When you lose a salesperson – whether through retirement or quitting – the cost can be steep. That salesperson walks away with years, and sometimes decades, of customer history. If that knowledge is not transferred to the next in line, it may take months for a new salesperson to get up to speed.
It’s critical to document that knowledge so that when someone walks away, you lose less. The potential cost of lost knowledge alone can justify an investment in CRM. Consider lost revenue due to no documented activity for follow-up in a territory if a salesperson leaves; the time management spends with the new salesperson to get her up to speed; and the lost production time for a new salesperson due to no documentation on previous activity.
Thankfully, your business can continue without a hiccup. Think of CRM as a roadmap for your salesperson’s replacement. Rather than asking a customer to train the new salesperson – which doesn’t look good – she can come in with everything she needs to keep that relationship moving forward. Your customer will appreciate the seamless transition and uninterrupted service. The benefit to your company? The faster the salesperson gets up and running, the faster she starts to sell.