Here is a list of CRM specific questions to ask yourself when deploying a new CRM system. Sales force automation (SFA, CRM) can benefit an organization in more ways then just providing your team with a solid contact manager.
CRM checklist
Which business issues are you looking to improve or change through CRM?
What kind of data do have already to put into the CRM system?
Where is that data now?
What new data if made available would improve the way you do business?
Who could benefit from access to that data?
Where do your people need access to CRM data?
In the office?
At home?
On the Road?
What technology are they using? Notebooks, Pocket PC’s, Blackberries etc.
What are unique aspects of the way you do business?
Which workflows & sales processes have the potential to be automated with CRM? How much time would that save? Hint: Think repetitive tasks, time consuming procedures or tasks that easily “slip through the cracks”.
Are there certain types of customers that are the most profitable and desirable?
What characteristics do they have?
Are you getting accurate forecast information?
Is gathering forecast information a time consuming task?
What are you IT capabilities?
Do you have servers and databases in house at the current time?
What back end systems including e-mail, accounting and other systems would you like to integrate with CRM?
What information needs to be integrated and by whom?
Are there any other departments that might benefit from a new CRM system?
Marketing
Customer Service
Accounting/time and billing
Others?
Have you thought about other benefits that would now be possible such as CRM to phone system integration or web site integration?
Contact me at: peter.thomas@lightindustries.com
http://www.lightindustries.com/
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