2. Your board may be reluctant to buy-in to a new
CRM system. Our ready made presentation
will help you to combat this challenge and
encourage them to see the benefits.
3. If you already have a CRM system which isn’t delivering, past
failures will have affected your directors’ confidence. These CRM
failures can vary from leads going cold to customer complaints
4. More often than not, these issues go unresolved and you can’t
pinpoint the cause of the problem. It makes business sense for
you to adopt a new CRM, but your board may not be convinced.
With news that 63% of CRM systems fail to deliver the expected
business value, it’s no wonder some boards are reluctant
to invest in new software.
5. It’s time to schedule a meeting where you convince your board
to buy-in to a new CRM project.
Just slot these slides into your presentation and you’ll counter the
5 most common objections to CRM investment before your audience
has a chance to speak!
7. 1. Our business can cope fine without a CRM.
Whether it’s concerns about the cost or time needed for
implementing a new CRM system, your board may prefer to
continue working without one, believing that the business
is running smoothly.
8. Your response.
A good CRM system will simplify and organise the business’ data.
It will keep all records in one place and alert people to critical tasks,
enabling everyone to keep on top of workflows.
9. Muddling along is an option, but with a good CRM system others
can step in if there’s a problem, or if someone’s away. Improving your
business processes will keep your business competitive.
10. 2. CRM takes too long to adopt across the business.
Your board may be concerned that unless everyone accepts the idea
of CRM, it won’t work. After all, this was the case for 49% of
respondents of a recent Gartner study.
11. Your response.
Employees will be more likely to see the benefits of a CRM system
when they receive personal training. This will encourage staff to
adopt the system more quickly and successfully.
12. 3. The sales team won’t use it.
The board will of course be interested in attracting new customers,
so will want to keep their Sales team happy. If they think Sales won’t
adopt the CRM, the board will not buy-in.
13. Your response.
Training, processes and management can be tailored to suit the
Sales team - if they see that the system will help them, rather than
just allow management to spy on them, they’ll be much more
likely to adopt it.
14. 4. We’ll lose sales time.
Your board may opt against a CRM system as they’ve heard it
can cause a loss in sales time.
15. Your response.
A customised sales CRM can minimise the data-collection,
“time-wasting” elements of CRM and only ask for the
most necessary elements.
16. 5. Management won’t support it.
Your board might demonstrate concerns that management won’t
care for the CRM system and so the rest of the team will fail to see
why they should adopt it. Adoption will seem generally futile.
17. Your response.
Demonstrate that management support is one of the biggest factors
of successful CRM adoption. Paul Pitman at Collier Pickard led the
way for his team by using a CRM system himself. Setting an example
for the rest of his team, they soon discovered the benefits of
CRM and the ROI it provides.
Don’t be beaten by the board, deliver reasons why the board ought to
buy-in and strategies to prevent CRM failures.
A customised CRM can:
Improve business processes and highlight critical tasks.
Be implemented and adopted quickly.
Maximise sales time.
19. Learn more about getting
everyone on your side by
downloading your free eGuide:
The ultimate guide to: winning