To determine project size, first define exactly what your CRM project should achieve.

For optimal SFA project results, justify you project using business process reengineering, targeting specific sales productivity improvements.

There are only three ways to justify an SFA project: via a breakdown, for business transformation, or as a business process reengineering strategy. And while the latter-most approach is the most effective, it’s also the most difficult.

What is the state of your field sales program today, and what’s the next CRM capability you need to help your sales team achieve or exceed its annual targets?

What is the state of your customer service program today, and what CRM processes, tools and capabilities do you need to make it better?