Amplify the Selling Power of your CRM with LMS Based Training
In the webinar, hosted by Docebo, Patterson explores why this costly investment doesn’t always pay off, and offers solutions for how an LMS might help.
For more of Patterson’s insights into the benefits of a CRM and LMS integration, check out his slides from the webinar, available below. Later this week, we’ll be releasing an in-depth report from Learning Light that provides key figures and actionable data to support and implement this powerful new growth opportunity.
Is a CRM a Bad Investment?
Despite massive user bases in most Salesforce-driven companies, these costly investments are suffering from low adoption rates among sales teams, resulting in underperformance, according to Patterson. Just 30% of organizations saw a real increase in sales performance after adopting a CRM. He believes this isn’t a weakness of the CRM itself, but proof that administrators don’t understand the full potential of these powerful tools.
“Using a CRM is no longer enough to give a competitive advantage,” Patterson says. “Organizations need to learn how to maximize the potential of the CRM. Too few are reaping the full benefits as too little attention is paid to training as a revenue opportunity.”
Must-Have LMS Features for a Strong CRM Pairing
Patterson suggests tying an LMS to your CRM to increase performance. At just 10-20% of the cost of a CRM, an LMS “can add huge value to an organization’s tech stack at little added cost,” Patterson says. To find this value, your LMS should offer several features:
- Cloud based for easy integrations and customization
- Mobile capability to support learning on the go
- Social tools to share internal subject matter expert knowledge
- Gamification tools to create a culture of learning
- Strong reporting data to reveal the effectiveness of training
3 Ways an LMS Can Help
Patterson rounds out the webinar by offering three ways an LMS can help you get the most out of your costly CRM investment:
- CRM Training – Ensure proper CRM usage by utilizing certifications and training from within the LMS
- Extended Enterprise Training – Provide not just CRM training but sales and marketing training to your channel partners
- Compare CRM and LMS Data – Pair training data with sales data to reveal weakness that can be swiftly addressed with supplemental training
Learn how a strong Salesforce integration (and open API for other CRM integrations) can help you zero in on your sales weaknesses and provide the right training to turn around poorly performing teams.