A CRM project? Review the needs of your sales force

As a Vice President of sales, you know better than anyone else, managing the sales force and achieving the objectives set at the beginning of the year is not always an easy task. Despite the help of your sales managers and all the goodwill of the sales representatives, the results are not always there. This is one of the reasons why you rely so much on the new CRM software.

In order for your sales force (and indirectly yourself) to take full advantage of the full potential of CRM, do not skimp on upstream efforts. Identify and organize very clearly the software solution requirements for your sales and marketing managers.

This is one of the keys to the success of the CRM project! (And to help you do this, we have put together a checklist to help you with your CRM needs expression).

To do this, arm yourself with your best pen (or keyboard according to your preferences) and start by mapping how the sales teams work. This will determine the future configuration of the software. Then, with the help of your sales managers, compile a list of operating methods that need to be improved or absolutely maintained.

Then, think about the precise needs of sales managers and sales representatives for the performance of their daily tasks (dashboards, indicators, workflows, alerts...). On the other hand, what data will sales representatives have to report in CRM and in what form?

Finally, think about their work habits: how often are they mobile? If so, do you want a CRM that can work in offline mode? Should it be compatible with Apple devices? How many third-party applications will the CRM have to interface with? These are all questions you need to ask yourself if you want to make this project a success.

Last but not least: anticipation! It is your role as a sales manager to step back and identify the main changes that will affect your sales teams in the coming years. Indeed, these developments will certainly have significant consequences on the functioning of CRM; it is therefore not to be taken lightly.

You will find all these tips in detail in our "Guide for a successful B2B CRM project". Feel free to download it!

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