Before diving headfirst into your CRM project, it is crucial to have a clear and precise understanding of your expectations. The goal is to draft a statement of requirements for the sales team that can be incorporated into the project specifications.
First, think about your business strategy in the short, medium and long term. It is essential to keep these elements in mind when you then define your needs for managing sales activities, key sales and marketing indicators, sales force management requirements, and so on (to help you, you can also download our checklist for B2B CRM projects). Depending on the future outlook for your department, you may decide it is appropriate to add certain features.
When preparing this document to organise requests from the sales department, make sure you do not overlook information from other departments that you may also need. Identify these in detail, as they should be reflected in the CRM.
Do not forget to specify the different usage restrictions you would like to implement. What information should be accessible to sales representatives? To sales managers? To senior management? Another important point: alert workflows to be set up (or not) in the future CRM should also be planned in advance.
Finally, remember that a CRM is a forward-looking project. This new software will become your daily companion for many years. Anticipate the key changes in your company, especially in sales management. This will save you a lot of trouble if, for example, in 5 years’ time you want to introduce multi-currency support but your CRM does not cater for it…
To find out more and benefit from all our expert advice in detail, as well as a template to help you draft your statement of requirements, we invite you to explore our 2018 B2B CRM Guide.
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