CRM has become a "must have" for most B2B sales organisations, and yet few CRM systems deliver the hoped for results. In fact, CSO Insights recently reported that fewer than 1 in 5 of the 2,000 companies they surveyed believed that their investments in CRM had helped to increase revenues. When you look carefully at typical CRM implementations, it’s not hard to work out why.
All too often, we observe inconsistent or missing data, pipeline stages that are related to sales activity rather than the progression of the buying process, forecasts based on hope rather than evidence, probability percentages that bear no relationship to reality and sales people who use the system only because they are being forced to rather than because they want to.
Our first recommendation is that you configure your CRM system so that your pipeline stages are clearly defined and accurately reflect the key phases in your prospect’s buying decision process. With that essential foundation in place, we have accumulated a number of practical strategies and best practices over the years that serve to improve data quality and increase user adoption - and we’d be happy to help you put them into action.
What sets us apart?
We recognise that the effectiveness of any CRM system depends on the quality and clarity of the processes it is intended to help automate. Regardless of your chosen platform, we can help you to thoughtfully configure it so that you maximise the return on your investment and secure high levels of user adoption and enthusiasm.
Find out more
If you would like to find out how we could help you to maximise the returns on your CRM investments, please contact us here or call us on +44 118 975 0595. Or you’re not yet ready to have a conversation, we encourage you to stay in touch by subscribing to our blog.