10 THINGS YOU NEED TO KNOW BEFORE CHOOSING A CRM SOLUTIONA guide to making a smart decision for your team

Choosing a CRM is a big decision

You need a CRM that connects your team, tracks your sales, helps you manage customer relationships and gives you clear, meaningful insights.

It’s not complicated. At least it shouldn’t be.

But, choosing the right CRM for your business is not a decision that should be made in the dark. With many options available, how do you know what you should look for?

Follow these 10 points to ensure that you find the best CRM software for you and your team.

KNOW WHY YOU WANT A CRM

1

The right CRM technology is very powerful - but what are your goals?

• Is it to centralize your business and make you more organized?• Is it to produce powerful business insights that will make you more profitable?• Is it to have a history of your contacts, leads, deals, and conversations?• Is it to scale your operation and make you more productive?

CHECK HOW LONG IT TAKES TO IMPLEMENT (AND HOW MUCH IT COSTS)

2

Not all CRM implementations are created equal.

Modern CRM implementations should be quick and easy - and free.

•Ask potential CRM vendors how long the implementation will take (and how much it will cost).

•Don’t forget to account for your own office politics, busy seasons and other events that may get in the way of a timely and easy implementation.

LOOK FOR A CRM THAT PROMOTES USER ADOPTION

3

Find a CRM that minimizes friction so your team will actually use it.

Reduce people, process, and system friction as much as possible.

• Use a bottom-up approach, giving your team only what they need.• Don’t impose a process that isn’t natural. • Make sure the CRM has a great UX and is easy to use.

FACTOR IN MOBILITY

4

How important is mobility to your team?

A CRM that works when you’re sitting at your desk won’tnecessarily work anywhere like in the field or on the train.

If mobility is important to you (and why wouldn’t it be?) look for a CRM that offers the same features you use on the desktop version on phones and tablets running on iOS, Android or Windows.

UNDERSTAND YOUR CUSTOMIZATION OPTIONS

5

Your business is unique. Make sure the CRM can adapt.

The sales cycle of a real estate agent is different than the sales cycle of a creative agency, for example.

Look for a CRM that allows you to customize your sales stages and add custom fields, filters and tags so it makes sense for your business.

EXAMINE HOW IT WILL IMPROVE EFFICIENCY

6

No one wants to work with a CRM with so many required fields that they’d rather take a pass on a lead than do data entry. CRMs are intended to produce profits by making the sales cycle smooth and tracking relevant information to closing deals.

• Look for a CRM that automates tasks and pushes reminders to your mobile phone.

• Select a solution that offers full functionality whether you are accessing it on your laptop after a client meeting in Colorado or from your cell while while you wait for the train during your morning commute.

• Look for a CRM that doesn’t make the user do double duty, forcing them to separately manage the content upload for a single transaction once while they are on mobile and again when they’re at the office.

Your CRM should increase productivity - not slow you down.

CONSIDER THE HARDWARE AND SOFTWARE YOU ALREADY USE

7

• BYOD, or Bring Your Own Device, refers to the popular growing policy of permitting employees to bring personally owned mobile devices (laptops, tablets, and smart phones) to their workplace, and to use those devices to access privileged company information and applications.

• Look for a CRM that offers the same features you use on the desktop version on phones and tablets running iOS, Android or Windows.

Are you future-proofing your business with BYOD?

• Integration with other programs your team uses is important for ease of use. Look for a CRM that can seamlessly work with your existing software. For example:

Will the CRM integrate with your other software?

• Email: Microsoft Outlook, Gmail, MailChimp, Yesware

• Cloud tools: Dropbox, Google Drive

• Social media: LinkedIn, Facebook

TAKE IT FOR A TEST DRIVE

8

• Trying out your potential new CRM is a critical step in the purchasing process, and one that many companies overlook.

• Let your team thoroughly explore the tool. Ask for feedback. If they put the software through its paces, they’ll if know it’s be a good fit.

Try it before you buy it.

IDENTIFY WHAT INSIGHTS YOU NEED

9

Think about what metrics you need to see - and make sure the CRM you choose will readily provide you with those insights.Incoming Deals Volume Report – This report breaks down the number of deals registered over a

period of time and percentage of total deal count.

Sales Forecasting – The sales forecasting report will tell you the total value of all deals in the

pipeline and how much of that amount your business can realistically expect to bring in.

Sales Revenue Goals – Set and monitor individual and team revenue goals over a set time period.

Won Deals – This report tells you the number of deals won, by team member, over any resolution

period you choose.

Sales Funnel Analysis – The sales funnel analysis report tells you where your team stands at all

points in your pipeline and what your business has to lose or gain.

DON’T FORGET ABOUT TOMORROW

10

• Just because it works for your company today doesn’t mean it will be a fit in five years.

• Think about how a CRM will scale as your business grows. Can the tool serve companies of any size?

• As you make your final decision, look for a CRM that will be a long-term partner.

Look to the future. Will the CRM grow with you?

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