How Do You Get Sales Reps to Actually Use the CRM?

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1. [00:16:42] Brian McVicker: Um, most of our business comes through referrals. I wanted to be able to understand what makes a good referral relationship and how, what are the steps that are necessary to take someone from, um, someone I just met at a show, at a trade show, to a referring, uh, uh, partner in our program. And so one of [00:17:00] the ways I, I did that is I built a cust- uh, a custom object. “I built pipelines in the custom object so then now I have analytical to understand, all right, how many new partners do I need to talk to in order to find one that is willing to be part of my program? And then once they become part of my program, how long does it take for them to actually refer, and how do I keep track of all these metrics?” [00:17:21] Brian McVicker: Meanwhile, I mean, we have hundreds of partners, and some of them are awesome partners. You know, I'd high-five them as I see them down the road. And some of them are ones that, like, you met, you thought it was gonna be the greatest thing ever, and it never went anywhere. Now, anec- anecdotally I could make some guesses as to why those people don't refer me or they chose to refer others, but I need data.

   In Partner-sourced lead metrics

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