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When is it Time to Invest in CRM Software?

When it comes to how businesses manage their customer data, we’ve seen it all! We’ve seen Fortune 500 businesses using shared network drives with hundreds of disorganized folders, startups emailing Microsoft Excel files back and forth, small businesses using Google Docs…and good ‘ole pen and paper grids tucked into manila folders splayed acrosDisorganizeds conference tables.

A common misconception about purchasing CRM (Customer Relationship Management) system is that it’s only for large or complex organizations. In reality, the size of your organization doesn’t determine whether or not you need a CRM. If you want to effectively manage your client’s contact information and valuable customer data, using CRM software isn’t a nice to have, it’s an absolute must.

When do you know it’s time to invest in a Salesforce or Microsoft CRM?

1. Your Current Method Doesn’t Scale

Whether it’s a series of Excel spreadsheets or Word Documents, you will reach a point where your disjointed method of data management doesn’t scale. Does this growth reflect the number of employees you have? Not necessarily.

Scale could mean you have expanded to new geographies and you no longer have the luxury of walking across the hall to ask another member of your team about a specific client. If your sales team is divided geographically, your data management must be able to go beyond physical boundaries.

2. You’re Investing in Marketing

Businesses are embracing marketing automation software at a rapid pace and implementing more sophisticated marketing strategies than ever before. We have seen several businesses purchase CRM software because they realize they have all these contacts with no connection. If you’re adding accounts and looking to create meaningful ties between these stand-alone products, it’s time to pull the trigger on your Salesforce or Microsoft CRM purchase.

3. You’re Struggling to Communicate

Your sales team should be able to communicate with ease and know what’s happening across your business at a moment’s notice. Gathering information on a specific client shouldn’t require hours of combing through spreadsheets, documents, or a paper trail across multiple desks. If this sounds all too familiar you need to recognize that your sales team is wasting time and costing your company money.

With a successful CRM deployment your reps will be able to get snapshot views of a specific customer or deal in the pipeline in seconds. Creating a central repository for your sales focused communications saves time, money, and resources.

4. You’re Losing / Gaining Customers

Whenever you see a significant increase or decrease in the amount of customer’s you have, it’s time to invest in CRM. If you’re losing customers, you need to be able to track every stage of the pipeline in order to pinpoint where the deal derailed. If you’re gaining customers, you need to analyze what activities are causing conversions so you can continue to focus your time on these actions. Major fluctuations in the number of customer’s you have requires closer inspection to uncover major trends that could positively (or negatively) impact your business down the road. 

5. You’re Restructuring

If your company is restructuring you have hit the holy grail of opportunities to implement CRM software. Many customers have a hard time justifying launching a CRM project when they have departments all over the map with different methods for managing customer data. If you are restructuring or rewriting process, seize the opportunity to start fresh. Implement a CRM system from day one to coordinate data across new teams and increase your chances for widespread adoption of the tools. 

If you’re experiencing any (or all) of the above, we’re here to help. Let’s work together to build a CRM application that will positively impact your bottom line. 

Topics: CRM Platform Selection