made for sales people
Success
withCRM
Itdoesn’thavetobe
thathard!

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CRMisallaboutrememberingtocallyourcustomer!
Depending on whether you are a sales manager, marketeer or work
in HR, you can use CRM to meet different needs.
You get an easy overview of meetings and dialogue with colleagues or
customers, so you can follow up on it at your next conversation. But in addition you
will also have a structured knowledge of their needs, and an opportunity to develop
a better strategy for your business.
At webCRM we have many years of experience in what should be taken into
account, when starting your CRM project.
In this little guide we run you through the 10 steps that ensure your success.

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Many companies spend a lot of time
and money to get a system up and
running, which in most cases can do a
lot of things, that they will never need.
In the initial phase you should instead
formulate the three main requirements
and avoid a large consultancy report.
Set your schedule hard and be ambiti-
ous in terms of speed.
There will likely be a handful of systems
or more, which can solve your needs.
Of course it is a good idea to think a
little ahead, but start with getting the
basics to work. This ensures that you
do not have to relate to anything other
than what is important here and now.
Most companies prefer that the system
is web-based so that is what most sy-
stems provide.
The arguments for a web based solution
include:
• There’s always access to the
latest version of the program.
• No problems with back-up and
no safety risk in data being
stored on each employee’s PC.
• Scalability is not a problem.
Web-based systems are usually
cheaper if you count in servers,
back-up time, IT professionals
and maintenance.
Be sure to ask the CRM system
supplier about support, backup and
access to your data - even for if you
decide to leave the system.
Thechoiceofsystem
Step 1: Define the most important processes
Step 2: A web-based solution is both simpler and cheaper

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Step 3: Test the system before you buy
Try a few test systems where you put
your own data in - this way you will
learn more about your needs and
possibilities.
Many companies also benefit from
organizing a workshop with the supplier.
Here you can discuss how the system
can support your business processes.
Step 4: Which integration will improve your business processes?
It is important that you choose a suppli-
er that has flexible integration options,
so your developers can easily integrate
to for instance an ERP system.
The supplier can often offer an API
(an application interface), which
integrates databases, allowing them to
talk to each other. It is a good solution,
as you are not tied to a single suppli-
er for the various systems to be linked.
Most CRM systems can integrate with
various standard systems such as
email, ERP or a website, but the trick is
to find out what integration will improve
and optimize your business processes.
The importance of integration is often
exaggerated - it is important that you
weigh the investment in integration
against the benefits.
Test your requirements by synchroni-
sing data in Excel / CSV format. It is
cheap and fast and you can specify
your requirements before automating
your synchronisation.
If you find out that you only save a
few minutes of work, it may not be
worthwhile for you to spend money on
integration.
Getting started

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There are two conditions for successful
implementation of a CRM system:
1. There must be a leader who is
passionate about the project. The
person knows your business and can
make demands on the system and its
counterparts.
2. You should appoint a frontrunner
who thinks it’s fun to work with the
system and who can motivate his
colleagues to use the system properly.
This person will be a superuser, in
charge of the daily internal support and
make minor system changes.
Step 5: Appoint a frontrunner in the CRM implementation
Most companies have some existing
data in a excelsheet, in a previous CRM
system or ERP system.
Ideally you put all the data into
an excelsheet and clean data for
duplicates and errors and ensure
consistency before you import.
But remember: Data will never be
perfect. It’s better to spend time on
getting 98% correct data into the
system than to spend weeks on
creating the perfect data base
- because it simply doesn’t exist!
Step 6: How good is your customer data?
Success when implementing

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Once the data is in the system, you
must ensure consistent use.
Use of the system should support your
business processes.Therefore, it is
important that all data is created the
same way.
Take a stand on things like:
• Creation of a lead / customer.
Who does it and how do you
avoid duplicates?
• When do you create activities and
when do you set them as
finished?
• When do you create a pipeline
opportunity?
Step 7: Data Quality in CRM is the user’s responsibility!
Step 8: Start with a few key processes and make them work
To get your key processes to work well,
you can make a small user manual or
guide them to a tutorial video.
We have good experience with a short
workshop where you discuss your
processes and how you can best
incorporate CRM into your daily life.
Remember that super user and the
boss’s use of the system sets the
standard for the other employees.
Try to accommodate that some
people only can learn something new
by reading, others by listening or
watching.
Learntousethesystem

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When the system has become a part of
your daily life, you will get a good idea of​​
what you are missing.
Set a plan for the things that can give
you more value. Often, the functionality
is already in the system, so talk to your
provider about this.
Many choose to hire an experienced
CRM consultant for a few hours to
ensure you get the most out of your
system.
Many companies undergo a minor
cultural change in order to take full
advantage of CRM.
Depending on your company’s
traditions and assumptions, you can
start in different ways:
• Cold Turkey: The old system
is shut down and everybody is
expected to use the new one
• Pilot Group: A small group will
be test users for a few weeks,
the system is refined and
subsequently rolled out the rest
of the group.
• Play Period: A ’play period’ is
used for a specified time, and the
system is cleaned, and the final
data is put in the system.
... And then you are up and running.
Step 9: It is not optional to use the system - it must be used!
Step 10: Build in new functionalities
Followup!

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webCRM is a simple, user-friendly and
secure online CRM system that is easy to
customize for your business needs.
We specialise in helping our customers optimise.
We are proud to have great customer satisfaction, where 93%
of our users say they would recommend webCRM to others.
Contact Us
Please feel free to contact us if you want
more advice or have questions on:
info@webcrm.com or find us on
www.webcrm.com
made for sales people
AboutwebCRM