CRM Implementation Playbook

Introduction

Most sales teams track deals in spreadsheets long after they've outgrown them. A CRM implementation done right means your pipeline reflects reality — not just what reps remember to log.

Section 1: Choosing the Right CRM

• Evaluate based on team size, deal complexity, and integration requirements.
• Common choices: Salesforce for enterprise, HubSpot for mid-market, Zoho for lean teams.
• Don't over-engineer: start with core pipeline and contact management.

Section 2: Data Migration & Clean-Up

• Step 1: Audit existing data — remove duplicates and stale contacts.
• Step 2: Standardise field formats before import (phone, region, deal stage).
• Step 3: Map legacy stages to new pipeline stages.
• Step 4: Validate with a sample batch before full migration.

Section 3: Adoption & Process Alignment

• Define what "done" means at each pipeline stage.
• Set mandatory fields to enforce data quality from day one.
• Run weekly pipeline reviews tied directly to CRM data.
• Build dashboards for reps, not just managers.

Key Conclusion

“A CRM is only as good as the process it reflects. Design the process first, then configure the tool.”