What are the potential drawbacks of using outdated tools like Outlook or Excel to store customer and lead data for sales reps?

40% of sales reps still use tools like Outlook or Excel to store customer and lead data

Source
Hubspot

Topic
Sales Trends

Year
2022

Sales representatives need to manage their customer and lead data effectively to close deals and drive revenue. However, despite the rise of advanced customer relationship management (CRM) software, many sales reps still rely on outdated tools like Excel or Outlook to store and manage their data.

According to the 2021 State of Marketing report by HubSpot, 40% of sales reps still use these traditional tools to store customer and lead data. This suggests that many sales reps may not be taking full advantage of the features and benefits offered by modern CRM software.

CRM software can help sales reps to better manage and organize their customer data, track customer interactions and activities, and automate certain tasks to save time and increase efficiency. It can also provide valuable insights and analytics that can help sales reps to identify trends and opportunities, and make data-driven decisions.

While some sales reps may be hesitant to adopt new technology, it’s important to recognize the benefits that modern CRM software can offer. By streamlining data management and providing valuable insights, CRM software can help sales reps to close more deals and drive revenue.

Sales reps and organizations that are still relying on outdated tools like Excel or Outlook may want to consider upgrading to a modern CRM solution. With so many options available on the market, it’s important to evaluate your specific needs and choose a solution that meets your requirements and budget.

To sum things up, while traditional tools like Excel and Outlook may have worked in the past, sales reps who want to stay competitive and drive revenue should consider adopting modern CRM software to manage their customer and lead data effectively.

More 2022 Stats

B2B buyers are 57%-70% through buying research before contacting sales.

67% of customers prefer self-service over speaking to a company representative

55% of B2B buyers search for information on social media.

50% of buyers say working remotely has made buying easier.

There is a 70% greater likelihood of converting re-targeted visitors vs. those who are not

66% of sales professionals say leads generated from customer referrals are the highest quality leads they work.

8% of salespeople say that their sales teams generate high-quality leads

Top Performers’ Discovery Calls 76% Longer and Presentation Meetings 55% Longer than Average Performers

54% of sales leaders say proposals sent is one of the most important productivity metrics to track

Top Performers Receive 40% More Questions During Discovery and 43% More Questions During Presentations

More Sales Trends Stats

47% of Sales Professionals Don’t Cite Selling as Their Main Activity

Salespeople Unhappy Despite Meeting Targets

66% of sales professionals say leads generated from customer referrals are the highest quality leads they work.

Today, 97% of consumers go online to research products and services.

61% believe that salespeople are underappreciated

According to a study by Salesforce, the total close rate for B2B deals increased by 10% in 2021 compared to the year before. This is due to an increase in remote selling and sales teams investing more time on proactive outreach.

According to HubSpot, the length of a sales cycle decreased by an average of 15% when virtual sales tools were used.

44% of salespeople give up after one follow-up call.

60% of customers say no four times before saying yes.

21% Higher Job Satisfaction for Salespeople Spending More Than 4 Hours a Day on Sales Activities

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