It’s easy to get overwhelmed by CRM.
But rather than let technology get in the way of better process, I’ve learned that the most effective way for industrial sales organizations to get the most from CRM is to approach it systematically— with sales process top of mind.
That’s why I named my book, ROI from CRM: It’s About Sales Process, Not Just Technology.
I’ve developed a five-step process called the SalesProcess360 CRM Audit, which helps you identify which processes to focus on first and develop an action plan to tackle them.
Imagine a funnel. The results of the first step of the CRM Audit feed into the second, and so on, until you have a plan based on your company’s true needs. This approach ensures your processes are driving how you use CRM and not the other way around. This is critical to getting ROI from CRM.
The CRM Audit includes:
- Sales Process Review – Use this to take an honest view of your sales process from every angle, including outside sales, inside sales, service, marketing and more. We also look at your processes at each stage of the sales cycle.
- Sales Process Gap Analysis – The Gap Analysis then takes your Sales Process Review results and identifies the top three gaps by department and sales cycle stage.
- CRM Roadmap Matrix – The Roadmap Matrix takes the subjective out and helps you determine where to focus first for ROI from CRM.
- CRM Phased Roadmap – Map a plan based on these results using the Phased Roadmap, which is built based on the “Start slow and grow” philosophy.
- CRM ROI Calculator – Want to know if you’ll get a return from your investment? Plug your numbers into the ROI calculator.
If you’re interested in talking with us more about the SalesProcess360 CRM Audit, give us a call at 504-355-1150, schedule a free phone consultation or email us at [email protected].
I also discuss each step of the CRM Audit in detail in my book, ROI from CRM: It’s About Sales Process, Not Just Technology.