So that the introduction of a CRM system brings benefits for your company, your employees, partners and customers, various aspects can be taken into account in the selection and implementation.

 Strategy: Rethinking In Your Head

CRM i.e. customer relationship management (customer relationship management) means that processes are consistently aligned with the customer. The customer is not interested in departmental barriers, data islands or communication silos. If something doesn’t work in the interaction with the company, the company as a whole is affected regardless of who has just spoken to the customer and who is “to blame”.

This once again illustrates the holistic nature of a CRM Development system. When introducing CRM, you should therefore not only include those groups of people who are to work with the CRM system, but also all other departments and people for whom the system is relevant or of interest.

There Can Only Be One Central Data Pool

Many salespeople manage contacts in Excel or Outlook. In everyday life, however, necessary information, e.g. B. from inventory management, be available in the CRM system, because a high level of customer enthusiasm and satisfaction can be achieved when all relevant information is available in dialogue. Employees must be willing to enter data into CRM software and then benefit from it.

Define the Sales Process

Define a clear new customer acquisition and sales process in a flow chart:

• Where do you generate new leads?
• How are leads qualified and enriched?
• What requirements must be met so that a qualified lead can be passed on to sales as an opportunity to be actively approached?

Note that 57% of the sales process has already run before a buyer in the B2B area contacts a sales representative and 90% of buyers inform themselves online in advance. The figures show very well that not only is a sales process important, but that it is also highly relevant to establish early contact with potential customers.

If the potential customers have done enough research and are ready to get in direct contact with companies, they will turn to the providers who they noticed during the research process and from whom they received support.