CRM – What CFOs and Controllers might want to know – Part 1

When the investment in CRM question comes before a CFO or sophisticated buyer they will sometimes try to understand the financial arguments helping to justify the investment. We have often looked at Return on Investment (ROI) cost justifications. Typically with sales managers ROI is a persuasive argument however CFOs and Controllers may take another deeper look. Consultants, Sales Managers and Internal Champions need to understand why ROI doesn’t always answer the whole question. ROI is important as it sheds light on the total money the investment will bring in. For example if a Sales department forecasts one extra close per salesperson per … Continue reading CRM – What CFOs and Controllers might want to know – Part 1