Excel is a great tool for so many different tasks. But for lead management, it has its limitations. We consider CRM as a replacement for Excel and which one you should choose.
First, applause to Excel. The software, created by Microsoft, is one of the most widely used programs in the workplace. From charting to data entry, it covers a wide range of areas and is the consulting software for many companies.
Startups and small businesses even use it to manage their sales opportunities. At first, Excel works like a charm. It is an easy and effective way to create leads in a spreadsheet and follow its conversion process.
There is no denying its power as a multitasking software service. If you are looking for a job, knowledge of Excel is a prerequisite. But does that mean it is the software solution for all your sales needs? After all, it is not called CRM Excel. Ultimately, it is a spreadsheet.
Familiarity Punishes Contempt
One of the main advantages of Excel is its ease of use. Everyone can become familiar with the software; there is no steep learning curve to master the basics. That means that any onboarding process that includes Excel does not need to be lengthy.
Most people learn the basics of Excel while at school or university. They are comfortable with the software when they move to the workplace. In terms of sales, it’s easy enough to create a basic structure, add leads, and include information about them.
The software works well for some sales here and there. But as a definitive process for moving leads through a pipeline, you’re in trouble. Certain actions that are important to sellers are not included in Excel.
It is not centralized to your process. Yes, Excel works to manage some leads, but when you need to keep track of several at the same time, among multiple staff, the software has notable shortcomings. That is because he is not specialized in sales.
Creating any type of notification or reminder is also not an easy process. Sales reps must juggle multiple leads at once, and having a notification system to remind them of meetings and calls is vital. It’s easy for reps to add their leads to Excel, only to lose sight of them once other meetings and tasks take precedence as they spend more time trying to set notifications.
Customized and Specialized Software as a Replacement for Excel
In 2019, the responsibility lay in software dedicated to solving specific pain points. Excel has many advantages, but its ability to multitask can work against you. We live in a plug-and-play culture where various software solutions seamlessly integrate with each other.
The benefit points to cheaper software and consumers who only pay for what they need. From a technical point of view, it is easier to manage. The need for internal technology teams to more or less solve problems becomes redundant.
Once your company has reached a constant growth stage, you will need a system designed specifically for sales. It is not generic and only works when you are taking those first steps in the business world.
You don’t need a CRM.
You have decided that your company has outperformed Excel. What follows is a solution that suits your needs. Many companies transition from Excel directly to customer relationship management (CRM).
While CRM software can manage leads, like Excel, it is not specialized. Moving to a CRM is a bit like running before you can walk. The software is better designed to serve customers rather than acquiring new ones.
Sellers do not enjoy using CRM software due to their reliance on large amounts of data input. If you choose a CRM, don’t be surprised to see your sales revert back to Excel, as they think it’s easier and much more practical.
When the time comes to move to a new system, the smoothest transitions are to other software that focuses on simplicity. Don’t give your commercials something that is complicated – the jump will be too far, and they are unlikely to use it.
Leads Management Software as an Excel Replacement
Startups and SMEs are better off turning to lead management software. It is designed with sellers in mind, so they are more encouraged to use it. The reason: Because it keeps things simple and always focuses on the next action.
As a marketer, you need to know what the next action is, so having a tool that easily manages multiple leads at the same time is essential. In this way, both managers and representatives have clear visibility on what action should be taken. The chances of losing important clients are significantly reduced.
Most lead management software is now SaaS (software as a service), which means it is easily accessible, and teams and managers have access to the entire channel. You also don’t have to pay for a year of use upfront.
It is a case of trying it for free, then, if you like the service, pay monthly. SaaS software also features a mobile app so that data can be accessed from anywhere, which is necessary due to the importance of reps spending time in the field. Representatives can respond literally on the go.
Just think of this as a continuation of your initial Excel spreadsheets, only it’s a system designed specifically for lead management, and it’s centralized for the sales process.
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