CRM Checklist - CRM Coach

Essential CRM Checklist

Define Your Goals: Clearly outline what you want to achieve with your CRM.
Data Migration: Ensure all existing customer data is accurately transferred to the new system.
Customization: Customize the CRM to match your business processes and workflows.
User Training: Provide comprehensive training for all users.
Integration: Integrate the CRM with other essential business tools.
Automation: Set up automation to streamline tasks and processes.
Reporting: Configure reports and dashboards to monitor key metrics.
Feedback Loop: Establish a process for continuous feedback and improvement.

User Accounts List: Does everyone who needs access have access?
Team User Permissions: Do they match actual user needs?
Mobile App: Is the team aware of and using the mobile app?
Calling from CRM: Can we click-to-call from within the CRM?
Inactive Users: Are there records owned by inactive or deactivated users?
Email Syncing: Does email behavior automatically show up in the CRM for each contact?
Calendar Syncing: Are CRM events synced with your calendar?
Notifications Setup: Are notifications helping team members be effective?
New Hire Onboarding Defined: Is there a standard onboarding process?

Do we have a consistent process for tracking lead status?
Lead Management: Do I have an end-to-end process for lead management across marketing, sales, and customer success?
Do our reps generally know how to filter contacts for effective prospecting?
Do our reps generally know how to filter contacts and/or deals to see previous customers?
Do our reps generally know how to filter contacts and/or deals to see strategic partners?

How confident are we in our judgement of likelihood or pipeline probabilities (forecasting)?
Are too many of our salespeople not hitting quota?
Has increased reporting led to increased sales performance?
Are salespeople focused on the company's key objectives?

Do we have too many unqualified or old opportunities in the sales pipeline?
Are key opportunities (Deals/Projects) updated regularly with conversation notes?
Can reps or support staff easily generate accurate quotes and estimates?
Can reps or support staff easily collect electronic signatures and payment details?
Are key opportunities (Deals/Projects) in the correct pipeline stages?
Does the deal view show the user everything they need to see?
Are key opportunities (Deals/Projects) up-to-date with scheduled next steps?

Is there a consistent way to ensure effective hand off to delivery teams or operations and ensure customer success?
Are reps able to effectively perform account management and/or upsell or cross sell process(es) out of the CRM?
Do reps generally know how to filter contacts and/or deals to see all current customers?
Is the team able to track delivery of sold deals or projects, and see whether follow up is happening to ensure each customer is successful?

Are we able to generate insights to grow sales and increase customer lifetime value?
Are we missing opportunities to share best practices from top performers with the rest of the team?
Are we using the CRM as our primary data source, instead of defaulting to spreadsheets?
Are we following a consistent sales process across the entire sales team?
Is win/loss data consistently collected after we either “win” or “lose” an opportunity?
Do we have a comprehensive CRM training program to educate users on our system's functionality and best practices?
Do we currently provide ongoing assistance to team members to ensure they are comfortable and proficient in using the CRM?

Data: Do I have high-quality and accessible data across the revenue chain to support consistent and interdependent planning, execution, and measurement?
Do reps and marketing team members have actionable lists or tags available?
Is all needed data in one place, correctly imported into the CRM?
Data quality management: Conduct a data quality review to identify any errors or inconsistencies in the data that is stored in the CRM.
Do we have unused or low-impact fields?
Is our data generally organized and kept up-to-date?
Is our marketing data easily actionable by the sales team?
Are Key Reports and Dashboards Defined and Relevant?

Process Automation: Are Manual Inputs automated where appropriate?
Integration testing: test all integrations with other systems or business software.
Advanced Integrations: Are there essential business integrations still missing or not fully implemented?

Templates: Review your templates to determine usage, effectiveness, and if they can be implemented further.
Review New Features: Are there recent product announcements with new features that would benefit the company?