CRM restart and re-implementation of Salesforce
It is by no means uncommon for a CRM system to perform inadequately. In such a situation, it may be appropriate to do a CRM restart..
Before considering a restart it is important to identify whether the CRM system is working as intended.
The most typical features of a system that needs to be restarted are:
- The system contains a large amount of incorrect or incomplete data.
- System utilization is low.
- It is difficult or impossible to forecast sales using the system.
- The system does not support all sales processes. In such a case, a sales rep might refrain from using the system, because the system doesn’t support the activities required to follow the sales process.
Often the problem is not in the system itself, but in how the system has been set up. Sometimes the problem lies in the fact that the system hasn’t been developed as the business has developed.
If the system has not been built to meet the real needs of the company, or adapted to meet needs that have changed over time, a situation might arise where the system no longer supports the company’s operations.
When this happens, it is advisable to go back to the start and consider the goals, solve the problems by re-configuring the system. Because the restart changes the way the system is used, the new operating model must then be put into practice and people must be encouraged to commit to it. We can help with all of that.