Beyond the Basics: Key CRM Questions Every New Sales Leader Should Ask During Onboarding
Starting a new role as a sales leader is exhilarating, but it also comes with a massive checklist of priorities. Among these, getting a handle on the CRM system is crucial. Within the first 30, 60, and 90 days, understanding the CRM’s functionality and its alignment with your sales processes can significantly impact your team’s success. Here are essential questions to guide your CRM review and ensure a smooth onboarding.
Understanding the Lead to Opportunity Process
What is the process to go from lead to opportunity, and how is it represented in the system?
Does documentation around this process exist, and where can I find it?
Does the process in the CRM align with our actual sales process?
Evaluating CRM Flexibility and Alignment
What is the process for making changes to the system if we need to adapt or improve?
Is there a group that approves changes?
Reporting and Insights
Which reports do the executives regularly receive or view?
Is the sales team able to customize their own reports?
Sales Team Engagement and Usage
Are my sales team members using the system effectively and consistently?
Are deals being logged early in the sales cycle?
Are there tools in place to monitor the staleness of deals and opportunities?
Do deals progress through the sales stages appropriately, or do they jump from open to closed-won abruptly?
Data Management and Access
What is the sharing model for data?
Can everyone see everyone’s data, or is access restricted based on roles?
How is data cleanliness maintained?
Integrations and Sales Tech Stack
What tools are connected to the system to support the sales process (e.g., ZoomInfo, Outreach, DocuSign)?
Are these tools effectively integrated, and do they enhance our CRM’s functionality?
These questions are designed to help you dive deeper into the CRM system, beyond just viewing the numbers. By understanding the intricacies of the lead process, ensuring alignment between actual and system processes, and evaluating the effectiveness of your sales tech stack, you can set the stage for a more informed and strategic approach to sales leadership.
