Most sales teams are up to their eyeballs in tech they hardly touch.
Notetakers, CRMs, and a pile of AI tools that promised the world. You've likely got platforms gathering dust while your team quietly reverts to spreadsheets.
Ring a bell? That's what I thought.
Here's what we see time and again at Indicator: You've got 10 people on your team? I bet three are doing it one way, four another way, and at least one person isn't using the system at all. Meanwhile, you're wondering why you're not getting the magical ROI that the sales tech vendor promised.
Last month I met with a sales leader who looked across the table and said, "I just want my team selling, not entering data nobody reviews." I couldn't have put it better myself.
What Indicator does
We come in, get to work, and help you make sense of what you've got. We identify what works, what doesn't, and what needs fixing, without the jargon or complexity.
Here's our no-nonsense approach:
- We take stock of what you've already got. Often it's not about buying new stuff, but using what you've already paid for.
- We look at how your team works. Not how the software says they should work, but how they get things done day-to-day.
- We simplify and standardise. Because if everyone's doing their own thing, you can't measure it. And if you can't measure it, you can't manage it (that old chestnut is still true).
We recently had a customer migrating from their old CRM to HubSpot. Good move, but they had this problem in the past where they'd occasionally forget to bill customers because they were tracking projects on separate spreadsheets. The fix wasn't rocket science. We set up a simple automation so that every time a deal closed, a ticket went straight to the billing team. No more "oops, we forgot to bill that project" moments.
That's not groundbreaking tech - it's just using what's available in a way that makes sense for how people work.
Getting your sales team to use the CRM
You've invested significant resources in these tools. You've provided training. There should be a clear expectation that your team utilises what you're paying for.
But we know that's not always enough.
The carrot approach works better than the stick, but sometimes you need both. I've seen companies get desperate: "If it's not in the CRM, you don't get the commission." That's one way to do it, though not always practical.
The smart approach is getting your influential team members on board early. Every sales team has those people everyone listens to. Get them involved in the rollout, make them your champions, and watch adoption spread.
The truth is, if your team isn't using it, your investment is wasted. No matter how sophisticated the system is.
The Indicator difference
We're not here to overwhelm you with technical terminology or sell you systems you don't need. Our focus is helping your sales team excel without drowning in administration.
Nobody chose a career in sales because they love paperwork. Your team wants to be connecting with customers, not tied to keyboards filling out reports.
Our job at Indicator is to make your tech stack work for you, not the other way around. We make the complex simple, so your team can focus on what they do best, selling.
Interested in seeing how we can help your team? Contact us for a conversation.
