I Already Have a CRM

Having a CRM doesn't mean it's working. If your team doesn't trust it, use it consistently, or follow the same sales process, the software itself may not be the real problem.

Do any of these sound familiar?

Nobody owns CRM governance and standards

Other systems don't integrate properly with the CRM

There are too many required fields

Updating the CRM feels like extra administrative work

Deals sit with no clear next step

Pipeline stages mean different things to different people

People still manage deals in spreadsheets

The CRM doesn't match how your team actually sells

Sales forecasts are unreliable

The pipeline doesn't reflect reality

You don't trust the CRM data

Reports don't match what managers hear from salespeople

Management can't rely on the CRM to run the business

Salespeople don't use the CRM consistently

Different employees use the CRM differently

Records are incomplete, outdated, or duplicated

Ownership and handoffs are unclear

Too much information has to be entered manually

Automation is built on inconsistent processes

Training stops after implementation

Free Pipeline Audit

If anything in the word cloud sounds familiar, contact us for a free pipeline review. At best, a little coaching from us, and you can fix it yourself. At worst, we find a new client that values pipeline transparency.

Request a free pipeline audit

Your CRM is more than the platform you choose

A CRM is not just the platform you choose. It's the people who use it and the processes they execute consistently.

People

Do your salespeople know:

  • What they are responsible for?
  • What information they must capture?
  • Where that information belongs?
  • When they are expected to update it?
  • What actions they should take next?
  • How the CRM should be used in their daily work?

The goal: Your team understands the operating rules, is trained to follow them, and is accountable for using the CRM consistently.

Process

Does everyone follow the same sales process?

  • Do pipeline stages mean the same thing to everyone?
  • Are stage entry and exit criteria clear?
  • Are ownership and handoffs defined?
  • Are follow-up expectations consistent?
  • Are wins and losses recorded the same way?
  • Does the CRM reflect how the business actually sells?

The goal: The CRM represents one shared sales process rather than a different process for every salesperson.

Technology

Does the CRM support the process correctly?

  • Does the platform have the capabilities your business needs?
  • Are pipelines and stages configured correctly?
  • Are fields useful and necessary?
  • Are permissions appropriate?
  • Are automations and integrations helping rather than creating work?
  • Has unnecessary technical debt been removed?

The goal: The technology supports correct behavior instead of creating friction.

Choose Your Next Step

Learn how a CRM should operate
See the operating rules that tell every salesperson what belongs in the CRM, who owns what, when deals move, and how the system should be maintained.
View CRM Operational Rules
Thinking about switching your CRM?
A poorly operating CRM doesn't automatically mean the platform is wrong. See what makes a CRM a CRM, and which platforms actually qualify.
How to Select a CRM
Need help choosing, configuring, or using a CRM?
Talk to a CRM implementation expert about your specific situation.
Contact Us