Only 37% of CRM implementation projects are successful. This is a harsh reality considering all the investment both in time and money a project like this requires. Not to mention that a CRM is an essential tool for the management of your company’s growth.
How can you be certain that you will be amongst the success stories? The key is to plan your implementation right from the start.
Get your executive members involved
The implementation of a CRM will affect many of your company’s departments. This makes it necessary for your executive members to get involved from the start of the project, it would permit them to express their needs and would ensure that the project will have a positive and sustainable impact on the activities for which they are responsible.
Allow each executive member to choose a role in the project. This will give them a bigger sense of commitment towards ensuring the success of the project. It will sway them into making sure your project is successfully implemented by making it a priority and providing the necessary resources.
Why? Because they will understand the positive impact that CRM can have on ensuring that their own objectives are achieved.
« Instead of limiting itself to the sales force automation, the CRM should play its role by giving each of your company’s employee the tools to serve your clients more efficiently » — Forbes
Define the scope of your CRM implementation project
A CRM offers possibilities that are practically endless. For your project to come into fruition, and to avoid making any modifications along the way and delaying the launching of your project, you must clearly define the scope of your implementation.
Be sure to have:
· Clear objectives
· A realistic deadline
· Divided your project into several phases that will render sustainable results
The steps mentioned will lower the risk of getting past the deadline and will allow your employees to have a faster access to CRM. They will be able to familiarize themselves with the basic functions and understand the advantage of using them daily. Your employees will also be able to provide you with essential feed back in what pertains to the next phases of your implementation. We will never say this often enough, advancing by taking small steps is the best way to ensure that your project will come true.
Invest the necessary human and financial resources
The implementation of a CRM, requires us to invest the necessary resources towards its success. The belief that we can depend on the free trial period offered by some software companies to test a CRM is the best way to fail. This gives an impression that the company lacks commitment and that the project leader lacks support from the rest of the team.
To reduce the risks linked to the project, it is better to invest all the necessary resources and to monitor the usefulness of these resources at different key moments of the implementation. The implementation must be prioritized by the project leader to have a true impact on the company’s activities once the project is finished.
Choose CRM Champions
To encourage the adoption of your CRM, you must gather a small group of leaders who will demonstrate the advantages of using a CRM to the rest of their colleagues pushing them to follow the same mind set. Choose champions who will able to master the chosen technology and who will know how to utilize it to get the maximum benefits. Get them involved at the early stages of your project to ensure their commitment.