Engineering

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The Hunley Group Blog:: Is your CRM a failure?  Is it the CRM, or is it you?

Is your CRM a failure?  Is it the CRM, or is it you?   Wow.  More Than a 50% Failure Rate So we ran a little survey.  Polled about 1,000 executives and sales users on their perceived CRM success.  And less than 50% considered their CRM a win.     So We Asked Some More Questions.  And It Got Really Interesting. While we were at it, we also surveyed the group on their adoption of CRM best practices.  Wow. It turns out there’s a very strong correlation between whether those frustrated with their platform were adhering to those best practices.   The reality?  It’s not whether a CRM will work for you; it’s whether you know how to make it work for you. Grouping the Key Questions Adoption.  Adoption means your user set has embraced the CRM as an embedded tool.  Users adopt a system that is an indispensable productivity tool for users, that management can’t function without, and that management mandates use of. Organizational Commitment.  You've almost certainly heard the adage, “if it isn't in the CRM, it doesn't exist!” Cliché by now? Yeah. Well, it’s true. Successful embrace of a CRM does not happen by osmosis. It happens because the management team is determined that a CRM is a mission-critical system.  They’ve ensured that all users are trained and [...]

By |2020-01-09T22:09:35-05:00December 15th, 2019|Categories: Architecture, Blog, Building Products, Construction, Engineering, General|Tags: , , |0 Comments

The Hunley Group Blog: Think you’re ready? 7 questions to ask yourself before implementing a CRM.

Think you’re ready? 7 questions to ask yourself before implementing a CRM. 1. Do you have your business impact objectives identified?  IE, what you’re going to use the CRM to do for you? Too many people purchase a CRM “because they’re supposed to have one” and think it will move the needle for them based on that.  We’re not clear there are many other investments that businesses make where they’re not sure they’ll gain an ROI from the expenditure.  The CRM should be the same. Clearly define what you anticipate the CRM doing for you.  Here’s some common use cases to get you started: Maintaining a segmented database of targeted customers and prospects for the sales team to pursue Establish an easy and automated way for the team to track calls and prioritize follow-ups Establish a measurable system to capture, track and monitor leads Gain market share in core products Automate manual and time-consuming processes X, Y, and Z Gain share of wallet with key customers Manage commissions Make sales data readily visible in real-time to sales reps 2. Are your processes clearly defined? It is appropriate to think of a CRM implementation as a process project as opposed to a technology project.  Because that’s what it’s supposed to do - sales, marketing, and service process automation.   And CRMs are [...]

By |2020-03-31T22:15:00-04:00November 17th, 2019|Categories: Architecture, Blog, Building Products, Construction, Engineering, General|Tags: , , |0 Comments

The Hunley Group Blog: CRM Failures: Avoid the 7 deadly sins

Salesforce is a big investment for you.  But stories of CRM failures abound. What can you do avoid missteps that could put you in that dismal company?  Start by considering these key ways to fall on your CRM face: 1. Assuming It Works Magically: You license a CRM and expect the tool will just do the job for you.  Uh. No. A CRM represents a paradigm shift in the way your manage your sales and marketing processes.  You do not simply put it in place out of the box and watch it get picked up automatically by the team. 2. It’s not aligned to mission: Your business priorities are not embedded into the CRM.  Your key processes aren’t clearly defined and built in as a core part of the use of the CRM. 3. No executive champion: You don’t have a VP or c-suite executive who demonstrates vested interest in making the CRM success.  Top management is not involved, and do not manage from CRM data 4. Lack of Discipline: Leaders let the team use it if they like and how they like.  Processes are not clearly defined, with the expectation that they be followed consistently.  “Here it is, use it if it’s helpful to you.” 5, No Maintenance Investment: There’s an expectation that the tool will manage itself, and [...]

By |2020-01-09T22:01:37-05:00October 6th, 2019|Categories: Architecture, Blog, Building Products, Construction, CRM, Engineering, General|Tags: , , |0 Comments

The Hunley Group Blog: 8 Points of Light: Making your CRM succeed for you

8 Points of Light: Making your CRM succeed for you CRM implementations (& major projects) succeed based on a set of common themes. What are things you can do to make them really successful: 1. Treat it as a process project, not a technology project:  CRMs are sales and marketing automation systems.  They automate your processes.  Before you start, have  you identified what processes you want to automate?  Do you have those processes defined? Do you have organizational consensus that they are your processes? 2. Start from KPIs:  If you know your processes, you should also know how to measure them.  Know what metrics define success in your business, how you want to measure them, and where the bar should be set for each.  Defining what you want to measure up front establishes what data needs to be collected and how - so you can measure it. 3. Do not reinvent the wheel:  Demand best practices approaches from your implementation team.  If you feel they’re figuring this out as they go, asking “what do you want it to do?” rather than presenting you with “here’s the most effective way to do this” or “here’s what other clients like you have used successfully before” … then you probably don’t have the right implementation team. 4. Don’t boil the ocean:  Build a [...]

By |2020-01-09T22:07:20-05:00September 8th, 2019|Categories: Architecture, Blog, Building Products, Construction, CRM, Engineering, General|Tags: , , |0 Comments