Before the invention of CRM, sales and marketing departments had a difficult time tracking leads, pinpointing the most important customers, and creating lasting relationships. So, CRM came to be and all over sudden, abracadabra—all the sales department’s troubles disappeared, right? Far from it! If you asked any Infusionsoft consultancy today they’d tell you that a lot of businesses are still unable to reap maximum value from their investment in a modern-day CRM. But what are the CRM mistakes these companies are making, and which blunders should you avoid like plague?
Not Involving the Right Personnel
One mistake that can prevent the success of a CRM is failure to adequately involve the sales department’s personnel in design, customization, and implementation processes. Yes, the IT guys have a fine grasp of the technical aspects of the entire CRM, but they’re not the people you can count on to clearly define problems from a sales and marketing perspective.
A CRM is extremely reliant on data entry, and as such, the people doing the actual data entry should play a leading role in the project, with IT people playing a supporting role. The less the sales people are involved, the less utilized the CRM will be, and ultimately, the lower the returns on your investment. If you choose to involve an Infusionsoft consultancy in the design process, ensure that input from the sales and marketing department is treated with the seriousness it merits.
Failure to Capture all CRM Requirements
Whether going for an in-house or off-the-shelf system, many businesses are still prone to the failure to capture all their CRM requirements. The computer programmers behind the system analysis phase may fail to ask the right questions, which is expected as they’re no sales and marketing gurus. It’s vital to take into account the requirements of business leaders, executive sponsors, and other business teams as well, and to ask them important questions, such as what they need addressed in reports. Any Infusionsoft consultancy ought to talk to the entities that interact directly with your CRM for optimal utilization.
There are many benefits in implementing a CRM that takes business requirements into account. For starters, asking the right questions during design rather than later will save costs of redesigning the entire software. Plus, when you have a system that addresses all your sales and marketing needs, you have a higher chance of meeting a wide spectrum of company goals, including periodic sales, leads generation, and return on investment.
Not Creating Room for Change
Customer habits are highly dynamic, and sales teams need the versatility to adapt to changing requirements. If your business is not adjusting its strategy toward studying, engaging, and attracting customers, it’ll fail to take advantage of vendor software updates that may be available from time to time. So, if you’re talking to an infusion soft consultancy, are you able to see areas in your CRM implementation that require improvement? Can you identify CRM features that you need introduced or tweaked to meet your current needs? Check out Damian Qualter.com.
CRM software can help transform the way you understand, engage, and even reward your customers. No matter what you’re learning during infusion-soft consultancy, the better you understand your customers, the sharper your competitive edge is.