A difficult concept to understand.

If you have encountered a difficult concept to understand or

a difficult problem to solve, often times the solution lies in distribution.

Distributing responsibility to other competent people who can help

further resolution or understanding.

Asking the same question to competent people has great value.

For example, if we encounter a health problem to solve,

what is the right path to follow?

One way is trying to find each solution yourself.

Another solution is to ask someone who is competent in solving that specific problem,

but an even better solution is to ask some different and competent doctors,

while confronting their responses to come up with a more informed conclusion.

No one has all the answers and no one is omnikompetent.

Knowing this, we can act in a smart way and make better decisions.

o obtain the success you deserve with CRM- consider the following requirements:

1. Get Executive Buy-In

Management must believe in a new CRM system and lead by using the system themselves. Support throughout all echelons of upper management affirms the company’s commitment to the initiative, which will motivate all stakeholders below management. Success will come for a manager who realizes the value of CRM, understands the problems it’s going to solve, and dedicates time and energy to making it happen. It’s incredibly important to be involved directly.

2. Establish Measurable Business Goals.

Define specific business benefits that you expect the CRM initiative to deliver. Is it to decrease the customer churn rate or decrease the sales cycle time by a specific percent? Is it to increase the win-to-loss ratio of sales opportunities? Maybe it’s to decrease the time that a service/support request is unresolved.

3. Let Business Goals Drive Functionality

Will a particular feature help your company better serve customers, improve efficiency in business processes, and lead to results that over-achieve the goals? Convert that big list of ‘features’ to benefits you hope to obtain by achieving the desired goals.

4. Avoid Automating Chaos

CRM Project leaders need to gain a 360-degree view of their own business first. Which business processes need to be rebuilt or simply need a little touch-up? What derails CRM initiatives very often is the lack of focus on the people and business processes.

Make sure you are not using technology to automate the same old ‘cow-path’.

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