How to implement a CRM
A CRM software is only as good as the people using it. And the salespeople using it need a strong strategy to connect the dots behind the data. Different businesses run on different models, of course, but if you’re wondering how to implement your CRM effectively, you can start with these four points:
Define your use cases
Does your business involve extensive cold calling? Or do most of your leads come inbound? How many emails do you send on an average every day? Does your business depend on field sales or inside sales or both? These are not the exact questions you should be asking yourself, but asking such questions is the first step towards consolidating your use cases.
Like the product-market fit, look for use case-CRM fit
If your business thrives on email outreach, your CRM software should let you track email opens and link clicks in real time, while also helping you send bulk emails. If your business depends on international calling, your CRM should have an in-built phone with the ability to buy numbers from across the globe.
Have SMART expectations from your CRM software
Remember to have SMART (Specific, Measurable, Achievable, Relevant and Time-bound) expectations from the CRM software. It’s the difference between increasing your deals and increasing the number of closed deals by 100% in 30 days.
Help your sales team engage with the CRM
CRM software can’t be imposed on your reps; they need to use it to feel happy about it. If the CRM has a free trial, get your reps to sign up right away. It’s a great way to find out everything about the CRM, including the kind of support on offer. This also ensures your team is more invested in the software if/when you make a purchasing decision.