How to Shop for CRM

Most of our problems with CRM begin in the way we shop for it. We get a handful of recommendations, cruise through the CRM company websites, and choose.

I’m not suggesting this is a casual effort. To the contrary, most people put in a lot of time and careful consideration. Unfortunately, looking at potential CRM puts us on a dangerous path right away because what the CRM shows us has a strong influence on what we think we’re looking for.

A different sort of effort will help you choose more wisely. I wish I could tell you it will be an easier effort but I can’t. In fact, this brief article turned into enough pages that I decided to divide it up as follows:

Selling B to C or to single contacts?

Start with this post.

Everybody else: Work through these steps and articles

1. Create a list of the kinds of prospects and contacts you have.

2. See if you can map your list to the CRM. (Not yet posted.)

3. See if you can adjust their sales process to match yours. (Not yet posted.)

4. See if you can streamline. (Not yet posted.)

5. Add a rating system. (Not yet posted.)

Want to see if you can be happier with the CRM you’ve got?

Work through the same steps and articles shown above with your current program.

Pass the Aspirin Please

Before you get started, I want to acknowledge what a pain in the rear this kind of analysis is. If you frequently find yourself wondering if it’s worth it I suggest the answer may be “no.”

Even if you’re selling very high-ticket items and that involves a complex sale, you may not need a complex and many-layered CRM. One designed for B to C may do a great job. Or…you may not need CRM at all.