Before the vacation rental management company Optimal Owner Care started using Zoho, they tried to grow their database by purchasing a bulk set of leads and dialing them through a piece of rudimentary client management software that wasn’t sustainable nor expandable, said Matthew Velez and his colleague from Optimal Owner Care.
Since switching to Zoho, business has changed dramatically. The company has grown from ten employees to sixty. To get a handle on what was happening with the sales team they had to normalize the data protocols and the 70,000 leads they’ve processed, explained Velez.
If everyone is doing their own thing when entering data into the CRM, that’s a real problem. You can’t generate reports. It’s very important that everyone follows the same protocols.
Optimal Owner Care’s most valuable reports are their sales reports. They can see how efficient sales people are being and use that information to optimize the workflow. They also utilize a dashboard so that each sales person can see the exact dollar amount they’re making based on every single action they take and that motivates them to do more, Velez said.
Without Zoho there’s no way they could have pulled this off with their growing staff.
For other organizations dealing with a mountain of growing data, they highly advise to stay organized. Create data entry protocols from the start and stick to them. If you keep constantly changing procedures you’ll create gaps and lose data. It’s the only way to create a sustainable and growable sales force.