To improve CRM adoption and contact data sharing, regular reporting is a must. These reports will provide the key information and value that CRM users expect and also drive their interest and buy-in.
For many professional services firms, finding ways to demonstrate CRM value and encourage adoption is a constant struggle. System usage is rarely mandated, which means the Marketing department is put in the difficult position of trying to convince individual professionals that there really is value in entering information into the CRM system themselves or getting their assistants or the Marketing/Business Development staff to help with the input.
Too often this means that the Marketing and CRM teams are constantly reactionary, trying to chase down information that ideally should have been entered proactively. At the same time, and paradoxically, the professionals who balk at inputting or sharing their data are frequently the ones who request analytics or dashboards from the CRM to help with their business development.
If this all sounds familiar, here are some key reports that you can – and should – develop and circulate regularly to encourage information sharing and provide value to your users, which can encourage greater adoption and sharing in the future.
Contacts, Companies & Relationships Reports
Key Relationships: Professionals frequently think they are the only ones who know a particular person, making them protective of their relationships and/or hesitant…