Collect evidence to support your CRM needs
You should already have a general idea of how a CRM tool will address one or more of your company’s major pain points.
However, the pitch to your team will be much more convincing if it’s backed up by proof.
If this is going to be your team’s first time using a CRM, you’re probably currently using spreadsheets to manage your lead and customer data at the moment. Spreadsheets are great—especially in the early stage of business—but you know you’ve outgrown them.
Look for data that supports the move from spreadsheets to a CRM. For example:
- Your team is selling more, so it takes much longer to update and maintain information
- There’s a lot of repetitive work, such as following up after X days, that could be automated
- Your outside sales reps can’t use spreadsheets efficiently on the go
- Sensitive client data isn’t as secure as it should be in spreadsheets
- It’s harder to collaborate in spreadsheets, as people use them in different ways
The more specific you get about the benefits of CRM, the better. Use numbers whenever you can, such as a number of lost deals due to inefficiency or the number of hours that could be saved on admin.
If you’re switching from your current CRM, identify reasons to switch. For example:
- Is it lacking a key feature?
- Is it unable to keep up with your company’s growth?
- If you’re doing a CRM system comparison, have you noticed your current CRM is falling behind its competitors?
To collect this information, talk to your teammates and store all their feedback in one place.
Jared Houghton, co-founder of sales productivity software company Ambition, recommends asking each sales rep: “How focused are you in your outreach efforts? What’s your pipeline look like? How well are you tracking your current opportunities?”
Once you have those answers, you can map them to the CRM’s specific features.
Next, get feedback from companies that are already using the product. Many SaaS product sites have a “Customers”, “Testimonials” or “Case Studies” page. Pick a couple of the organizations on that list and ask them what they like, what they don’t like, and what results they’ve seen. If you can find those similar to your industry and/or company size, even better. If you can’t get in touch, read their customer stories to find out more.
You can also ask the SaaS representative to introduce you to current customers, but be aware they will only give you the names of the happiest ones.