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Vision & Goals


One of the best investments you can make in your Salesforce CRM success is taking the time to define exactly what you want to achieve in your implementation. You'll need to have a clear destination in mind and a plan to get you there. It also helps to break down that plan into manageable steps, including:


  • Defining the company's vision
  • Defining the goals that support this vision
  • Prioritizing and documenting your requirements

Define Your Company's Vision


Every successful CRM project starts with a clear vision of where you want to be as a result of the project. It's very important that your key executives are involved in defining this vision, that you document the vision, and that it is understood by everyone.



Define Your Goals


Next, determine which concrete goals support your vision. Keep in mind that different groups within your organization are likely to have different goals. For example:


  • Executives want to improve sales and track top performers or customer issues
  • Sales managers want better visibility into their pipelines and reports that summarize key information
  • Sales reps want to easily access the sales materials they need and cut down on administrative work

Salesforce CRM provides various reports to help measure whether you've reached your goals.


  • Tip: In the MySalesforce Workbook, use the My Pain Points and My Business Goals worksheets to define all your goals.

Prioritize and Document Your Requirements


Most people-and most organizations-want to take on more than they can handle at any one time. Clearly defining your goals and then prioritizing them will make it easier to decide what to do first and what to put off, should that become necessary. Having some early "wins" is also essential: when people experience the value of Salesforce CRM first hand, they're more likely to support adding additional features.


  • Tip: In the MySalesforce Workbook, complete the My Business Priorities worksheet to define your prioritized goals.