Hey, sales manager!
Are you looking for the right customer relationship management software for your business? There are some things you should be aware of before diving headlong into the sea of options that are available.
In this post, contributed by Ashley J., you’ll learn about the six major pitfalls to avoid when you’re looking to implement CRM software.
By the way, if there’s something you’d like to share with our audience, we sure hope you’ll consider writing for us.
Let’s get into this!
While customer relationship management (CRM) systems have been around for a while, choosing the right CRM platform and implementing it can be really tricky.
Choosing the wrong system or making a mistake in how you deploy it could leave you worse off than when you started.
Here are six major pitfalls you need to avoid during the implementation of CRM software in order to assure success.
1. Failure to Define Parameters
First, you need to recognize exactly what problem you’re trying to solve with a CRM – for example, inefficiency in your sales cycle.
Before you even consider choosing a CRM system, you first must create a strategy. You need to be thinking about:
- How to manage all of the touch points your customers have with your business.
- How much time you’ve been wasting sifting through emails, call records, and scribbles on a sticky note or notepad.
- Who is in your sales pipeline and how much revenue you are expecting in the next few months.
Once you’ve figured out how a CRM is going to help manage your leads and customers, you’re ready to choose a system that’s right for you. Until then, you’re just guessing.
2. Failure to Communicate Goals Before Implementation
Transactions open the door for a lot of misunderstandings, frustrations and loss of motivation.
As a C–level executive or manager, it is very important that you set up expectations from the very beginning.
Even if your goals aren’t clear to you, you need to give your team an idea of where you want to go and how the CRM system is going to help.
The primary purpose behind CRM strategy is to help your team close more deals so that your business can grow.
3. Dirty Data
Ensure that your data base is cleaned before you introduce the CRM software solution to you organization. All entries need to be standardized, and the discrepancies dealt with.
Common problems include double entries, missing fields, as well as incorrect and non-compliant data.
A CRM system won’t prove effective unless your data is clean and usable.
4. Ignoring What Your CRM Reveals About Your Customers
Gaining better customer insights is considered one of the major reasons for installing CRM software in the first place.
So make use of your reports. Gain a better understanding of your customers, and apply your insights towards enhancing customer relationships.
5. Seeing CRM Software As a Cure-All
A CRM is a tool – nothing more, nothing less. It doesn’t produce results all on its own.
CRM software is one stand of a three-legged tool in an organization. The other two are people and processes. When an organization focuses technology to the exclusion of the other two dimensions, projects tend to fail.
6. Choosing the Wrong Software or Vendor
If you’ve done a poor job of determining your requirements, or you’ve put undue emphasis on the quality of the sales presentation, then you probably haven’t done a good job of choosing the right software with the right feature set.
You need to take the time to assess your needs and find a solution that lines up with your objectives.
As long as you’ve avoided the above six pitfalls, you should be ready to find and deploy a successful CRM solution for your business.
What do you think? Are you currently using a CRM solution? What challenges have you encountered? Let us know in the comments below.