CRM Implementation: The Only Guide You’ll Ever Need

Su CRM es el centro de la actividad, el lugar donde se recopila y almacena la información sobre clientes potenciales y clientes, la herramienta principal de su equipo de ventas.

Si no está ayudando a su equipo a cumplir sus objetivos, cerrar más tratos y desarrollar relaciones más sólidas con los clientes, es hora de hacer un cambio.

But CRM implementation is a big move. How do you know your team will like the new CRM? How can you choose a CRM that fits your business and your sales process? How can you overcome challenges and get your team up and running on a new CRM?

No se preocupe: vamos a guiarle a lo largo de todo el proceso de implantación de un CRM, desde la decisión de elegir un nuevo CRM hasta la migración de los datos y la comprobación del éxito de su elección.

Antes de entrar en materia, hablemos de:

• ¿Qué es la implantación de CRM?
• 7 ventajas de la implantación de CRM
• Gestión de las relaciones con los clientes: de la estrategia a la aplicación
• Retos, fracasos y riesgos de la implantación de CRM que hay que tener en cuenta

¿Qué es la implantación de CRM?

La implantación de un CRM es el proceso de elección, compra, configuración y uso de un nuevo sistema CRM. El proceso comienza cuando se inicia la búsqueda activa de un nuevo CRM, pasa por el proceso de decisión y compra, y termina cuando se han migrado con éxito los datos y todo el equipo utiliza el nuevo CRM.

‎That CRM your team is currently using is only slowing them down. No one is updating their information or adding important deal details, and you’re never quite sure exactly what’s going on in your team’s sales pipeline.

Este es el comienzo de su proyecto de implantación de CRM: reconocer que existe un problema y prepararse para resolverlo.

Una vez que se haya decidido por un nuevo software de CRM, tendrá que prepararlo para que su equipo pueda utilizarlo. Esto incluye la configuración de personalizaciones, integraciones de terceros y automatizaciones. Por último, deberá migrar los datos del sistema anterior al nuevo y configurar los usuarios.

Ese es el significado de la implantación de CRM (en pocas palabras).

‎7 Benefits of CRM Implementation

¿Empieza a preguntarse si su proyecto de implantación merece la pena?

Créanos: el CRM adecuado vale su peso en oro.

Whether you’re moving into a real CRM software from a messy Excel spreadsheet CRM, or switching to a system that fits your team and sales process better, here are the top 7 CRM implementation benefits you’ll see once you finish:

• Collect and retain better customer information: When all your data is stored in the same place, it’ll be easier to access for the whole team, giving everyone the right insights into buyer behaviors and customer needs.
• Get a better view of your sales pipeline: Ever wonder how much work your reps have on their plate, or where exactly each deal stands? Switching to a CRM system with a built-in pipeline view gives you a visual take on your whole team’s situation and workload.
• Effectively automate repetitive tasks: Most modern CRMs include built-in automations that allow your team to focus on what they do best: selling.
• Improve key sales metrics like CAC and sales cycle length: When your CRM helps reps work more productively, you’ll see shorter sales cycles, lower customer acquisition costs, and (of course) increased revenue.
• Build better relationships with customers: Improved customer data equals deeper relationships with your customers. When your CRM works right, you’ll be able to dazzle your prospects and customers (plus increase retention rates and LTV).
• Improve your forecasting skills: Forecasting for future sales is all about knowing what’s going on right now with your team. Switching to a CRM with updated reporting helps you see what’s happening now and more accurately plan what will happen in the next month or quarter.
• Help your team collaborate better: Visibility is key to collaboration, especially if you’re managing a remote sales team. Implementing a CRM that keeps data visible and highlights features for collaboration will help your reps work better as a team.

Customer Relationship Management: Going From Strategy to Implementation

Entonces, ¿qué implica exactamente implantar un nuevo CRM? Aquí tienes un avance de la estrategia que puedes utilizar para implantar un nuevo sistema CRM para tu equipo:

• Make use of support and customer success resources: Whatever CRM you're switching too, they probably offer some kind of support. Find a POC and ask them how they can assist you with implementing their CRM effectively.
• Clean up your sales data and process: A new CRM is useless if your data and process aren’t updated and ready for your team to use. Spend a few hours cleaning up your data early on, and you could save weeks in the CRM implementation process down the road.
• Set up team training on the new system: Training your team is essential to their success. Take advantage of any training from the company itself, or find tutorials from current users online.
• Start migrating your data: Start small to see how the migration process works.
• Set up customizations and integrations: Build your sales pipeline, email templates, lead lists, and third-party integrations to get the most out of the new system.
• Test the new system with your team: Working together to test and play with the new system will get your team excited about a new tool.
• Finish the import: When everything is set up and ready to go, it’s time to migrate the rest of your data and delete the old system.
• Track and report on your results: Success metrics could include increased outreach rates, a shorter sales cycle, more opportunities created, and higher conversion and close rates.

Retos, fracasos y riesgos de la implantación de CRM que hay que tener en cuenta

Como ocurre con cualquier compra importante de software, la implantación de un CRM conlleva retos y riesgos. Ser consciente de estos riesgos y prepararse para ellos de antemano puede ayudarle a suavizar el proceso:

• Going over budget: Budget is a big deal when you’re getting approvals for a software purchase. Some CRMs will hide big data migration fees,onboarding costs, or charges for exceeding usage limits meaning your budget is larger at the end than you expected.

Pro Tip: Don’t get burned by hidden migration fees. Talk to the friendly sales team at Close about how we can help you migrate your data with a transparent pricing structure. Book a demo.

• Going beyond your timeline: Timing your implementation correctly is important since you don’t want to get stuck paying for two CRM systems during a slow migration.
• Getting stuck with a steep learning curve: If your new CRM is complicated to learn and use, you could face much lower productivity across the sales team until they’re onboarded and updated on the new system.
• Low adoption rates: Another risk if you choose a CRM that’s too complex—your reps won’t want to use it.
• Inability to scale over time: The right CRM scales with your business as you grow. But the wrong CRM can stagnate growth with extra costs for the features you need.
• Missing out on essential features and integrations down the road: If your new CRM isn’t constantly being upgraded and improved, it will quickly fall behind the times and become more of a burden for your team.

Start Your CRM implementation off with a Good Plan

Si fijas objetivos claros, te preparas para los riesgos y elaboras un plan sólido, estarás preparado para el éxito.

Ready to implement CRM the right way? Talk to the Close team and let us help you build a plan that works.