Due Diligence When Buying CRM
January 10, 2008
The way most small businesses buy a CRM software system is done the way those selling the software want which is exactly opposite to the way they should buy a CRM system.
You’ve probably already noticed. There are dozens and dozens (and dozens) of CRM software manufacturers. Some even make several CRM software packages that compete against one another! It’s big business. In fact, it’s multi-billion dollar a year big business and growing!
The competition is fierce and most of these companies are being run with the mantra of “maximizing shareholder value” and not so much thinking about you. It is an intensely sales driven, “better meet my quota or else” business.
So, despite all appearance, when you’re sitting down with someone selling CRM software, you can bet their inner attention is on their commission cheque and meeting quota. They are trained on how to lead you through their “consultative” sales cycle.
You, however, need to resist the temptation to “work with” a CRM consultant (i.e. salesperson) that you happen to “click” with. You need to go through a “due diligence” buying process which shouldn’t include a salesperson until you hit the right step.
So let’s face it. Sellers of CRM are out to sell CRM because that’s their job. While there are some unscrupulous sellers out there, most are trying to make a good buck and look after their family.
Regardless of which kind of seller you deal with, telling you the candid truth about whether or not their solution is the right fit for you isn’t in their job description. The truth may be that you should pick a competitor’s CRM software instead, but they’d never tell you that.
[TAGS]CRM,Customer Relationship Management,Buying Process,SFA,Sales Force Automation,Project Management,Small Business[/TAGS]
Comments
Got something to say?
-
CRM Links