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How to Choose the Right CRM for You

Published on February 19, 2020
4 min read
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4 min read

Initially, the CRM program was designed to help companies build and maintain relationships with new and existing clients. By then, CRM software has developed from a basic contact management system to a robust tool that helps users handle inventory, promotions, point-of-sale (POS) purchases, accounting, suppliers, and other forms of operational data all in one readily available solution. 

CRM systems are also known for fueling explosive growth in business. People are turned to by businesses of all sizes to help achieve even greater levels of success. CRM has developed into a dynamic, multi-tiered support system, due to advances in technology and ultra-competitive markets. CRM software provides numerous features and applications, from providing real-time alerts to centralizing customer data, which help businesses maintain their customers and automate business processes. Managing companies has become more accessible than ever with the introduction of mobile CRM devices. What might go wrong, then?

What many companies fail to realize is that if careful preparation is not performed in advance, using a CRM program entails a tremendous amount of risk. If a better road map is not summed out, you may not be able to work out your company’s implementation strategy and your risk losing funds on your investment. 

No one is making the wrong decision on purpose for his company. It is because of the lack of sufficient knowledge that companies fail to modify procedures, leading to an inexpensive implementation of CRM, which leads to failure. Here are the 6 important steps involved in selecting the right CRM for your business to help you deal with this pressing issue.

Steps in Choosing the Right CRM for You: 

1. Define the Business Requirements and Functional Needs

Firstly, it is important to examine the business needs which, in effect, can help to understand that in what capacity a CRM will fulfill the business’ goals. It is the rule of thumb to list the number of issues you want to fix with your CRM, followed by specifying the essential features you want in your CRM. Arrange the following goals to determine which CRM tools will be the most successful for your business.

  • Boost Profitability
  • Increase Efficiency
  • Tracking and Leading Operation
  • Track Odds and Closing Rates
  • Managing Relationships
  • Organizing Business Operations

As a consequence, highlighting the business problems should open the door for a successful implementation of CRM, with few or no mistakes made in implementing CRM. Since no two CRMs are the same, and since your business processes are distinct, it makes sense to invest in a CRM that is tailored to suit your business needs. Understand why your business is better off with a customized CRM.

Once the business’ requirements have been emphasized, the business will be better prepared to select the most appropriate software.

2. Get All Members on Board

Implementing CRM represents a significant change in any organization. Therefore, to ensure a smooth transition, it is important to get everyone in the company on board. There will be problems like no matter which program you select, some team members will be there to fight the transition. In some situations, you can feel threatened by your sales force. This is a common problem among salespeople, as they assume that they are putting their positions at risk by giving up their customer’s contact information. The aim here is to make the salespeople feel comfortable and let them understand that they are not at risk of losing or sharing their customers with others as they own the customer’s relationship. Letting your sales team involved in your CRM selection process to get their buy-in and having them engaged throughout the process makes associates feel less at risk from a new system. When the workers have more pride in selecting a new device, the greater the likelihood they will adopt and help their colleagues adopt it too. 

3. Analyze the Options

You need to decide whether to opt for a cloud CRM or an all premise CRM, depending on your business requirements and the resources that you have at your disposal. Both have advantages and disadvantages. On-premise is the conventional deployment approach because due to security concerns, many people are too scared to transfer their data to the cloud. All big CRM firms also sell their tech Cloud models. A final decision is made based on how comfortable your company’s management is with its cloud-residing data.

4. Choose the Best CRM Program based on the Test Results

Since you are about to invest more money, human resources, and time when you buy a CRM, you deserve the best option available that will give you the highest return on investment (ROI). There is a multitude of options on the market that can confuse and threaten the decision-making process. But we are here to make your journey as easy as we can for you.

5. Evaluate CRM Sellers by Demonstration and Presentation

Once you have shortlisted the best options, you can contact the vendors and ask their business analysts to give a presentation explaining their product’s features and functions. Ask them about the methods of deploying and how long it would take to set up the system. Ask into training and support programs so that the staff can be equipped with the skills set to make an effortless use of the CRM program.

6. Ask the Seller on CRM’s Integration or Customization Capabilities

Regardless of which CRM you choose, and out of the box solution will never be strong enough to communicate with any department within your business. It will need to be incorporated with third-party apps such as social media, online web portals, accounting, databases, e-commerce, etc. to give you a 360-degree view of your customers. Discover the various possible benefits of integrating CRM. Then make sure you go for a solution whose features can be easily expanded by integration or customization. 

7. Ask about the Price and Investment Levels

Now that you are done watching demonstrations, presentations, and asking about CRM’s capabilities, it is now time to start working on pricing. Many of these businesses have different levels, configurations of service, and mode of payment. This could make the comparison of prices complicated so work with all the companies to make some common decisions. 

Want to pay the year upfront, or would you like to pay every month? Do you like the product at the basic level or the product at the middle level? Do you want to pay by credit card or by invoice? Believe it or not, the payment options affect your price.  

Read and check carefully the terms of the agreement. Is it a month, or are you locked in for one year? You will not usually be switching systems or turning off your CRM in the middle of the month. Your business will look for a CRM program that will take you through the next 10 years.

8. Be sure to talk about onboarding and training

Finally, make sure you understand clearly the training and onboarding options available through the software company and its partners. In some cases, this can be a bit fuzzy. You will pay for onboarding and you may not be crystal-clear about what that entails. Only make sure you see a clear route coming from no users to all of the team as active users. That is how profit and ROI are to be realized in the shortest period.

Choosing the appropriate CRM is an important process for your business. Taking the above steps will help you get started, but make you devote enough time to the analysis process to find your organization’s best CRM method. Be sure to choose the best system for your company’s model, as the right CRM system is instrumental in your company’s growth.

February 19, 2020