CRM Vendors Reveal 10 of Their Top Tips

by Jim Berkowitz on August 25, 2010

Here is a synopsis of an excellent article by Jennifer Schiff, (@JenniferLSchiff), Vendors Reveal 10 of Their Top CRM Tips.  Be sure to check out the complete source article for more on each of the following 10 tips:

eCRM Guide asked Salesforce.com, NetSuite and SugarCRM for their tips on what to look for when purchasing a CRM system, as well as advice on how to make sure employees actually use the system and get the most out of it. Here are their responses.

1. Keep in mind who will be using the CRM system and plan (and buy) accordingly. “Try to define your rationale for installing a system up front before you begin discussion with vendors,” suggested Scott Holden, director of product marketing at salesforce.com
2. Make sure your CRM software integrates with other key systems.
3. How will the CRM system handle critical customer data? When evaluating a CRM system, make sure to evaluate how the system is going to manage customer information.
4. Define objectives and set baselines before rolling out your CRM system.
5. Don’t skimp on training.
6. Choose which tools and features to implement with your sales force in mind.
7. Think big, but start small.
8. Customize wisely.
9. Don’t forget about incorporating social media leads.
10. Monitor progress — and setbacks.

{ 1 comment }

John Cheney, CEO, Workbooks.com August 27, 2010 at 8:54 am

There are some great points here to ensure that you make the right choice on a CRM system and that it is implemented successfully with staff using it. It is the implementation that is really the key, as even if you get a great CRM system, if it’s not implemented successfully and staff aren’t on-boarded properly, you will really struggle to get the most out of your CRM investment. There are some additional tips for CRM implementation that we consider important:

• Make sure key staff are involved
• Use this as a chance to rethink how you do things
• Try not to prescribe people’s process
• Accept there will be some resistance
• Don’t rush, make sure it’s right

Our tips on this are detailed further at http://blog.workbooks.com/10-tips-to-help-with-a-successful-crm-implementation/.

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