Changing CRM is never neutral. Behind the promise of a more efficient tool hides a structural risk: disorganization of data, loss of history, rupture of commercial coordination. Too often perceived as a simple technical transfer, migration becomes a strategic dead angle if it is not controlled with method.
Here are five key indicators to follow in the first weeks to assess the real efficiency of your CRM rocking.
1. Non -filled field rate
An empty field is not just a forgetfulness: it is a lost fact, an poorly qualified opportunity, an impossible segmentation. After a migration, it is essential to audit the completeness of the information transferred. Any missing data in critical objects (contacts, companies, opportunities) weakens commercial management.
Target objective: Less than 5 % non -filled essential fields.
2. Percentage of unranted leads
Data without responsible is a dead data. When contact or an opportunity is not attached to a user, the risk of loss is immediate. Checking the integrity of the post-migration powers helps maintain the continuity of commercial actions and to avoid dead angles in the pipe.
Critical threshold: More than 5 % of orphaned leads in the first 10 days.
3. User adoption rate
A CRM, even perfectly configured, remains useless without adoption. Analysis of the connection rate, the volume of activities created and the use of key functions in the first month makes it possible to detect resistance, areas of misunderstanding or training defects.
Reference indicator: At least 70 % of active users at J+30.
4. Volume of historical activities
A successful migration is not limited to the contact sheets. It must integrate past interactions: exchanges, calls, tasks, follow -up. These elements are essential to maintain the memory of trade relations and ensure fluid continuity for the teams. Their absence creates an operational vacuum effect.
KPI to compare: Average number of activities by contact before and after migration.
5. Post-migration manual correction rate
The mapping between two CRM structures is rarely perfect. Bad types of fields, non -standardized values, inconsistent formats: so many sources of errors invisible to import, but costly to correct. The rate of manual retirement required in the first weeks is a direct indicator of the quality of upstream work.
Vigilance threshold: Beyond 2 % of fields to retreat, a complete audit is essential.
A process to be piloted, not to undergo
A CRM migration is not a simple IT site. It is a structuring operation that hires sales teams, internal workflows, data quality and future performance. The key does not reside in the chosen tool, but in the ability to control the transition with concrete indicators.
