When should you not switch CRMs?
Before you decide to jump ship and sign a multi-year contract for a shiny new CRM system that will seemingly solve all your problems, it’s important to pause and take stock. Switching CRMs is time-consuming and expensive; if you do it for the wrong reasons, you might end up in a worse position than before.
In this blog, we’ll be taking you through the circumstances when you should not switch CRM systems.
1. When your tech problem is actually a people problem
If your sales team isn’t already logging calls or updating deals in your current CRM, a new system isn’t likely to change their habits.Â
Before you consider switching, audit your internal processes. Make sure:
- Your processes are clearly defined
- Your team understands how to use the CRM
- Training and onboarding are up to date
This will help to improve user adoption and deliver better results than replacing the software entirely.
If usage still doesn’t improve after addressing these issues, then you can investigate if the system is truly at fault.
2. When the cost of migration outweighs the return on investment (ROI)
The cost of switching CRM is more than just the price tag on the system. To get an accurate idea of cost, you need to consider:
- Implementation costs
You will likely need a CRM partner or expert to configure your system.
- Data migration costs
Moving all your CRM data across to a new platform can be a long-winded process.
- Productivity loss
While your users learn to use a new CRM, you should expect a dip in productivity.
If the new CRM only offers relatively small improvements, you might find that the cost of the switch isn’t worth it.
3. When missing features are actually hidden
Often, that missing CRM feature or functionality that is driving you to search for an alternative tool actually exists in your current system; it might just not be obvious at first glance.
Before switching, talk to your Account Manager or CRM partner. Ask directly whether your requirements can be met. They may:
- Show you existing functionality you didn’t know about
- Recommend integrations
- Build a custom solution
Exploring these options can save you the time and cost of a full migration.
Switching CRMs is not a quick fix. If your current system is truly not working for you, unscalable, or lacking in critical functionality, then moving platforms is likely the right decision. But if you’re expecting a new tool to magically fix a broken sales culture or poor processes, you’re likely to be disappointed.
In many cases, your money is better spent on training, enablement, and process improvement than on a brand-new system.
