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Is your CRM the reason you missed target?

Voyager's Sales Director asks “Is your CRM the reason you missed target?”

According to Voyager’s Sales Director Paul Thompson, ’the database’ is offered as the excuse for poor sales by millions of sales people around the world, and no more so than in a busy recruitment environment.

Even if untrue, there is often a general feeling that the database should be more up-to-date, better connected, more integrated, ‘easier-to-use’, and with ‘better visualised reporting’ – ‘artificial intelligence’ even.  And we agree.

Database requirements are not the same for all recruitment businesses, indeed we’ve seen that even in small businesses Recruiters prefer different data on different pages, with different levels of access, security and deployment models in preference to the traditional cumbersome databases that people use sparingly and tend not to ‘trust’ and can’t be bothered to use.

Industrial Recruiters require super-fast functionally which automatically tracks compliance, availability and auto-booking confirmations, so for those Recruiters most web-based solutions are simply not an option.  In comparison, perm and search Recruiters require remote working and almost live entirely on the web.  

You’re not like the other Recruiters after all!

Recruitment isn’t a complicated business and put simply, databases need not make it one either, but before you ask your boss for a new ‘database’ consider that the word ‘database’ may be at the heart of your problem.

At Voyager it’s called ‘The Hub‘...  a place where data is seamlessly traded with other applications, be they your website, Linked-In, your Exchange mailbox, smartphone, job-poster, SMS or even electronic white-board - it’s all possible.
 
We recognise that Recruiters’ patience for all things technical is in short supply and ease-of-use and connectivity to other applications is key to the CRM being truly adopted by the users successfully.

“While recruitment is quick to adopt new technology, Recruiters are often the slowest at making the technology truly work for them, and so they need the back-up of a professional supplier.” - adds Thompson.

We have heard a plethora of reasons why Recruiters need to move from their existing database, and many are very good. However with so many CRM providers struggling to maintain investment in their product range, you’ll need more than a new database to reassure your boss; you’ll need a technology partner with experience and vision.

Thompson adds, “Most software review meetings with Voyager normally start with ‘We just need something easy-to-use’, but to achieve that user experience requires a deep understating of your business, the way your work, your market and the 3rd party tools you use.  We’ve often found that the sales process actually helps define what is required by a customer and whilst an off-the-shelf product often ticks all the boxes, it’s during the first few months of use that your requirement becomes truly defined, and it’s at that point that you will benefit most from your decision in selecting the right software partner.”

“In 2013 great software simply isn’t enough.  You need a partner which can accommodate your requirements today, next year, and the year after that – where will your business be in 36 months? Have you got even the foggiest clue?”

Join the webinar – How to choose the best CRM for you.

@paulatvoyager