How To Expand A CRM Approach For Your Industry

PostedOn: 2016-12-09 12:42:35

CRM or Customer Relationship Management isn’t no matter which new, in detail, we started using the term back in the 1990s and it has since been adopted to explain a broad range of IT business systems. Yet, with the growth in Cloud technology, a CRM system is the latest must-have shiny thing.

 

Surely, any self-respecting business owner knows that to succeed they’ll need a CRM system? Though, too often we see companies keen to embrace the technology at the expense of strategy. If you are looking to put into practice a CRM system you first need to consider your CRM approach and the implications this will have on your overall business strategy.

What is the approach?

So, let’s go back to basics and remind ourselves of what is a strategy. The strategy was originally a military term describing a plan of action to achieve an objective, for example, win a battle. The strategy plan laid out what actions and tactics were needed to defeat the enemy. The same applies to trade strategy; it’s about preparation a course of developing to understand our goals and objectives.

CRM Strategy

A CRM strategy, therefore, firstly needs to look further than the IT tool and consider a holistic approach to customer relationship management. It needs to be aligned with the company’s vision and goals, putting the customer at the front position of consideration. As a result, the organization needs to prepare itself to adopt this customer-centric approach.

CRM strategy needs to be entrenched into the company culture and documented across the whole organization, with an outside-in methodology.

Triggers

The decision to embark upon a CRM system generally results from of a business trigger, a need for change. This might be a new agreement that requires greater efficiency or maybe you have reached a “pain-point” where you know incredible different needs to happen moving forward. For example, the business growing to a certain size, or a desire to do email marketing which needs a clean database. Research carried out by the CRM software review company, Software Advice, in their CRM Software Small Business Buyer Report 2016 shows the top pain-point to be organization efficiency.

Knowing your Enemy

Understanding the challenges faced in the organization your customers will help develop your CRM strategy. Consider all your commerce processes, from end to end, to look at your customer touch-points and what problems you face. Do your sales people have the in the sequence they need to effectively respond to a customer request? Are there time-consuming routine tasks that might be automated? Are you missing sales by not anticipating a repeat purchase? Does your organization have a clear overview of the sales pipeline?

Recognizing these blocks and knowing what you are looking to achieve means you can start to plan your strategy to realize your goal.

Preparing your Army

Knowing what you what to achieve from your CRM system is still just part of the battle. Time and time again, a move towards CRM ends in stoppage due to poor implementation and user adoption. CRM needs to be integrated into the company culture to the point where everyone would move violently to do without it. But at first, there may be resistance.

Sales people are often the trickiest to convince. They will feel they can sell just fine without an IT system and might see the technology as another way to monitor their performance. You’ll need to consider the WIIFM factor (what’s in it for me?) for all your stakeholders. So, for sales people, this might be visibility of their earned commission.

Successful implementation requires staff buy-in from the top down, so make sure your senior managers are seen using the CRM. Get those using CRM reports and forecasts in meetings and presentations so your team can see the importance to your business. And recruit CRM champions who can help implement the system in each department.

Guns and Ammunition

The market for CRM systems is extremely competitive and there are hundreds to choose from. So how do you choose? Once again it’s a case of looking at what you want to achieve and what you need to get there. It might be tempting to go for a system that has lots of complex features and functionality but you’ll need to ask yourself whether you will realistically use these. Too often CRM failure is due to the system being so overly complicated that staff is put off from using it.

At Really Simple Systems CRM, customers often come to us looking to replace their CRM armored battleship with something simpler, and cheaper! They don’t use half of the functionality they are paying for and their staff struggle with the complexity.

The temptation is to put technology before strategy, yet unless people are using the CRM system properly you will never achieve the objectives. By keeping it simple you stand a good chance of a successful implementation.

Reinforcements

Cloud CRM is an advantage here as you can start with the basics and then just upgrade as you need more features. You’re not committed to it for more than your subscription period so if your business needs amazing different you can easily change. Ideally, you want to be working towards both short term and long term objectives within your CRM strategy.

Surveillance

When you set out your CRM strategy keep a record of what your business looks like before you start. Take measurements of your productivity and set it as a benchmark. You’ll then be able to monitor the effectiveness of the CRM and your success.

Set yourself SMART targets (specific, measurable, actionable, realistic, and timely) so you know when you have achieved your goals.

And remember, there’s no rule that says plans cannot be changed. Keep measuring, analyzing and reviewing what you do and be prepared to adapt your plans along the way. As the CRM becomes part of your company culture you’ll find new ways to use the data and system to keep improving.

Debrief

  • Understand the problems you face and examine your customer journey end to end
  • Know what you want to achieve and what success looks like
  • Measure where you are today and where you want to get to
  • Set milestones along with short and long-term objectives
  • Make sure you have full staff buy-in, starting at the top, and appoint CRM champions
  • Set rules for your CRM data and remember “garbage in = garbage out”
  • Clean your data regularly and appoint responsibility to manage this
  • Only consider the CRM features you need, the rest will just be an obstructionist’s all about culture, good practice, and user adoption