When reviewing your data, ask yourself:
- Do you often find outdated or missing information when working in your CRM system?
- Do leaders in your organisation rely upon reporting on CRM data?
Ensuring a high level of data quality is made simple with GridBuddy Cloud, which includes eight pre-built ReadyGrids spanning personas across an organisation, User and Profile Management for Salesforce Admins, and Lead and Campaign Management for Marketing. With GridBuddy Cloud, users are empowered to make their CRM systems work for them from day one.
Identifying quick wins is a critical part of the process. GridBuddy Cloud’s Conditional Formatting does just that by allowing colour-coded alterations of a field based upon the data entered. For example, if the close date is in the past or the contract expiration is within the next 90 days, highlighting this field or the entire record lets your organisation’s end-users quickly identify out-of-date or missing data from the get-go.
Opportunity Cost of the Status Quo
Ensuring your organisation maximises CRM ROI is critical to any successful business. A part of this process should include evaluating current practices and their impact on the three principles companies need to follow in order to make effective data-driven decisions. By doing that, your CRM system will become the helpful resource it’s designed to be.
So… Do you trust your data?
Find out more about GridBuddy Cloud here.