To the untrained, CRM systems can seem difficult to learn and there is often a perception that the time spent learning new processes will not yield additional value. However, if your CRM software is aligned with your preferred sales processes and your sales team can easily learn to transition, there will be better adoption of the system and ultimately sales will be increased. Your sales team will come to view it as a valuable tool for driving increased profits.
There are proven ways to align your CRM software and your sales processes. Here are our suggestions for 6 steps you can take:
Begin by defining your processes.
Before you even think of implementing new CRM software such as
Differentiate between processes and technology
Don’t start with a CRM system and try to figure out how you can change your processes to fit the technology. Define your processes on their own first. Then look for the technology that will allow you to do things the way you want to. Of course, it’s a good idea to discard any outdated tasks and processes because they may no longer be necessary or useful.
Start with reports and figure out which processes will meet to your goals
It may seem like starting at the end and working backwards, but if you can identify which reports will be most helpful, you can examine your processes to see how they generate the data you’ll need for those reports. This step will help you see which processes are most productive and necessary. That’s where your attention should be focused when working with your implementation partner.
Involve the key stakeholders from the beginning
Usually the IT department is tasked with implementing new CRM software. But they are not the ones who will be using the solution day in and day out. Include stakeholders on your sales team to ensure that the technology will meet their needs and will work with the processes that they are used to using.
Set and manage expectations
Implementing a new CRM solution may present some difficulties for sales teams. Make sure to keep the processes realistic and straightforward. Define the specific benefits or success factors you want to gain from the CRM system and make these the focal point of your project. Outline workable timeframes and let everyone on the team know your expectations. Assure them of the assistance they need.
Avoid becoming overwhelmed; you can do this!
CRM projects can often seem overwhelming. Breaking the project into workable phases can help. Start with basic issues. A phased approach will help with user adoption and greater project success.
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By BroadPoint -