The easiest way to recognize if a CRM is needed is to look for signs of problems within the different lines of business. These signs include:
For Sales:
- decreasing revenue
- increasing selling expenses
- missed growth goals
- inaccurate forecasting
For Customer Service:
- decreases in customer satisfaction
- inability to fulfill customer demands
- declining customer loyalty
- increasing response times
- inability to hire skilled labor
For Corporate Executives:
- eroding market share
- not meeting investors’ expectations
- declining profitability
- decreasing share value
- difficulty with producing accurate forecasts
For Marketing:
- eroding market share
- inability to track marketing campaign results
- poor lead tracking
- inability to drive high-quality leads
- losses in market visibility and exposure
For Finance:
- eroding operating profits
- lack of timely and accurate forecasting
- cash flow problems
- declining ROI
- declining margins
For MIS:
- inability to meet users’ demands
- inability to deliver long-range strategies
- trouble keeping up with overwhelming technology
- poor department image
For Operations:
- increasing operating costs and expenses
- inconsistent quality
- increases in the cost of goods
- inability to meet current customer demands
- inability to consistently reach productivity goals
For Administration:
- inability to reduce administrative costs
- inability to hire and maintain qualified staff
