Grow Your Business Blog

State of inbound marketing report

HubSpot just released the 2015 State of Inbound Marketing Report. They surveyed nearly 4,000 marketing and sales professionals.

One of the many findings in this report shows sales teams that are unsuccessful are two times more likely to not use a CRM. While the incentive is there to use a CRM there are still barriers. 

successful-sales-teams

The report highlights the struggles sales teams are having with their CRMs.  Front line salespeople see manual data entry as the number one issue they struggle with.

However, as we move through a sales organization the perceived biggest CRM challenge varies greatly depending on who we ask.

 

Biggest CRM Challenge by Company Level

Leaders, managers, and reps all cite a different #1 CRM challenge

 

Executive

Executive-CRM

VP or Director

vp-director

 

Manager or Senior Manager

sales-manager

Individual Contributor

Salespeople-crm

 

While executives cite lack of adoption by their sales managers as the number one issue, sales managers say it is the lack of integration with other tools that is the number one problem. And not surprisingly salespeople who are responsible for keeping the CRM up to date say that data entry is their number one issue.

Across all levels data entry comes out as the number one issue closely followed by lack of integration. 

 

What Is Your Biggest CRM Challenge?

Manual data entry wears on salespeople
CRM-all-levels

 

Based upon the results of this study it would seem to make sense that sales teams should adopt a CRM with automatic data entry or at least find ways to streamline their current systems data entry. 

Charts republished from HubSpot's State of Inbound 2015

Topics: Sales Process, CRM