Choose a CRM Software and Frame Your Project
Define your needs, compare solutions on the market and structure your CRM project for a successful implementation.
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Why structure your CRM choice?
Choosing a CRM is a strategic decision. 70% of CRM projects fail due to poor initial framing. Take the time to define your needs before committing.
Clarify your real needs
Beyond features, what are the business issues you want to solve? A good CRM is one that meets your specific challenges, not the one with the most options.
Compare objectively
Salesforce, HubSpot, Pipedrive, Zoho, Dynamics... The offer is vast. Learn to build an evaluation grid and compare solutions on criteria that matter to you.
Anticipate deployment
Migration, integration, training, adoption... A CRM project is not limited to tool choice. Frame the whole project to avoid pitfalls.
Learning Objectives
At the end of this training, you will be able to:
- Formalize your needs and selection criteria
- Map your processes and identify expected features
- Compare market solutions and build an evaluation grid
- Draft specifications adapted to your context
- Frame deployment and anticipate risks
Target Audience
This training is for: Executives, CIOs, CRM Project Managers, Sales Ops, IT Managers
Program
Before the training
- Complete a questionnaire on the current context and project objectives
During the training
Define needs and objectives
- Clarify expected outcomes: sales, marketing, customer service
- Identify stakeholders and their specific expectations
- Prioritize needs according to strategic issues
Map processes
- Map existing commercial and marketing processes
- Identify optimization points and automation needs
- Translate process needs into functional features
Compare market solutions
- Understand market positioning of main CRMs
- Build an evaluation grid with your criteria
- Analyze strengths and weaknesses of each solution
Draft specifications
- Structure a clear and comprehensive specifications document
- Define expected deliverables and acceptance criteria
- Anticipate technical integration points
Frame deployment
- Define project phases and governance
- Anticipate migration and data import
- Plan change management and training
Teaching Methods
- Theoretical and methodological input
- Practical exercises based on your context
- Work on your real cases
- Personalized feedback from the trainer
The specialist in sales and customer relations for 20 years
100+ programs designed by our instructional engineers and delivered by 40 field specialists.
Frequently Asked Questions
Does this training recommend a specific CRM?
No, the training is vendor-neutral. We help you define your criteria and compare solutions objectively: Salesforce, HubSpot, Pipedrive, Zoho, Microsoft Dynamics, etc.
Is this training suitable for CRM replacement projects?
Yes, whether it's a first implementation or a migration, the method applies. We also cover data migration and change management aspects.
Do we leave with a ready-to-use specifications document?
Yes, the practical exercises allow you to build your specifications draft throughout the training. You leave with a structured document.
Is a technical profile required to attend?
No, the training is designed for business decision-makers. Technical aspects are addressed accessibly, without requiring development skills.
Is this training eligible for OPCO funding?
Yes, KESTIO is Qualiopi certified. This quality certification enables our training programs to be funded by OPCO.
Request a Quote
An expert will call you back to discuss your needs and support you.
Contact Us Directly
Our team is available to answer all your questions about this training.
Hours: Monday - Friday, 9am - 6pm (CET)