Stakeholder commitment is essential for a successful CRM initiative. While the concept gets bantered around in magazines, blog posts, online articles, and discussion groups, many produce a weak view of what stakeholder commitment actually is.

First, a stakeholder is anyone “without whose support the organization will cease to exist” (Stanford Research Institute, 1963). By this definition, the concept of stakeholder goes far beyond executives and management. Since CRM cuts across a broad spectrum of your organization, you will need to gain support from the accounting department, the marketing department, IT, and the end-users as well.

Tags: business process, crm, customer relationship management, stakeholder commitment

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One word describes the best motivation for your sales staff: compensation.

A common issue many companies face in implementing CRM technology is user adoption. The best technology in the world will not bring a positive ROI from your CRM initiative if the end-users do not adopt its regular use.

For the sales staff, a tried and proven method we have used to increase user adoption rates is to tie use of the CRM to compensation benefits. Financial incentives will motivate your sales staff to use the CRM technology you have implemented.

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Coinciding with the redesign of our website, ISM is pleased to announce the new CRM Blog where we share the knowledge gained through years of experience in implementing CRM technology and business strategies.

From issues relating to user adoption to complete systems integration, we will be sharing key strategies to help maximize CRM for your organization.

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