Selecting the right-fit ICM tool for your business needs you to understand the underlying problem plaguing your current system and then choose a tool that has the best features to solve your need. You can also try cuspera.com, where our AI advisor will help you find the right fit based on your requirements.
Business problem and goal
You should be aware whether the problem is the current process that you follow is plagued with manual errors, lack of transparency, lack of sales efficiency and motivation to choose a software that is specialized in that specific goal.
Decide the key and must process to be supported
If the business problem is with analytics, forecasting and budgeting at the leadership level then focus on tools stronger at these features.
If the issue is a lack of visibility at the sales manager level then focus on tools that have good dashboards so that the sales managers can be on top of their targets and goals. If sales managers are struggling to engage with their sales team, ensure you pick a software that has strong engagement management features.
If the issue is that the sales rep are complaining of a lack of transparency in their payments, then we need tools that share real-time data with the rep.
Also, certain finance and admin features such as reporting and payment control are also important to keep in mind.
Challenges and what to watch out for
An important thing to keep in mind is integrations. As most of the customer and deal data are stored in the CRM, ensure you choose a tool that integrates easily with your CRM. Many of these projects get delayed due to poor planning of the integration and data migration efforts.
Similarly, if you are using any other analytics or BI tools in the company to generate your analytics and insights, you would need to ensure the ICM tool can either generate the reports in the format that suits you are able to export data in the format that is acceptable to your existing tool.