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Understanding and retaining customers is critical to the success of any organisation. This concept is the core tenant for customer relationship management (CRM) solutions deployed by businesses around the world. To be effective and deliver a real return on investment, a CRM solution needs to be easily accessible, widely adopted and enable people to get the information they need from it to easily do their jobs.

Key challenges with business applications, such as CRM and ERP, in the past have been low user adoption and high cost....

The 3 CRM System “Must Haves”

It’s the end of the quarter, and your sales team has missed quota by 30%… How did this happen?

A solid Customer Relationship Management (CRM) system can help you avoid this sales nightmare. However, to be effective, your sales people have to use the system.

 To promote strong user adoption, a CRM system must do three things:

1. Adapt to...

One of our clients asked us recently: “What does an ideal sales pipeline look like for our business?”  They were looking for reliable standards that sales managers could use to evaluate future business from each of their sales professionals.

The old rule of thumb for pipeline coverage — a 3-to-1 ratio of total value of all opportunities in the entire pipeline to the sales goal — doesn’t hold up very well anymore.  While the old 3-to-1 pipeline coverage ratio...

Search is a handy tool in Microsoft CRM 2011. You can find the record or records you’re looking for quickly by name.
What if you aren’t sure of the whole name? Fortunately, Microsoft CRM supports a “wildcard”, which allows you to search for unknown parts of names.

But what is a wildcard? A wildcard stands in place of any amount of unknown text. In Microsoft CRM, the wildcard character is the asterisk “*”.

Microsoft CRM invisibly adds the wildcard to the end of every search string. That means it will look for anything that starts with whatever you type. For example,...