Let’s face it, most CRMs are graveyards.
Forgotten leads. Vague notes. Deals that died three quarters ago still hanging around like they’ve got a shot.
And worst of all? Your team treats the CRM like admin, not a tool for actual sales performance.
The CRM Isn’t the Problem. Behaviour Is.
Most companies don’t need a new platform. They need a new standard. Here’s the thing:
- No clear next steps = no direction
- No deadlines = no urgency
- No accountability = no movement
If your pipeline looks full but your revenue’s stuck, chances are…
You’re sandbagging.
Keeping deals in the system that don’t belong there, just to make the forecast look healthy. These are vanity metrics dressed up as potential.
Want to Fix It? Start Here:
✅ Every live opportunity must have:
- A clearly defined next step (not “touch base next week”)
- A close date
- An owner
✅ Pipeline reviews should be weekly. Short. Sharp. Focused on velocity and what’s actually moving.
✅ Stalled deals = red flags. Tag anything untouched for 30+ days. Ask the hard question: Why is this still in our pipeline?
Set Standards Without Micromanaging
You need more clarity rather than an overly complex system. Try this:
- Notes entered within 24 hrs of a meeting
- No deal moves forward without a commercial commitment
- No next step = no forecasted value
Clear expectations build self-managed teams with no babysitting required.
Simplify or Watch It Die
CRMs fail when they try to do everything. Trim the noise. Cut the clutter. What 5–7 fields actually drive decisions? Make those mandatory and get rid of the rest.
Here’s the line no one wants to say out loud: CRM without discipline is just expensive storage.
This Month’s Action Plan:
- Run a CRM health check: → How many deals have clear next steps, up-to-date notes, and real values?
- Introduce a 20-minute weekly deal review
- Simplify your opportunity view down to 7 fields (max)
If the data isn’t driving behaviour, it’s wasting your time.
Until next time,
Mark
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