How many crm projects fail

If you want your CRM implementation to increase revenue which it only will if it enables your sales organization to increase sales , I recommend doing the following:. Re-think your CRM as a tool to increase revenue. That is why you bought this system and spent millions, sometimes tens of millions, on its deployment. Broadcast this message loud and clear from the CEO and sales leadership. Your sales team needs to understand that they drive the execution of your strategy every time they interact with a client or prospect.

Your implementation of a CRM system is not about the technology, and it is not to fulfill an administrative reporting requirement, which is how too many sales teams view them. Integrate your marketing efforts with sales activity. Marketing blames sales for not following up on all the leads produced.

Overcoming these interdepartmental squabbles requires a collaborative effort by both teams throughout the sales process. Early in the sales cycle, marketing and sales have roles to play in identifying and qualifying opportunities to actively pursue. As sales cycles develop, they should have a shared understanding of what constitutes a qualified lead, as well your ideal customer profile — both in terms of the company and level of buyer.

Later in the sales cycle, marketing works with sales to create materials that can be customized to client objectives and case studies, instead of the generic collateral sales teams often see as low value. Managers provide coaching to improve, not reporting to inspect. The pivotal role in driving CRM success is not individual sales people. They will determine how the sales team uses and experiences the CRM.

In the eternal wisdom of George Carlin, "Some people say that the glass is half-empty, others say that it's half-full … Me, I think the glass is too big. Sure, users may not be happy. A classic reaction to a failed project is to blame the project team, get a new project manager, change consultants and hold a crash "get well" program.

In extreme cases, management may throw out the new system altogether. Although such reactions are emotionally and politically satisfying, they are typically costly, as all changes incur friction and learning-curve effects.

Worse still, the get-well program usually heads straight down the stay-sick road described in the mythical man-month. If you get enough "Yes" answers to those tough questions, the get-well project is already sick.

It may make sense to call in a management consultant or organizational development specialist before kicking the new IT project into full gear. Here are the latest Insider stories. Almost 90 percent of the CRM implementation projects are admitted not to bring any benefits to businesses.

The main reason they cannot help companies to increase revenue is the CRM system is often misused. Rather than using it to make sales process improvements, many businesses often use it to check progress reports, make forecast accuracy, gain visibility, predict due dates, and other business intelligence ranges.

Today's CRMs also serve a wide range of users like senior executives to people who work in technology, marketing, finance, and sales. The user strives to address as many goals as possible using just CRMs. If you want your CRM implementation to success as in increasing revenue , as one of the top software companies in Vietnam , we strongly recommend you to:. After all, this is the reason why you purchased this system and implemented it. Using this software, the team needs to understand that implementing a CRM system is not to fulfill the managing report requirements, which is how many businesses view them.