To be successful with CRM, a financial institution must have two things; clearly defined goals and a management belief or passion that CRM will deliver the goods. Technology’s purpose is to make you and your team more efficient and more effective. Each bank, thrift and credit union is in a different place on the sales and service continuum. Where are you? Your goal is to find the system that most closely matches your sales process today and one that can grow with you. Clearly, it also has to make good business sense…meaning, is real life ROI a dream, or a reality?
Like so many technology initiatives, it seems that every vendor appears to do the same thing. As the saying goes…the devil is in the details. Interestingly, many of these details may not seem important (much less apparent) until after the agreement is signed. Not every question listed below is necessary or important for your institution. The key point is; on features that are important, nail down the “how” and the “how much”. These important elements should not be left to a checkbox on a spreadsheet.
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