No one ever calls me with an initial greeting of, “Hi Karen, I just wanted to tell you how great my CRM solution is working. Quite the opposite; I am usually hit with a litany of complaints ranging from, “our database is full of duplicates and outdated information” to “no one will use our CRM system.”
Over the years I’ve become quite good at detecting problem areas and getting them corrected. I used to provide a “report card” based on my observations until my spouse convinced me to soften the blow a bit by calling my findings simply a “checklist.”
There are a few things you can do now to jump start your CRM system and get the most out of it. Here are a few tips:
- Define your sales process. Your CRM system should be designed to support and automate your sales process. If you don’t have a sales process defined, now is the time to do it. Without a defined sales process, you’ll likely find your CRM system to be difficult to use and not very helpful.
- Define your data. One of the most important aspects of a CRM system is the data that you enter into it. Be sure to take the time to define what data you need to track and how you want to track it. This will make it much easier to use your CRM system and get the most out of it. In addition to basic contact information you need to track the status of each and everyone of your contacts. For example, is the contact a prospect, customer or vendor? Which of your products has he/she shown interest in? What is the next step when working with the contact?
- Train your team. Be sure to train your team on how to use your CRM system. This will ensure that they are able to get the most out of the system and that they are able to use it effectively. Lack of training is perhaps the Number One reason why CRM implementation fail. Users must be taught to use the CRM in the way that best supports your sales system; simply adding contacts and/or an occasional note will not only prevent you from achieving your goals but might also be detrimental to the overall integrity of your data.
- Be patient. Don’t expect your CRM system to be perfect from the start. It will take some time to get everything set up and running smoothly. And don’t be afraid to ask for help!
Need more help with your CRM? We specialize in Act Consulting, HubSpot Consulting and Zoho Consulting. Please reach out to us to see how we can help improve your CRM!
