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Does Your Team Trust the CRM Enough to Run the Business From It?

CRM adoption is not a training problem when the system asks for too much, means different things to different people, or cannot answer the questions the team actually has.

Answer each question based on what happens on a normal busy week — not what the SOP says should happen. Each answer is worth 0, 1, or 2 points. Maximum score: 20. Nothing is stored or sent.

Answered 0 / 10Complete all 10 to see your score
1.Required fields

Are the few fields needed to move work forward obvious and enforced?

2.Stage definitions

Would three users give the same answer for what each pipeline stage means?

3.Next action

Does every active record have one dated next action?

4.Ownership

Is one person clearly accountable for each active record?

5.Data duplication

Can users do the work without entering the same information in multiple places?

6.Manager behavior

Do managers use CRM data in coaching/reviews rather than asking for separate spreadsheets?

7.Stale records

Are aging or no-next-action records automatically visible?

8.Handoff support

Does the CRM capture enough context for the next person to continue without asking the previous owner?

9.Reporting credibility

Do leaders trust the reports enough to make decisions without checking another source first?

10.User payoff

Does completing the record make the user's job easier, or does it mostly feed management reporting?

Please answer all 10 questions first.

0/20

  • Read the related case study to see how a full redesign moved these same metrics.
  • Book a free 30-minute Workflow Assessment to get a real answer for your workflow.
What to do with your score

Do not buy software because the number is low. Pick the two lowest-scoring questions and follow one real item through that part of the workflow. Identify the missing owner, stage rule, required information, or exception trigger. Fix the process first — then decide whether automation earns a place.

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