Why Your CRM Strategy Shouldn't Start with CRM
CRM Media, Friday, May 29th, 2026
Define your sales process before selecting a CRM to improve adoption and implementation success.
CRM implementations frequently fail because organizations evaluate vendors before defining their sales process. Research shows that 55% of CRM implementations don't meet objectives, with over 60% of failures stemming from people-related challenges rather than technology issues. The key is to first identify which activities move deals forward, what information sales reps need, and how information flows between team members.
Once you have a clear understanding of your sales process, you can select a CRM that supports your existing workflows rather than forcing your team to change how they work to fit the software.