How to Implement a CRM System in your Company?

How to Implement a CRM System in your Company?

Implementing a CRM system is a value-added process that can bring great benefits to your company. Among other things, because it will help you improve communication and interaction with your potential or real customers. As well as to maximize the impact of interactions in the sales process and business results.

In addition, a CRM system will allow you to align marketing, sales and customer service. This way, you will be able to reach your audience with the right message at the right time.

How should you implement a CRM (Customer Relationship Management) system? The success of your project will depend on several factors, including:
  • A strategic plan
  • A skilled team
  • The right software
With this in mind, let's see what are the steps to implement a CRM system.

Choosing a CRM System, How to Choose the Best?

Choosing the right customer relationship management (CRM) system can be quite overwhelming. There are many options on the market, each with different features and functionality, so how can you identify the right one for your business?

To select a CRM and be successful, there are certain elements to consider. For example, the pros and cons of each one. To help you, we will tell you what are the 4 fundamental criteria to evaluate a CRM. They will help you make the best decision.

Establish a Budget

Before implementing a CRM you should evaluate the costs. Why? Some costs, such as licenses, are transparent; but others are hidden and appear over time, especially the opportunity cost.

Make sure you set a budget that allows you to add features in the future. Otherwise, if your company grows, you will have to assume new expenses that could jeopardize your budget.

Verify the Technological Needs of Your Company

You may need to implement new tools, which can be costly. Therefore, take some time to analyze which tools you have and which ones you need.

If you choose an on-premise CRM system you will probably have to make a much larger initial investment in servers and configuration. With a cloud-based CRM the initial investment will be less, but you will have to make regular payments.

Decide on the Management Type

Not all CRMs are the same. Make sure you choose the one that will help you manage your business properly. What do you need: multichannel tools to interact with your customers, or reports and analytics that allow you to evaluate customer behavior and detect business opportunities?

Efficiency and Scalability

These are two fundamental characteristics when choosing a CRM. The best one will be the one that grows with your company. This means that it should offer you the possibility of incorporating new functionalities as your company evolves.

A good CRM system should help you improve synergy in the company; that is, facilitate integration between the different areas within the organization. It is also important that you can integrate it with other management tools you use in your business.

Onboarding Process

What is an Onboarding process for?

The onboarding stage is used to train your team in the correct use of the CRM, configure it, create templates, import your contacts and make the whole technical process to launch your strategy as easy and fast as possible.

Data Construction

The first step is to have a robust CRM. Then, obtain key customer data: name, address, e-mail, gender, etc. This information is obtained through forms, pop-ups or landing pages.

Data Integration

Once you have the necessary data, you can integrate it. This way, you can analyze the customer's behavior in the buying process. As a result, you can create personalized experiences that generate conversions.

CRM recommended by B&O: HubSpot

It is a CRM system that consists of five products with advanced functions and features:
  • Marketing Hub
  • Sales Hub
  • Service Hub
  • CMS Hub and
  • Operations Hub
Each of these Hubs have unique features, and the best thing is that they are all connected by the same CRM system. This means that all marketing, sales, customer service, etc. activities will be stored in one place.

This tool provides you with an up-to-date view of your entire sales funnel in an organized dashboard. And that's not all: thanks to detailed reports on sales activity, you will always know how your team is performing.

On the other hand, it offers you the possibility to create contact, company and business records. These three types of objects can be associated with each other and have properties that can be edited and customized. In addition to the three types of customizable objects, your sales reps can use tasks to organize themselves.
  • Advantages of Hubspot CRM
  • Keeps all your data (marketing, sales and customer service) in one place.
  • Integrates easily with other tools. HubSpot has a fairly large ecosystem of integration partners. This makes it easier to integrate with tools you're probably already using.
  • It can grow with you. HubSpot grows with you as your needs change.
Below, you'll find a brief overview of each product in the Hubspot suite.
  • HubSpot CRM
It is one of the most widely used CRM systems on the market. Because it provides a variety of tools to quickly analyze and process customer interactions. In addition, it allows you to generate sales funnels, extract relationships to generate business opportunities and implement effective marketing campaigns.

HubSpot CRM is free, but additional marketing and sales tools come at a cost.
  • Marketing Hub
It is a digital marketing solution provided as a cloud service. It integrates customer relationship management (CRM), email marketing and event automation. This means it can meet the needs of companies of all sizes.

Marketing Hub includes a basic version (simplified version), a professional version and an enterprise version. It also offers a free version.
  • Sales Hub
It includes a number of tools that can help you increase your company's productivity. It can also reduce the sales cycle and humanize the sales process without increasing the workload.

With Sales Hub, the entire sales team will have the tools they need to schedule more meetings and complete more transactions.

Sales Hub has three versions: Starter, Pro and Enterprise.
  • Service Hub
HubSpot's customer service software allows you to connect with customers and deliver an amazing customer experience. Because your customer service team will have the tools they need to connect with customers and increase customer satisfaction.

Similar to Sales Hub, Service Hub has three versions or plans: Starter, Pro and Enterprise.
  • CMS Hub
HubSpot CMS Hub was developed to improve the user experience for developers. It allows them to update websites, hosting and manage infrastructure easily.

CMS Hub is available in two editions: Pro and Enterprise.
  • Operations Hub
This tool will help you connect your applications, synchronize and clean your customer data and automate your business process. In addition, it will help you solve many technical problems, which often delay lead generation.

For example, automated workflows and moving data from marketing automation tools to CRM tools. Operations Hub helps make all of that much easier.

Operations Hub is available in two editions: Starter and Pro.


Implementing a CRM system is a project that requires preparation, commitment and cooperation across the organization.

There are many things you need to consider before executing the project:
  • The budget
  • The human and technological resources
  • The right software for your business, etc.
But most importantly, you must prepare for a change of mindset. A CRM system can redefine the way you do business.

With a CRM the customer is at the heart of the business and all the information is concentrated in one base. It is a strategic approach that brings together technology, employees and data management with the goal of attracting and retaining customers.

Before embarking on the implementation project, it is essential that you decide the most convenient way to do it: Hire the services of a CRM system distributor? or Train company employees to implement CRM?