CRM Automation

Step 5: Pilot Your CRM System

The objective of piloting your CRM system is to test the system before you “leap.” A good CRM implementation should include one or more pilots, during which very important feedback is gathered from system users as to likes/dislikes of the emerging system. In preparation for the pilot(s), you should develop a Pilot Plan that describes what the pilot is trying to accomplish (e.g., proof of concept, increased productivity, etc.), and describes the metrics against which the pilot is going to be measured. One or two pilots should be run simultaneously, as one pilot alone may not include a mix of users that are representative of the larger group of users that will be using your CRM system. Each pilot should consist of ...