10 questions to ask before buying crm

10 Questions to Ask Before Buying CRM

Will your sales team use it?

The number one challenge most companies face is end user adoption.

What do you want to do?

Make a list of all your functional requirements. Think about your customers and what information you want to capture.

Consider how your sales and management teams want to view and access data. Identify what you want to track in the sales pipeline and how you want to manage activities and tasks.

Do the functional requirements create an unwieldy beast?

After functional requirements, consider usability.

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10 Questions to Ask Before Buying CRM

Will it work smoothly with existing sales processes?

The more the process changes, the less likely the team is going to adopt the new technology.

Will the sales team be more efficient?

Look for ways to make existing sales processes faster.

Do you have buy-in from management?

According to the Project Management Institute, the number one driver of success across any type of project is executive support.

How will you approach training?

While we often think of trainingat the beginning of a project, the follow-up is just as important.

How will you reinforce usage?

To force usage, some companies only pay commissions for deals entered into the CRM system.

However, adoption should come naturally because the software helps the sales team work better.

How long is the implementation process?

Some projects last years, while others can be completed in a few hours.

What is the total cost of the system?

Many systems have hidden costs including mobile access, data storage, data access, consulting and API calls.

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