If you search for “why do many CRM projects fail”, you get a long list of documents, e-books, articles, because crm successes have been a rarity. We know from research that more than 50% of projects did not achieve what they aimed for, and 75% of project participants lack confidence that the project will succeed before it has even started. 50% believe the most crucial element for project success is stakeholder involvement. Risk management comes in second place (Welingtone, PMI, Gartner).
What do you achieve by using this CRM Assessment?
The CRM Assessment involving all stakeholders and influencers will be an eye opener for your contacts and the stakeholder group, a reality check on the organizations perception of ”where are we today” vs ”where should/could we be”. Being data-driven, measuring the organisation’s CRM maturity level and potentials will provide you with a stronger starting point for identifying potentials not yet exposed and a motivator to make decisions about which gaps and open potentials to focus on and to prioritize.
You can use the CRM Assessment to:
- Creating measures before a new CRM project begins. This provides you with qualified input and data on the organisation that strengthens both stakeholder management, workshops, strategy development, planning, etc.
- Improve follow-up on the plans and activities set in motion to realize the customer crm strategy. Measuring is not the same as controlling but should rather be done to energize and inspire
Seven categories, 25 specific measurement points
Receive comments on low scores
The expected implementation time is 15-20 minutes.
The seven focus areas in CRM Assessment
- CRM Strategy
- CRM Daily
- Sales Enablement
- Sales Meetings
- Stakeholder Management
- Buyer Enablement
- Future Improvements