Sales Force Marketing - Salesforce.com CRM:
Leading Factors Why Customer Relationship Management (CRM) Projects Fail

It can be said with confidence, we have found no one unique aspect is abundant enough to significantly increase the probability of a very successful CRM implementation; to achieve a solid return on investment; companies must do a thorough job on numerous fronts. The difference between victory and failure of a CRM system project is not divine intervention, but preferably a consequence of the way a corporation approaches the effort.

The key to success is placed in the understanding and ability you and your implementation team brings to the project. If you know what genuine issues you are trying to solve, what potential mistakes you can make and how to avoid them, what technology can and cannot do to help you, you are much more likely to be a success.

A CRM implementation's disappointment to achieve a few goals may constitute an overall failure in some people's estimations, when as a whole, the implementation works as planned. The lesson here is clear: When establishing the objectives of a Customer Relationship Management package, companies need to be practical with a phased approach. Companies also need to order their Customer Relationship Management goals so that the crucial features indeed get completed.

Another important feature by far is when the new Contact Management Software system lacking a customer-focused Customer Relationship Management system strategy. Pick up almost any business, sales, or technical publication today and it is easy to see that there is a Customer Relationship Management system mad dash the purchase these systems. And as well there should be. In practically each and every industry, companies who are focusing on optimizing their sales process are recognizing the significant advantages of doing so. They are outselling their competitors by 60% or more, they are reducing their selling cycle time by as much as half, there sales methods are changing into more customer oriented processes, there sales teams are working more successfully across inter-enterprise and intra-enterprise boundaries, and they are performing all this at a dramatically lower cost.

In the modern business conditions, business managers when making plans about the direction of their company, have a lot more demands because of the hi-tech world we live in. The goal for making new investments in their firm is to hold on to that edge they have over the competition. As a result, some decisions may be rushed into which, possibly, may become poor decisions. That's concisely what may happen when speeding to put a new CRM system in place. So how do you prevent the wrong decision from being made? It's easy; ask your customer what "they" need in your new CRM system before you purchase.

Up front, a glaring disconnect for many organizations is a tendency to over-focus on "what and how" they want to sell. To get the new CRM system perfect, they really need to obtain a closer understanding of "what, why and how" their customers need to work with them, and even more important, how they what to buy from them.

Develop a customer-centric mindset: "The company's focus must be to have a far better understanding of the gap connecting their customer's/prospect's current state of how they do business with us and their targeted future state of how they want to do business with us."
The real reality of the situation is the customer is paying for the new Web-based Contact Management Software system, so the understandable end point is; develop the new CRM system to match the customer's requests.

Source: Kent Bond  link  

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