By setting targets which track against key data you can analyze metrics to get an idea of how successfully your new CRM is performing. It can sometimes be difficult to attribute broader business metrics to your CRM. But if your sales team has increased revenue by a significant percentage since implementation it’s undoubtedly a good sign. If you can demonstrate that sales performance is related to your CRM implementation through call to appointment conversion or email reply-rates then you’re closer to understanding the value it’s adding to your company.
If CRM records are updated quickly and accurately it indicates that users are engaging with the CRM and taking responsibility for managing their own data. For sales reps in particular, keeping CRM data up-to-date should be a priority as it’s integral to lead nurturing and feeds into best practices for prospecting. According to research from CSO Insights less than 40% of CRM projects have full-scale user adoption. A good quality of data input from all your CRM users is essential to the success of your implementation project so a deeper understanding of user-adoption is valuable information.