Implementation of CRM may seem like demanding task. Yet — with the right guidelines and beforehand preparation — your choice of customer relationship management software and its implementation may be as smooth as any other workflow. Even further — with right knowledge of CRM strengths during and after its adoption — effectiveness of all your decision-making processes will skyrocket.

2. Here is a guideline that, tailored to your individual needs, should successfully
guide you through your CRM implementation.
Based on the ebook:
Choosing and Implementing CRM
A CRM implementation is certainly a major project, that
has an impact on many areas of a company. But that
doesn't mean it has to be astoundingly difficult.

3. Take a look at how you’re currently managing your processes,
and where that’s not working.
Establish some key objectives for your new CRM, such as:
ease of use, rapid implementation, flexible, customizable
(without IT overhead).
Along with objectives, create some key metrics that will
indicate success. They can be such things as more visibility
and sharing of information, and faster progression of
opportunities through your pipeline—not simply increased
sales.
Create Goals for the
New CRM System

4. Engage all stakeholders in the process of CRM
selection.
This doesn’t mean that everyone has to be at every
presentation, or even that everyone gets a say in the
final decision. But people should know it’s happening
and have input into the goals and objectives
previously mentioned. At this point they start to
accept that this will be the technology that they use in
the future to manage processes.
Involve All
Stakeholders

5. ● Benchmark each solution that you look at against your
organization’s specific needs and requirements.
● This is not a process of counting up which solution has
the most ticks in the functionality boxes. Look for a
system that solves your crucial issues. It doesn’t matter
if it has a long list of ticks against functions you’re
never going to use.
● Be realistic. Select the best fit to your most important
goals.
● If your solution allows a trial, use it actively and ask
plenty of questions.
Selection of Vendor

6. ● If CRM product is being developed to specs,
establish a solid line of communication for
sending your requirements through. Don’t be
afraid to ask questions – your vendor won’t
know exactly what you need and want unless
you ask for it.
● At this stage, get stakeholders involved; bring
them to demos, obtain their input. Begin
creating excitement about a CRM system.
Design of System

7. ● Cleaning and formatting data should begin long before the CRM
project itself.
● Questions that must be answered in regard to data before it is
ported to the new CRM application:
Does a Master Data set exist?
Is the data to be ported in the right format?
Are there separate independent data sets,
and if so how can they be merged?
Is the data organized correctly?
Are there duplicates in the data?
Is the data accurate?
● It is well worth the money to hire outside help if needed.
Preparation of Data
for Porting

8. ● Working with the vendor, start implementation
of the new system
● Make sure that you test, review and provide
feedback to the vendor – they can’t help if they
don’t know what you need.
● With assistance from vendor and consultants
if needed, integrate legacy systems
with new CRM
Development

9. ● Right up front, be very clear on user benefits
provided by the new CRM system
● Create a clear and doable path (plan) for
training of ALL users
● If you have a large number of users, training
should be tailored to each type of user
(salesperson, manager, administrator, etc.)
● Make sure to include the Why in each
explanation of function
Training

10. ● Carefully track usage of new system
● Obtain regular feedback on new system
● Ensure tech support is available—don't leave
users stranded
● Provide regular and further training
Going Live

11. Make sure to measure ROI
of your new system.
Make your CRM usage a great success!

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