If you want to get the quickest return on investment from CRM implementation then it will pay to have a plan.  Check this list to make sure you are going to get the benefits of CRM right from the start:

1. Set strategic and tactical goals that CRM will accomplish.

How is this going to help you serve your customers better? 

2. Resolve any problems with your sales and delivery system. 

If your sales and delivery system is not working properly, CRM won’t help, it will just make it more obvious where the problems are. 

3. Get senior management buy in and agreement on expectations and make sure you have buy-in from the important functional areas of the company. 

It’s better to get everyone on the same page going in.  Some will always resist change but remember the big picture and benefits that will occur company-wide.

4. Make sure that short-term expectations are realistic, yet long-term goals are most important. 

You will see immediate benefits of using CRM, but the greatest benefits will be long lasting.

5. Set a tracking system on a few key metrics so that you can see the improvement you are making over time. 

Motivate your employees to embrace CRM with incentives tied to metrics.

6. Position the project as a cultural change project to improve the whole company. 

The main philosophy of CRM is focusing on the customer and their needs/wants.  For some, this may take an attitude adjustment, but for the success of any company it is critical.

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