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Roadmap for Insurance CRM Evaluation and Selection

Surya Choudhary
Roadmap for Insurance CRM Evaluation and Selection

CRM systems bring together various sales, customer service, and marketing activities for insurance businesses. These platforms connect disparate departments and tools and enable users across the organization to gain data access from a centralized location. Although, to get the most out of CRM software, you must plan and carry out a successful CRM implementation. 

Essential Functions to Look For When Evaluating CRM Software for the Insurance industry

CRM system features and capabilities differ depending on the solution. However, the essential functions of CRM software for insurance companies are similar. Here are the essential elements that businesses should be aware of while deciding on the best insurance CRM software.

Contact Management

The best CRM system for insurance companies is one that includes a contact management tool that tracks customer and prospect information and interactions. CRM systems collect and retain contact information in a searchable database. It helps agents and brokers maintain customer connections and follow leads as they traverse through sales pipelines.

Mobile Access

Choosing a mobile-friendly CRM solution allows firms to ensure anytime, anywhere access to the CRM's full capabilities. Agents and brokers will no longer be bound to a specific workstation in the office. They have easy access to client information via their mobile devices at any time and from any location.

Lead Tracking

Lead tracking tools provide business users with a comprehensive view of their leads. Insurers can efficiently roll out customized marketing campaigns and personalise interactions by making the lead journey clear and easily accessible. Furthermore, the best insurance CRM systems enable users to filter the pipeline based on lead sources. Agents can readily distinguish between quality leads and leads that are less likely to convert, and accordingly, prioritize the latter.


Insurance agents and sales staff are responsible for numerous day-to-day operations and processes. Insurance companies can increase productivity and sales by automating their sales processes. Automation is a critical feature of modern insurance CRM software. It enables businesses to automate a variety of sales workflows and standardise procedures. As a result, human errors are reduced, lead conversions are increased, and customer experience is enhanced.

Roadmap for CRM Software Implementation

The process of implementing new CRM software can be time-consuming and resource-intensive. Planning and carrying out the implementation necessitate a significant time and financial investment. Employees may also find the tradition problematic. However, insurance businesses can take the following steps to ensure a seamless CRM software implementation and adoption:

Identify Business Goals

Every company has its own unique needs and goals. As a result, organizations must assess and prioritize their expectations from the  CRM software deployment. Identifying the business needs and goals will help insurers choose the right CRM software for the insurance industry. When goals are established from the start, reaching desired outcomes becomes easier.

Find the Right CRM

There are numerous CRM systems available on the market today. Choosing the best CRM system for your company is a daunting but critical undertaking. Considerations such as software features, functionality, usability, scalability, and integration capabilities can assist businesses in determining the best solution for their business model. Evaluate the many options available on the market thoroughly and choose the best solution based on the results.

Prepare a Migration Strategy

Irrespective of the system the business uses to manage customer relationships, when moving to a new CRM, the data must be converted to a compatible database. Hence, the company should create a well-defined strategy to ensure that data is transferred without loss or compatibility difficulties. The initial stage of transfer involves determining the quality of existing data. Scrub the existing database for redundancies, inaccurate entries, out-of-date information, and any other data hygiene concerns that may be affecting data quality. Once that has been done, the company may consider migrating this data in batches and testing at each stage to ensure that the transfer occurs with minimal errors and downtime.

Implement the CRM

The efforts culminating in this point essentially set the foundation for the CRM software implementation strategy. Now, comes the most vital, mission-critical task of effectuating the transformation. Start by training and educating the staff on the benefits bestowed by the CRM software. Put together an onboarding team that is responsible for hand-holding the employees and addressing their issues as they adapt to the change. At this juncture, most of the transformative exercises would have to be initiated by the C-suite so that they can lead by example. Finally, complete the chain by scheduling periodic reviews to assess the effectiveness of the CRM software. 


When choosing and implementing the best insurance CRM software, businesses have to ensure the solution adds value. They should not base the decision on pricing or peer recommendations alone. To ensure the CRM meets their unique values, insurers must do proper research and base the final decision upon what will work best for the organization.

Surya Choudhary
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