Are you in the process of implementing a CRM? Keep in mind the first step is to conduct a review of your work processes. Starting off by shopping for a CRM platform is ineffective because, in any case, you will need implement the system before you can evaluate it.

This review procedure also opens the door to improving your actual work processes. Often, without a tedious exercise in re-engineering, weak links can be noted and corrected. Here are a few tips:

• Begin at the original source of the sales cycle, which often starts with a business card, a name being entered, an email or completed form from your site, etc.;
• Continue with the possible scenarios used to get to “yes” with a potential customer, the methods you use to convert prospects to clients;
• Don’t forget about any bid submission/proposal procedure. Frequently certain restrictions, approvals, and exceptions will apply;
• What happens on the way to operations: what does it take to accept a customer’s order? Certain requirements often exist for this;
• Manually list your forms, papers, and other documents – they can be converted to an electronic format or easily scanned;
• Think about the interaction with other IT systems already in place;

Don’t forget there are existing best practices. Our blog is updated frequently – just sign up to receive our latest posts.

Once your present process is established and appropriate, it can be brought into the world of CRM. Various CRMs share some similarities, regardless of the manufacturer. The technology may be different, but the underlying concepts are the same. You must clearly identify which aspects of your work processes will be affected by the CRM.

Does this imply a different way of working for users? Definitely. Tell yourself that for the exercise to be successful, your people must be more effective with your new process than before.

Need help to complete this step? Don’t hesitate to ask about our CRM Audit service.