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CRM Selection don't forget these factors
7/2/2007 |
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About Gabe Buck
You can compare CRM features until the cows come home and hopefully you decide on the one that is best for your business situation. Several claim to be the end-all-be-all of CRM solutions but in reality they are focused toward one or a handful of industries and some are generic enough to be used by most businesses. The problem is that you can settle for a CRM that you make work…or you can find a CRM that improves the processes, procedures and flow of your business. Use feature lists as your initial screening process but even feature lists can be misleading. The most feature-rich CRM in the world may also be the most complex, unfriendly and maintenance-heavy burden of your business.
When selecting your CRM, first identify the features you need (do this before looking) then add to the list, as you find features that will improve your business processes and sales lifecycle. You can also create a separate column for the “wouldn’t that be cool…but not necessary” features.
Now find the CRM solutions that offer the features you need. Sign up for their Demo account. If they don’t offer a demo, you might ask yourself why? (Are they afraid you’ll quit when you see how hard it is to use or setup… maybe?). Try and run the demo as “live” as possible…is it helping your business, improving your flow and saving you time? If not, move on to the next one. Don’t give up immediately but also don’t dump all your faith into something that looks cool, when in reality they spent all their time on looks and not functionality.
Now that you’ve hopefully narrowed your search down to 2-3 CRM solutions…take advantage of the full trial period…treat it as if you’re committed to it and going to use the demo as your live account. If you find yourself cursing after a couple of weeks…it’s probably time to move to the next option. If you find that you’re able to leave early, sell more and provide a better customer experience then start settling into your new CRM.
Remember, features are worthless if you have to waste a week (or even a day) training your staff how to use the system. The ideal solution will be intuitive, feature-rich and easy enough to use that even your non-computer-literate employees can figure it out without much help.
Happy hunting and be sure to add us to your hunt group…I think we’ll impress...
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