Get Your CRM Engine Revving

Customer Relationship Management (CRM) programs are pure adrenaline to sales driven organizations – life insurance agencies are no exception. Follow these tips to ensure your CRM tools are juicing up your sales force momentum, not draining it.

  1. Play it cool

Sure, your insurance agents need a little panache to get the job done, but your CRM systems don’t.

Keep it simple. Flare is for the cheesy theme restaurant you hit up for cheap happy hour after work. Any aspect of your CRM system that doesn’t perform a viable function should kick rocks.

CRM’s were developed to make your sales force more productive. Any distraction from that train of thought is a waste of precious resources – your time and your money.

  1. Bust a move

Technology has expanded the playing field beyond the confines of an office. We are no longer chained to land lines – so why should your sales data be?

Implement a mobile friendly option into your CRM system to keep your life insurance agents up to date on client stats no matter where they are.

Any successful salesman will tell you they’ve had their fair share of days working around the clock. Every minute you’re not available to your clients is another lucrative opportunity lost. Get after it.

  1. Momma didn’t raise no fool

Customers know you are on the hunt for their data – what they don’t want is you creeping around in their comfort zone or treating them like just another number.

Michael Wong, the big chief revitalizing Austrade’s CRM program, remarked on a worrisome trend of companies focusing too closely on the basic platform and technology that CRM’s rest on.

It is important not to forget about the human element that fueled CRM development in the first place. Wong said, “You want them to engage more with your platforms, whereas customers just want to engage as a human and on their terms,” he said. “You want data – lots of it – and the customer wants privacy.

“If your customers aren’t satisfied their outcomes are being met, they’re just going to go elsewhere. At its most basic, if you don’t get this about CRM, you don’t get them. That’s a failure point of your CRM.”

The mob is fickle – ignore the cries of the republic and you will surely face professional execution.

  1. All for one

Successful CRM’s aren’t built under the domineering hand of a dictatorship – they require a collage of ideas from every angle of your business.

You need cohesion between your sales team on the front line, the brains in IT, and the creative folks in marketing to a get a comprehensive understanding of what type of CRM best suits your needs.

If you don’t engage all the top minds in your office repertoire there is almost a guarantee that something significant, even brilliant, may fall by the wayside.

Final thoughts…

An astronomical amount of cash is being thrown at CRM development.

According to Gartner, investment in CRM software is up thirteen percent from 2013 – swelling to a little over twenty three billion in 2014.

Don’t set your bank roll on fire – make sure you’re getting the most out of your CRM program.

Lisa Navarro is a freelance writer and administrative professional currently residing in Southern California. She has over 10 years of experience within the marketing and health insurance fields. When she’s not intimidating strangers with her writing, she’s most likely out and about stirring up trouble.