CRM vs. Type A Salespeople

According to wisegeek.com, “Type A personality refers to a type of personality that is characterized by perfectionism, a high degree of stress, impatience and inappropriate expressions of anger or frustration” (wisegeek.com). Though these personality traits denote a very negative individual, some of the best and most successful salespeople possess a Type A personality. However, when it comes to implementing a perfect CRM environment, Type A people may not be the best choice.

 In theory, CRM is perfect. Its vast and varied functionalities allow for companies to reduce operational costs, while maximizing profitability and enhancing organizational performance. The benefits of CRM software are endless and its easy-to-use interface allows for even the least technologically-inclined people to revamp their company’s structure with a few clicks of a mouse. The members of your organization deploying the CRM software might be comprised of Type A individuals. Though they exhibit the motivation and charisma needed to drive sales, their ability to follow the structure of the software may be lacking.   As the go-getters of your organization, Type A individuals might not take the time to perform the tedious updates and information gathering needed to optimize on the software’s benefits and instead focus their attention on the end goal. What does one need to do in order to use CRM to its full potential amongst Type A salespeople? Should one offer additional training or increased compensation? How do you motivate the most motivated individuals to slow down and take the time to pay attention to the details?  I propose this: a virtual assistant. Let’s say you just walked out of a business meeting where you met with two important clients. You have several pieces of information to add to your CRM software such as additional contact information, booking follow-up meetings and computing potential opportunities. What you don’t have is the time or patience to input this information before going to your next meeting. Instead of taking the time to enter the info yourself, you call in to a phone centre comprised of live bodies waiting to perform these actions for you. You are still able to access the CRM server however, the pesky details are completed for you on the fly. That way, your Type A salespeople’s needs are satisfied, while ensuring that the CRM software is providing you with its full benefit. Of course, this venture would be for larger companies with countless customers, but is this something you would be willing to pay for? Should Luxor complete a pilot? I want to know your thoughts…