Is your Business CRM ready?

Question 1 of 10

🚩 Failure Point: No Executive Sponsorship

Is there a named senior leader actively championing your CRM project?

CRM implementations succeed when executives actively back the project — not just fund it. Without visible leadership commitment, adoption falters and the project drifts.

Yes — a senior leader is actively championing this and holding the team accountable Sort of — there's support but it's not visibly active day-to-day No — it's something IT is driving; executives aren't engaged

1 / 10

Question 2 of 10

🚩 Failure Point: Vague Success Criteria

Have you defined clear, measurable goals for what success looks like?

Projects that haven't answered "What does success look like?" tend to drift indefinitely. You can't build a CRM strategy or justify investment without concrete goals.

Yes — we have specific, measurable KPIs (e.g., win rate, forecast accuracy, time-to-close) Partly — we have some goals but they're broad or not fully quantified No — we know we need a CRM but haven't defined what we're optimizing for

2 / 10

Question 3 of 10

🚩 Failure Point: End Users Not Consulted

Have the people who'll use the CRM daily been involved in requirements gathering?

When users aren't asked what they need, you build something they won't use. Adoption crashes because the system wasn't designed for the work they actually do.

Yes — we've interviewed and involved end users in defining requirements Somewhat — a few key users have been consulted but not widely No — the project is being designed by management or IT without user input

3 / 10

Question 4 of 10

🚩 Failure Point: Data Quality Issues

Is your customer and business data clean, complete, and consolidated in one place?

Implementing a CRM on top of fragmented or dirty data doesn't fix the problem — it scales it. You'll spend months on data cleansing and migration.

Yes — our data is well-maintained, deduplicated, and largely in one system already Mostly — we have some data quality issues and duplication but nothing critical No — our data is scattered, duplicated, and inconsistent across systems

4 / 10

Question 5 of 10

🚩 Failure Point: Over-Customisation Before Launch

Are you planning to keep customisation light in favour of adopting the platform's standard workflows?

Heavy customisation before go-live delays projects, balloons costs, and breaks upgrades. The best CRM projects are built on the platform's core functionality.

Yes — we'll start with standard workflows and customise only where truly necessary Somewhat — we're planning some customisation but hope to keep it reasonable No — we need significant customisation to match our current processes

5 / 10

Question 6 of 10

🚩 Failure Point: No Training Plan

Do you have a structured training and onboarding plan for different user roles?

Sending users a manual and hoping for adoption doesn't work. Without role-specific training, hands-on practice, and ongoing support, adoption flatlines after go-live.

Yes — we've planned role-specific training, documentation, and ongoing support Somewhat — we're planning training but the structure isn't finalised No — we haven't formally planned how training will work yet

6 / 10

Question 7 of 10

🚩 Failure Point: Platform Not Fit For Purpose

Have you chosen your CRM platform based on process fit, not price or brand alone?

Choosing the "cheapest" or "most popular" CRM for the wrong reasons means you'll fight the platform's design. The right platform amplifies your processes; the wrong one impedes them.

Yes — we've evaluated how the platform aligns with our actual workflows Partly — we've done some evaluation but haven't deeply tested fit No — we've chosen based on price, brand, or what others use

7 / 10

Question 8 of 10

🚩 Failure Point: No Process Mapping

Have your core sales, marketing, or service processes been documented and agreed before CRM configuration begins?

Configuring a CRM around poorly understood or informal processes bakes in the chaos. The CRM should reflect how you want to work, not replicate how things accidentally ended up.

Yes — our key processes are documented and there's consensus on how they should work Partly — some processes are clear but others are informal or inconsistent No — processes vary by person and haven't been mapped or agreed

8 / 10

Question 9 of 10

🚩 Failure Point: Unrealistic Budget & Timeline

Is your CRM budget and timeline realistic — accounting for data migration, training, change management, and ongoing support?

The licence cost is usually the smallest part. Businesses routinely underestimate the time and cost of implementation, integration, data work, and the months needed to reach genuine adoption.

Yes — we've accounted for the full implementation lifecycle, not just the software Somewhat — we've budgeted for most things but some areas are uncertain No — our budget is mainly the licence cost and our timeline feels tight

9 / 10

Question 10 of 10

🚩 Failure Point: No Governance or Ownership Post-Launch

After go-live, who owns the CRM — keeping data quality high, managing updates, and driving continued adoption?

CRM projects that succeed at launch often fail six months later because no one is responsible for ongoing governance. Without a named owner and clear standards, the system degrades quickly.

Clear — there's a named CRM owner with time and authority to manage it Vague — someone will probably take ownership but it's not confirmed None — there's no plan for post-launch governance

10 / 10

Discover where your organisation stands on 10 key areas that make or break CRM success.

Your readiness breakdown