Keeping customer resources in the system rather than in salespeople's heads is the most basic and most valuable benefit of CRM.
Keeping customer resources in the system rather than in salespeople's heads is the most basic and most valuable benefit of CRM. This article draws on our practical experience serving more than 3,000 enterprise clients.
The reason many enterprises fail with CRM is that they treat the system as a supervision tool; salespeople resist entering data, and the data becomes distorted.
A good CRM should help salespeople win deals: automatic follow-up reminders, a full customer view, and less duplicate data entry.
During implementation, focus on just three things first: customer profiles, follow-up records, and the opportunity funnel; once these run smoothly, expand to the contract and payment collection module.
If you are evaluating a related project, feel free to talk with us—16 years and more than 3,000 enterprise clients of experience may help you avoid some detours.