Select and Implement a CRM

Common Problem: Visibility; Sales metrics analysis; Information sharing; Disorganization

If your company is like most out there today, prospects and customers are in constant contact with many people and departments within your organization. But as in many companies, all the knowledge and information remains in the heads of each employee, rather than in a Customer Relationship Management (CRM) system that is accessible to the team.

Impact:

Little, if any, visibility of your sales pipeline
Inability to easily access customer knowledge and history
Inefficient information sharing and massive duplication of work
Lack of cohesion amongst employees and departments
High-risk when employees turn over
Lower quality customer service – both pre and post sale.

The Solution: SFA/CRM Selection & Implementation
Everyone has heard the hype about CRM (Customer Relationship Management) or SFA (Sales Force Automation) Software. But before you go out and buy a software package, consider...

Which one is right for your organization and needs?
What should be done during the SFA/CRM implementation to ensure success?

To address question 1, Focus America will assess your sales environment, technology, and needs to find software that's right for you.

NOTE: Focus America does not sell software. As a result, our analysis and recommendations are objective.

The answer to question 2 is beyond the software itself. Without a well-defined sales process (e.g. The Sales Roadmap), proper customization, initial and follow up training, and ongoing support, the value of the SFA/CRM implementation will be unrealized. Let Focus America drive this for you as well.

Common Problem: Your Current CRM is under-utilized
Many of our clients have tried to implement a CRM in the past but have not realized the benefits. This could be for the following reasons: The CRM was:

Cumbersome to use
Not customized to fit the business
CRM Implemented with little or no training
Users did not see the value
Sales Management lacked commitment

Solution:
There are 2 options: either re-implement your existing CRM OR migrate to another CRM

Before this decision can be made, Focus will evaluate why the original CRM was selected, to what extent it’s being used, and how its functionality meets the requirements.

In either case, our approach would always include: building well-defined sales process (e.g. The Sales Roadmap) for how the CRM is going to be used (both pre and post sale), proper customization, initial and follow up training, and ongoing support.

NOTE: Our preference will always be for our clients to stay with a CRM they have in order to save. However, having CRM that meets the company’s needs is the primary concern.

For more detailed information on how a CRM implementation can assist your business, read the article “Why Bother with CRM & How to Make it Work for You”.

View the Implementation Process