Most forward-thinking firms devote extreme time, energy, and focus to executing their CRM strategic initiatives, defining and re-engineering their business processes, and setting up and customizing their chosen CRM software platform. Though customers and stakeholders are the lifeblood of any organization, some firms are still struggling to embrace investing in or switching to a proven, top-tier CRM system, such as Microsoft Dynamics CRM. Often, firms may have had a previous bad experience in implementing another type of software system and therefore may be hesitant to create the budget for a new technology offering.
To help firms evaluate their need for CRM, I have listed some common business challenges below:
- Market share is being lost to more upstart, agile competitors.
- Business is shrinking and revenue streams are declining.
- Close ratios are flat or worsening.
- Average revenue per sale is decreasing and cost of sales is rising.
- Average sales cycles and number of calls to close are rising.
- The number of new deals won per month and per quarter is shrinking.
- Account relationships are being terminated at alarming rates.
- Key accounts are defecting and incoming customer complaints are increasing.
- Forecasted sales are missed and anticipated close dates are rarely on target.
- Top sales producers are leaving the company with greater frequency.
- Sales leads and opportunities are not input and monitored in a central, reportable fashion.
- Products and services are being offered to clients that already have them.
- Performance metrics including actual sales results versus target goals are not being utilized.
- Referrals from existing customers are falling and recommendations from 3rd party sources are drying up.
- Reasons deals are won and lost are not being tracked.
- Specific deal origination lead sources are not identified.
- Sales reps must re-enter of customer data for quotes and orders.
- Multiple disparate, legacy systems are used for sales, marketing, and customer service functions.
If your firm, and your salesforce, in particular, is experiencing any or all of the preceding symptoms, the need for Microsoft Dynamics CRM definitely exists, especially if you are not using a CRM system. Likewise, if you are currently utilizing some sort of a homegrown or more mainstream CRM system and you are still struggling with some of these aforementioned challenges, then it’s definitely time for an upgrade to a more flexible, scalable, and extendable Microsoft Dynamics CRM solution.
To explore further how Microsoft Dynamics CRM can increase your sales, marketing, and service performance, please visit
Post by: Kevin Wessels, Customer Effective