Which CRM classifications should I focus on at the time of implementation?
I’m implementing a new CRM system for sales management and I have some doubts about classifications. Which ones should I start with?
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I’m implementing a new CRM system for sales management and I have some doubts about classifications. Which ones should I start with?
Hey Rolf, that’s a pretty open question, a bit more context would help, but here you go :
- Who are you(your customer) selling to? Big/Medium/Small Companies—size does matter
- Which industries? How big a turnover/year? Which region in the World/Country ? Typically those classifcations help you define the sales target and you need those.
Then
- Who’s selling? Are there different levels or specialisations in your sales forces? You need to classify those
Then
- What kind of business is your customer dealing with? Hardware, Software, Services ... You need to classify those if there is matches to be made between the classes of you customers, what they do and how specialized your sales force is.
Lastly, classic
- How do you evaluate you sales pipe, what are the stages that a sales project goes through, you need to classify those.
The above are pretty commonplace, but should be true on almost any sales mgt job. Hope this helps. Cheers
Hi Rolf,
It would be good if you could be more specific as a CRM may have different purposes, from segmenting your customer base to tracking and enhancing interactions with your them.
Cheers,
Marc.
Hi Rolf, in order to determine where to start, you need to know where you wanna go.
So I’d recommend to do at least a basic strategy definition with your client.
Cheers, Bernhard
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