How do you track sales opportunities?

From memory or loose notes In a shared spreadsheet With a basic task or reminder system With a visual pipeline with stages and probabilities Automated pipeline with scoring and close prediction

How do you generate quotes and proposals?

Manually, everyone with their own format With Word/Excel templates but not centralized With standardized templates and a price catalog From a system connected to the product catalog Auto-generated from opportunity with integrated approvals

Where is your customer data?

Scattered across notebooks, emails and people's heads In a spreadsheet that's not always up to date In several tools that don't talk to each other In a central system but with some duplicate data Centralized, clean database with regular maintenance

How often do you update contact information?

Almost never, data goes stale When someone remembers or a problem comes up We do a cleanup every few months There's a person responsible who reviews periodically Automatic updates with validation and deduplication

How does your team react to new digital tools?

Total resistance, they prefer not to change anything They reluctantly accept but go back to old ways Some adopt them, others ignore them Most try them with a good attitude The team actively asks for new tools to improve

Is there a leader driving digitalization in your company?

No, nobody has it as a priority Someone mentions it but has no decision power There's interest at leadership level but no concrete plan A manager has budget and clear objectives There's a dedicated team for digital transformation

How do you share information between departments?

Each department works in its silo, no sharing Shared by email when someone asks Regular meetings to align information Shared tools with cross-team visibility Real-time data accessible to all departments

What tools do you use to manage customers currently?

Paper, address book and memory Excel or Google Sheets A basic or free CRM (HubSpot Free, Zoho, etc.) A paid CRM with advanced features Integrated ecosystem (CRM + ERP + automation)

How is your Microsoft infrastructure?

We don't use Microsoft products Only basic Office (Word, Excel) Microsoft 365 with email and cloud storage Microsoft 365 + Teams + active SharePoint Full ecosystem with Power Platform, Azure AD, etc.

How do you measure sales performance?

We don't measure it, we go by gut feeling We look at total revenue at month end We have basic KPIs that we review in meetings Dashboards with metrics updated weekly Real-time reports with predictions and trends

Can you tell your conversion rate right now?

We don't know what a conversion rate is We know it exists but we don't measure it We calculate it manually from time to time We know it and review it monthly We monitor it in real time by source, rep and product

Have you defined your ideal customer?

We sell to whoever buys We have a general idea but nothing documented There's a basic profile defined by the sales team Documented buyer personas with clear criteria Advanced segmentation with scoring and personalization

How do you manage the post-sale relationship?

We don't follow up after selling We reach out if the customer complains Occasional follow-up calls or emails Structured follow-up program with milestones Proactive management with satisfaction and renewal metrics

What is your main goal with a CRM?

We're not sure why we need one To have contacts organized in one place To improve sales follow-up and not lose opportunities To automate processes and have pipeline visibility To transform customer experience and scale the business

Want us to help with your CRM?

Now that you know your maturity level, we can design a custom action plan for your company.

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You need foundations Ready for the leap You need enterprise CRM Your company has a lot of room for improvement. Before implementing a CRM you need to establish basic processes and a data culture. The good news: starting from scratch is sometimes better than carrying bad practices. Your company has the foundations to benefit from a CRM. You have processes that can be digitized, a team willing to change and data that needs a home. It's the perfect time to make the move. Your company already has high digital maturity. You need a powerful platform that supports advanced automation, complex integrations and predictive analytics. Dynamics 365 is your natural next step. Start by documenting your current sales process, even on paper. A CRM without process is an expensive spreadsheet.Centralize contacts in one place. A shared spreadsheet can be a good first step.Identify an internal champion: someone on the team who leads the change and has management backing.It's the ideal time to implement a CRM. You have processes to digitize and a team ready to adopt it.Prioritize data quality before migrating. Clean and standardize your existing information.Plan a phased implementation: start with the sales module and expand progressively.Your maturity level calls for an enterprise CRM like Dynamics 365. Basic solutions won't cut it.Explore Power Platform integrations to automate complex cross-department workflows.Look into Dynamics 365 AI and predictive analytics capabilities for a competitive edge. CRM Maturity Report Personalized Results Global Score Level Breakdown by Dimension Recommendations Generated by Black Holes Dynamics — www.blackholesdynamics.com Ready for the next step? Contact us for a free consultation. Generating report... Download report Report downloaded! Check your downloads folder. Error sending. Please try again. Please fill in all fields. Please enter a valid email.

CRM Maturity Test

How do you manage your sales process?