It would be difficult to find anyone that did not consider their business to be unique.
Every small-to-medium sized enterprise has flexible_smallunique groups of customers which require various levels of service or engagement. Today all businesses have identified distinctive operational processes that best fit their specific industry requirements. If this is the reality for most businesses today – how should your CRM technology adapt?

An effective CRM software solution should be flexible enough to handle the way you do business and keep up with change. Unfortunately many solutions are locked into generic out of the box sales force automation processes that do not reflect the way most organizations want to operate. It is reasonable to guess this will impact CRM adoption and is one factor in only 15% of sales people being ‘very satisfied’ with their salesforce automation CRM.

How do you evaluate your CRM and is it flexible enough to meet your business requirements? Here’s a few common Warning Signs Warning_Signof Inflexible CRM that are a great place to start.

1) Lack of Custom Customer Profiles – You cannot add fields or enter additional data into the CRM.
Inflexible CRM will limit your ability to create in-depth customer or prospect profiles by not making it easy to create a large number of fields to capture these details. This limits your ability to effectively segment customers to deliver service and identify potential revenue opportunities.

2) Lack of Metrics that Matter – Reports and Dashboards fail to show your real business performance. ” Out of the box” CRMs have predetermined reports and dashboards that measure certain KPIs and other metrics that may not be relevant to your business. Why bother going through the process of implementing a new CRM that ultimately fails to measure YOUR Company’s key metrics?

3) Forced to Change Your Process – You need to change the way you do business to “make it work”
Why would you change tried and tested processes to adopt a generic CRM solution? As the phrase says, if it isn’t broken, don’t fix it. Your business should drive CRM process, not the other way around.

4) Inflexible lead Management – You cannot adapt how inquiries and leads are routed.
Every company deals with inquiries and leads in a different manner. If the “out of the box” lead management system is not even remotely close to the way your sales and marketing teams deal with incoming leads and inquiries then why should you adopt said “solution”?

Has your organization been successful in adapting CRM solutions to match your unique business requirements? It would be great to hear what other warning signs you identified along the way. Here’s a free eBook that you may find helpful – The Power of Flexible CRM.