So you have found the one?! That amazing CRM that will change everything. From its flexible features and user friendly interface to its integrations and customisation options, this CRM couldn’t be a better fit for you and your team.
HOWEVER, there is one thing standing in the way of you and your dream CRM, your boss! He or she controls the budget which means you need to prove this software solution is worth its weight in gold.
First, collect the evidence
You should already know how this CRM will address one or more of your company’s pain points which only means that your pitch will be more convincing if it’s backed with proof.
We recommend asking the sales team, “How focused are you on your daily sales activities? What does your pipeline look like? How well are you tracking your current opportunities?” Once you have these answers you can map them to fit the CRM’s specific features.
Next, collect feedback from companies that are already using the product. You could even ask the CRM company representative to introduce you to a current customer.
Put together a cost analysis
Telling your boss how much money, time and effort this CRM can save will have a big impact.
With the information you have gathered, figure out approximately how much you could be losing without this product. For example, you estimate each sales professional will close 20% more opportunities with this new CRM. If the average opportunity is worth £5,000, and your sales team close 20 opportunities per month, you can state, “We will be losing £20,000 every 30 days if we don’t invest in this CRM.”
Then calculate how much the CRM will cost. So, £20 per user per month and there could also be associated costs for things like installation, onboarding, support and so on. Even if the CRM company doesn’t charge extra, make sure you include the money you’ll lose (if you will lose any) while your team is moving to the new CRM.
Finally, and very importantly, give your boss the ROI. With everything included, the product might cost £6,000 a year however you’ll be making £30,000 more. So your ROI will be £24,000 a year.
The implementation plan
When it comes to buying new products the fear of change can often hold us back. So before your boss signs off a new CRM, you need to present a solid action plan.
This is what you need to consider;
Purchasing a CRM is a mighty task so integration, implementation and adoption require planning.
Present your findings to your boss
Once you have feedback from customers and your sales team, estimates on the cost, savings, potential profit and an implementation plan, you’re ready to go.
How you do this will depend on what you know about your boss. He or she might like carefully planned, detailed presentations, or perhaps they would prefer a casual conversation over lunch? Do they always drill into the data or do they tend to go with their gut feeling? By planning your approach to your manager’s style, you’ll definitely increase your chance’s of getting that sign off.
If the meeting ends and you get the go-ahead, great news! However, it’s more likely that your boss will say, “I’ll think about it and get back to you. ”If that’s the case, here’s what you should do.
Gain internal support
If your boss can see there is strong demand for this CRM, he or she is more likely to go for it.
Managers and execs know the CRM is as much the sales team’s system as it is theirs. You’re going to be using it every day and if it’s not easy or enjoyable for you, then no one will get the value they want out of it. With this in mind, go back to the people you initially talked to and ask if they would be open to sharing their views.
It would also a good idea to ask your boss what reservations he or she may have. Perhaps your boss is concerned about how reliable your choice is, or how expensive. Once you know what’s holding him or her back, you can figure out how to address it from here.
If all else fails
So even after all that, your boss still isn’t biting? You’ve got two options. First, you can move on and reintroduce the solution in 6 months. You never know, your boss might just come back to you in time and announce, “I’ve been thinking. Let’s go with that CRM you recommended.”
Your second option is to propose a trial. Most CRMs offer a 30-day free trial just like us at SET so your team will be able to try out all the features and test the fit without any cost. A trial will allow you to compare the new CRM solution directly against your existing one to get a real time view of its potential impact.
Tell your boss you understand the concerns he or she has but before the final decision is made you would like to test the system for yourself. By the end of the month, when your company’s productivity has increased along with its profit you might just get that sign off you were looking for.
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