Does it need to be all or nothing?
Extract from ‘Scaling New Heights’ by Craig Saphin:
4.1 All or Nothing - Successful CRM Implementation
Executive Summary:
Up to 90% of CRM projects fail.
The best implementations of CRMs all involved the sales leadership as principal stakeholders.
Your intent should be simple: help the sales team achieve targets and make the company money.
The successful implementation and the daily entry of quality, reliable data must be the only aspiration.
There are five key steps to follow for a successful selection, planning and implementation of a CRM.
Australia is a sport-loving country. The range of sports to watch and play is almost endless. I prefer playing sport than watching it. One of the most enjoyable sports I have played is tennis. Through lack of commitment, I have never been a good tennis player. The occasions where I was able to win a game against a formidable opponent was when I played at the 150% level. 99% only ever resulted in a loss. I found that winning at tennis required a strategy, anticipation of key variables and 150% commitment.
The implementation of a Customer Relationship Management system or CRM can be viewed similarly. Just going through the process without a clear strategy, anticipation of the use and purpose and less than 100% commitment will fail. Scott Edinger (2018) references that up to 90% of CRM projects fail. That means, regardless of all the good intent and cost, you may not win with your CRM project.
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