Periodically, I find it is sales gravy to go back and call on old opportunities in our CRM that were lost. We have setup a report that is run quarterly to pull lost opportunities out of Microsoft Dynamics CRM and have a workflow create automated phone calls to reach out and touch those prospects assigned to the owner.
Last quarter we had lost a deal to a competitor and reached out to the client. During the sales process we had tirelessly preached about planning before installing the CRM as well as the strategic approach to change people's behavior vs. 'technology' and 'process' definitions. The prospect did not want to expend the money to implement the CRM the right way.
Let me take a step back....not necessarily the 'right way' but in a strategic planned out implementation that increases your end user utilization and the over all ROI of the solution.
Now the client purchased the Microsoft Dynamics CRM, installed it on their server, and there it sits under utilized by the organization. They did a high level data dump into the system and the partner that implemented the system is no where to be found.
We hear this feedback all too often where decision makers fall short and see the CRM as an IT solution vs. an initiative to decrease costs, increase sales, etc. and do not implement with a plan in place.
"For every minute spent organizing, an hour is earned."
If you do the math if they would have invested 4 to 8 hours upfront they would be saving 10 to 20 hours of rework now. This is quite conservative as we have had to re-implement and fix solutions spending 3 to 5 time's the initial amount.
Plan, plan, plan and make sure you do an assessment or CRM blue print before you login to any CRM solution for go live use!
Copyright © 2014 Dave Neal
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