When used properly, a CRM solution can be a powerful and effective sales tool.
But a tool is only as good as the people using it. If you don't know how to use it properly, your CRM solution can become a hindrance that's more trouble than it's worth. There are a number of common mistakes that companies make when implementing a CRM solution that make it difficult for employees to adjust to it and take full advantage of its capabilities.
4 Things To Avoid When Implementing A CRM Solution.
Changing the Workflow
Every company is different, and every company has its own established methods of doing things. A good CRM platform is one that's flexible and can adapt to your company's existing workflow. Unfortunately, many companies don't take advantage of this adaptability and instead implement all new procedures that employees need to learn and get used to. This results in resistance to the new platform and a lot of fumbling and loss of productivity during the learning process. Your CRM platform should be configurable to work the way your sales organization does, making things easier, not harder.
When you start taking steps to improve your company, the temptation is to do it in one fell swoop. You introduce new tools to streamline certain tasks. You set forth new policies that address all of the issues you've had in the past. And, of course, you implement a new CRM platform. But it's all too much, too quickly. Even platform changes that are designed to be user-friendly can take some getting used to. So, one of the things to avoid with CRM is introducing a lot of other changes with it. Give your sales team a chance to get to know the program and make it a part of their everyday workflow before introducing the next improvement.
CRM is considered a management tool. But it's the salespeople who have to use it. So when you present the new software to your company, if you focus on all the benefits to management, the salespeople will find it difficult to share your enthusiasm. To management it may mean "getting organized," but to the sales department, it means a new data entry program. Thus, they're likely to resist using the new software. When you present your CRM platform to the salespeople who will be using it, focus on the benefits to them, and how CRM will help their own work and increase their sales.
Before implementing a CRM solution, there are a few questions you need to ask. Is this the best option for your company? How can you implement it to get the best results? Will this resolve your company's issues, or is there a deeper problem that needs to be addressed? Many companies don't take the time to make sure of these things, and productivity suffers for it.
These are just a few things to avoid when implementing a CRM solution. When implementing a customer relationship management platform, it's important to take stock of your options and see what would be best for your company.
Get input from the people who will have to use it. And, above all, make sure it's easy to use. With a little planning, CRM can be one of the most effective tools your company has for streamlining operations and increasing sales overall.