The first step is review the objectives you had when you first implemented your CRM. If this was in place before you joined, reaching out to peer executives, marketing team, and sales reps can answer this (hopefully.) Then assess your current workflow and usage. As a start, get answers to the following:
This exercise wil branch off into other questions, but knowing where you are is the place to start to see what options you have and where you want to go.
Once you are confident your system provides an accurate history of accounts, you can then explore ways to have it provide a view into the future. Some areas that your CRM would be able to surface for you are purchasing patterns, most profitable customers, better account management, identifying accounts in crisis, competitor displacement, and vertical industry trends.
To do this, visibility is key. Having mandatory fields reps should populate will help achieve this. A good start would be to at least have:
One of the biggest mistakes that businesses make when it comes to their CRM software is the features they don’t use. This happens because they invest in CRM with a handful of problems in mind, so they’re content as long as it solves them. But if you want to maximize your ROI, you should be utilizing every feature available to you. more
VoIP makes a lot of sense for educational institutions—and it’s not just because of the substantial cost savings. Other benefits include increased efficiency and integration options. Emergency responsiveness can even be improved. more
The telemedicine revolution is finally happening. Experts have been discussing the potential for patients and healthcare providers to connect remotely for years, but the market is just now moving to adopt it—in a big way. Data suggests this market will grow over 14% annually through 2020! more