Skip to main content

CRM Leadership Starts at the Top

Customer relationship management (CRM) doesn't help a company if it is not adopted by users, and that adoption starts with the commitment of senior leadership.  For sales, the top management is often a vice president for sales, followed by managers for specific lines of products or services and, ultimately, account teams.

Without CRM in place, sales leaders often rely on spreadsheets as the basis of forecasts and pipeline meetings.  With CRM, the first step is to throw away the spreadsheet, and make CRM the authoritative source for all sales pipeline information.  Sales leaders must convey that if the opportunity is not in CRM, it doesn't exist for sales discussions or eventually for commission payments.

Using CRM as the system of record for sales doesn't mean you have to give up the functionality of spreadsheets.  Dynamics CRM can export views such as open opportunities to Excel, allowing further manipulation and analysis in a spreadsheet.  The spreadsheet may also be forwarded to people who may not be familiar with CRM.  Dynamics CRM even allows a spreadsheet to be linked to underlying CRM data so that it may be refreshed with the latest data rather than regenerated.

If managers don't commit fully to CRM, sales professionals will notice and follow their lead, setting up the implementation for failure. Don't be one of those sales leaders. Don't let your CRM project fail because you never gave it the support it needed.


Popular posts from this blog

The DATA Act Driving Grant Management Automation

The Digital Accountability and Transparency Act enacted in May 2014 calls for making spending data available in open, standardized formats to be published online.  It is a continuation of transparency initiatives and lessons learned with experiences such as grants.gov, the 2009 economic stimulus under the Recovery Act and the spending site USASpending.gov.

Government grantees will have significant new administrative responsibilities.  Many organizations that were tracking grants in spreadsheets or documents will have to adopt more sophisticated automated grant management systems such as Microsoft Grants Manager to keep up with reporting rules.

For profit companies will lose some privacy as a result of this law.  Grant recipients will be required to disclose information including officer salaries.

Continued improvements to publishing grant opportunities such as grants.gov may make it easier to find grants. These reforms together are designed to improve the effectiveness of grant prog…

Dynamics 365 for Government Contractors (GovCon) Frequently Asked Questions (FAQ)

One of InfoStrat's most popular solutions is Dynamics 365 for Government Contractors (GovCon).



Here are some answers to frequently asked question on this solution:
Can I add new fields to the solution?  -- Yes, the solution is fully customizable and you can add your own new fields to any form, view or report.Does Dynamics 365 for GovCon work on mobile devices?  -- Yes, Microsoft offers mobile apps for all the most popular platforms including iPhone, iPad, and Android phone and tablets.Does Dynamics 365 connect with bid data systems such as Deltek and Onvia?  -- Some information services, such as Onvia, offer integration with Dynamics 365.  Others require third party solutions such as the InfoStrat integration with Deltek GovWin IQ.What do customers typically customize for their unique requirements? -- Not all contractors follow the same steps in the capture process.  Most clients will tailor the business process to add or remove steps in order to match their sales methodology.  Of…

Introducing InfoStrat ProShop Professional Services

InfoStrat has recently announced a new service offering called ProShop to allow its clients access to dedicated support and software development services throughout the year outside of a structured project.  This service complements InfoStrat's specialties of Microsoft Dynamics, SharePoint, ClickDimensions, Scribe, Sitecore, and custom development.

ProShop addresses your information technology goals without hiring a fulltime overhead employee.
For a predictable monthly subscription, you’ll get personalized support. Your costs are fixed, so you can budget without surprises. You’ll have a dedicated consultant who will help you identify issues, upgrades, customizations, training, and goals. Whenever you need help, you know exactly how to get it—your consultant, backed by our team of experts.

While most of our services are either projects staffed by a full team or staff augmentation of certain roles to a project team, clients may need not only ongoing support but ongoing development s…