In this installment, we’ll take a look at the remaining steps to a successful CRM implementation, starting with your processes. Hone up the Processes Process is intrinsic to CRM systems—they live and breathe through process. But these are not processes based on moving paper around from desk to desk, these are electronic processes that move around instantaneously on a computer n … [Read more...] about Successful CRM Implementation #3: Make It Work
Even before the CRM system is specified, researched, and purchased, there should be discussion amongst all the functional groups within the company that might be impacted, and that will be pretty much the entire company. In these discussions, the previously defined vision will begin to permeate through the organization. Just like any project, if there is no plan to translate … [Read more...] about Successful CRM Implementation #2: Develop the Plan
Over the years my team has been involved in a large number of CRM implementations to all types and sizes of company. I think we’ve done a good job overall. One reason for this is our CRM technology was developed for running our own sales distribution company – we learned on the job.But still, today, over twenty years since the idea of CRM was first developed lots of CRM pro … [Read more...] about Successful CRM Implementation #1: Getting it right first time
Salespeople have to be able to predict when sales will happen, it’s an essential part of the job, and it’s referred to as forecasting. Businesses need to know what is lying ahead and salespeople are best suited for determining that. But, as any salesperson will tell you, “it ain’t easy.” In our ASPEC sales methodology we use a couple of issues to determine probability of winnin … [Read more...] about “When will it happen?” – Critical question deserving careful thought!
A while ago I wrote a post on Sabermetrics which us using baseball statistics to make strategic decisions in improving a team’s performance especially when it came to individual performers. This was the subject of the story in the movie “Moneyball” staring Brad Pit. My post was how to use some of these ideas in building sales teams. Now there is another book that discusses the … [Read more...] about Baseball, Big Data, and Selling.