Customer Relationship Management Software Mistake #1

Sales and marketing management worry about which software application is right for them before they know which selling process produces results.  Software is easy, it's understanding your selling process that is the biggest customer relationship management software mistake.  And here is why it's killing your ability to create and keep profitable customers ...

All modern software applications can be tailored to serve your selling process.  You don't have to change the way you work, just enhance it for the automation tools available in your customer relationship management software.  But, is your selling process working?

It's remedial, and I might offend some professionals here, but let's review the selling process:

1. Prospect --> Qualify, (Prospects)
2. Present --> Close, (Inquirers)
3. Fulfillment --> Up-sell, (Buyers)

This chart of the selling process provides a pattern for consistent growth that works in most business to business industries.  Before you choose a customer relationship management software package, document your selling process, including the steps each sales person should take, and channels marketing uses to generate interest.

If you can't condense your selling process down to a single sheet of paper, then it's too complex and needs optimized before moving full force into any customer relationship management software.  Remember, it's the objective of customer relationship management software vendors to sell you their solution, not maximize your ability to create and keep profitable customers.

Without a clear selling process you'll just end up with more data, expensive integration times, and a loss of productivity.  Remember, make customer relationship management software work for you, don't believe what vendors have to say about changing what you do.  If what you do works now, your selling process will work better when you can automate key components.

Because so many sales and marketing managers make the mistake of putting software before working process, I've put together a tool kit that helps improve customer relationship management software integration.  This tool kit provides a step by step guide, plus worksheets to tailor any customer relationships management system around your needs.

This tool kit provides a means of generating and measuring your CRM return on investment with less effort.  To learn how you can get your own copy, visit "What Your Vendor Won't Tell You About Breaking Even And Profiting From CRM"  Since this tool kit is updated regularly, you'll get the latest version.  It's the same kit that helps many of my best clients pay for their customer relationship management software in 18-months or less.

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