This is a good list to keep in mind when you’re buying a CRM (or any sales tool). Obviously, you want to do the opposite of what is listed below. After-all, this is the top ten ways to Screw Up your CRM Decision. Even so, you’d be surprised how many people start-off with the right intentions then slowly, revert back to one or more of the following bad strategies. Go back to this list often to ensure that no one on your buying team is insisting on any of these bad practices.
- Make sure the main purpose of your CRM system is to track Sales Reps activities. You need a way to prove they aren’t doing enough to close sales.
- Emphasize the reporting capabilities when explaining to your Sales Reps why they must log all activities. Also, forget to tell them how it will help them.
- Don’t analyze your sales and marketing processes before you pick your CRM Software. That’s a lot of work and will just slow you down.
- Don’t bother defining key performance indicators (KPIs) that you intend to measure. The report templates your CRM comes with will provide all the information you need.
- Don’t involve other departments. CRM is intended to improve Sales Productivity. Other departments will have their own interests. You don’t want those getting in the way of what you need to get done.
- Dismiss reps complaints about the system. They’re just lazy and don’t want to be held accountable.
- Accept the fact that reps will spend more time each day entering information and updating the system. It will leave less selling time, but the value of the data will be worth it.
- Focus on collecting information about sales rep behavior, not on uncovering business trends. The number of phone calls made is more important than knowing the average number of calls needed to close a deal.
- Look for a CRM system that has the most features and capabilities. Functionality is more important than usability.
- Ask around to find out what others think is the best CRM. Use their feedback to compile your shortlist. How different can their requirements be from yours? It’s enough to know which systems others swear by.
These are things not to do. If you want to know what you SHOULD do, just do the opposite! What no-no’s have you seen organizations do when making a CRM buying decision?