The importance of setting goals before you implement Salesforce
Saturday, July 1, 2017
Below is an excerpt from the book Your Surefire Guide to CRM Success
Failures, unfortunately, are far too common when it comes to CRM. We, and everyone else in this business, see them all the time. In fact, we’ve seen a whole parking lot full of them and have come to understand that there are very clear and distinct patterns as to why it happens. Our intent with this book is to eliminate those failures. We know from experience that it doesn’t have to be this way.
In addition, we want to do more than just help you avoid failure; we want to show you how you have enormous success. When it comes to CRM software, we know that the average return on investment for successful implementations is $8.71 per $1 spent. That’s a pretty great return, and when that number is revealed to people, it typically elicits oohs and aahs. But our message is that we want you to top that. And you can. With the right information, perspective, and a little bit of work, you can get a remarkable return.
We want you to use this book to ask the right questions and give you the crucial information you need to define your Salesforce goals and then to get everyone aligned around them. If you can get everyone to buy into a vision, your chance of success is going to be significantly higher. Management must know what sales wants, and sales must know what management wants, so everyone can work together toward success.
Our job is to manage the successful implementation Salesforce in businesses large and small, across a wide range of industries. But by the time we come into the picture, most of the businesses we work with have already decided to do the project. They have hired us to execute, not to ask questions like, “Do you have a clear vision for why you want this?” or, “Does everyone in your organization understand that vision and believe in it?” We do our best to get alignment and push our clients on these points, but in a sense, we come to the party a little too late. The big decisions have already been made. What this book will do is help you educate yourself about the wide range of possibilities when it comes to Salesforce solutions and help you set the right goals for your organization, so that when you are ready to call a partner like us to help you with your Salesforce implementation, you’re starting off on the right foot for success.
It may sound obvious that organizations need goals and alignment for the success of any project, not just a Salesforce project. Though it may sound obvious, it unfortunately isn’t common practice. Companies routinely spend anywhere from $10,000 to $50,000 a year on CRM or more—often a lot more—without ever stopping to ask themselves the critical questions: Why do we need this? What are our goals for it? What does success look like? Are we aligned, within our organization, on those goals and benchmarks for success? And that’s a big reason why there is so much failure. Companies are not getting a return on their investment because they haven’t spent the time up front to define these things and get buy in from everybody involved.
CRM is well worth the investment, when it is implemented correctly. Is your organization ready for CRM? NexGen can help you determine if you are ready. Based upon many years of experience, we can provide you with a CRM Readiness Assessment. The report will detail topics your company should consider before beginning a CRM Project. To receive a free assessment, fill out the form on this link: Are You Ready?
Click here for more information about how to get a copy of Your Surefire Guide to CRM Success