5 Common Barriers to CRM Success

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Implementation of a software based or a web based CRM or customer relationship management system is an extremely important step. However, most companies do not realize the challenges they face when implementing a web based or a software based customer relationship management system. Today, we will look at five factors that are the greatest impediment to making the software based or the web based CRM system a success.

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Lack of knowledge about how CRM systems operate 

Whenever a company decides on purchasing customer relationship management system one of the biggest mistakes they make is not to research the field properly. Most companies only approach vendors and then leave it in the vendor’s hands to pitch their product. However, unless the people making the decision know how the software based or the web based customer relationship management system works, the decision making process is flawed and will lead to purchase of a CRM system that does not meet the actual requirements of the company.

Lack of knowledge about data transfer and linkage with company’s goals

The main reason why a company goes for software based or web based customer relationship management systems is because they want to improve their processes and generate revenue for the company. However, the individuals who are making the purchase decision have to understand beforehand how the customer relationship management system will merge with the existing technology employed by the company. They should understand how the software based or the web based customer relationship management systems will incorporate the company’s goals to help achieve the desired result.

Lack of acceptance of the CRM system by the workforce 

One of the main reasons for failure of software based or web based customer relationship management systems is because the workforce both top management and executives do not adopt the customer relationship management systems fully. As a result the CRM system will not achieve the desired results. The company should ensure that all employees are trained and shown how the customer relationship management system will actually benefit them and make their work easier.

Lack of knowledge on how the CRM system can be scaled up in tune with your organization 

No company remains a small or medium-sized company for long. As the volume of business grows, more and more companies increase the scale of their operations. When a small or medium sized company adopts a customer relationship management system they do not know if the system can be used with a bigger workforce. Hence the company should ask the vendor on how the software based or web based customer relationship management system can be scaled up to grow along with the company.

Lack of knowledge on the actual costs of the CRM system 

Once the company is satisfied with a vendor’s CRM system, the next decision is the price. Again, most companies do not pay attention to the long-term costs. Hence, when purchasing a software based or a web based customer relationship management system always enquire about the first year’s cost and renewal costs. You should negotiate to reduce the renewal costs even if that means that you pay a little higher for the first year. This will translate into long-term savings.

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About author:

Lawry is a young content writer and contributor. He focuses on helping modern businesses better understand CRM (also known as GRC in France) solutions and strategies. He likes to spend his free time cycling or with his friends.


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