Like most organizations, when sales representatives collect business cards, a majority of business cards end up in desk drawers and shoeboxes. The business cards entered in Salesforce are those that have an immediate opportunity.
This traditional sales method is not conducive to effective prospect follow up or opportunity management. Considering only 3% of prospects are in a buying window at any given time, a marketing strategy of touch points is critical to catching prospects in their buying window.
The leading OCR provider reports it takes up to 4 minutes to properly process a business card in a CRM. The math shows why it doesn’t make sense to have all cards entered in a CRM solution. If a sales representative collects 50 cards a week, that’s over 13 hours of data entry every month, non-selling activities.
They commissioned a study of over 100 Xerox agencies comprised of over 1,000 sales representatives.
Stacks of cards we’re taken off sales teams desk, inside desk drawers and out of shoeboxes. Next, we checked to see how many business cards were entered in Salesforce. The result... 12%, only 12% of the cards lying around on desks and in shoeboxes we’re in Salesforce.