Shawn Hessinger Shawn Hessinger is the Executive Editor for Small Business Trends and a professional journalist with more than 20 years experience in traditional and digital media for trade publications and news sites. He is a member of the Society of Professional Journalists and has served as a beat reporter, columnist, editorial writer, bureau chief and managing editor for the Berks Mont Newspapers.

11 Reactions
  1. Yes. You can convert your CRM system into sales if you use the data to your benefit. It is also about educating your sales team on how to interpret that data. I also like the idea of using GPS with the data. That would be pretty cool. I just hope it is not intruding though.

  2. #7 is absolutely one of the most important when it comes to increasing sales numbers, as well as increasing user adoption of the software.

    You won’t get anywhere by making the sales process, reporting process, or data entry process more complicated. You have to simplify and pare back everything to the most necessary and beneficial elements.

    It’s just like a lead capture form on a landing page. If it’s too long, you’ll scare people away.

    Brad Hodson

  3. Martin Lindeskog

    When will CRM become social so you could increase you sales numbers in a real way? Have you talked with Brent Leary, about this topic?

  4. Hey Shawn, I’d be glad if you could evaluate Leadsquared ( ) and shared your feedback. Your thoughts would add great value to us. I hope you will take some time and go through it. Thanks!

  5. It’s true. I started using CRM and it develops my business.
    It helps to capture leads, manage all contacts and increase sales.

  6. Great article , basic knowledge for a seasoned CRM business user.
    It is a shame that some businesses do not apply it to every department.
    I have encountered a non for profit organization that actively uses a CRM within thier departments for the organizations use but didn’t implement the use of the CRM into the department I started in and I had to ask them if I could use it so I could perform my job successfully. Pretty sad, maybe they should read this article to appreciate this position I was hired for.

    • That’s called an organization without Risk Management and it’s a shame they didn’t respect the position they hired you for. Was this the Center of Concern , by chance?
      I have heard they are mid managed and behind the curve.