CRM & sales
Our reps will not update the CRM
The pipeline in the tool and the pipeline in reality have diverged, so forecasting is guesswork dressed as a dashboard.
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Recognise this?
What it looks like from the inside
If three of these are true, the tool has stopped fitting the team. If one is, it is probably worth waiting.
- 01
Deals updated in bulk the day before the forecast call
- 02
Required fields that reps route around
- 03
Admin work that needs a consultant to change
- 04
Reporting nobody believes without cross-checking
What separates the options
The questions that actually decide a CRM
Everyone asks about price and seat count. These are the ones specific to this category — and the ones our questionnaire asks you.
- 01
How do you sell?
Inbound — leads come to us · Outbound — calls and sequences · Account management and renewals · A mix of all three
- 02
How many people are in sales?
1 to 5 · 6 to 20 · 21 to 100 · More than 100
- 03
What matters most?
Reps will actually keep it updated · Forecasting we can defend to the board · It fits our unusual process · Sales and marketing in one place
5 options
What you could move to
Every credible CRM we have done the work on. The questionnaire ranks them against your answers.
Attio
A data-model-first CRM you shape around how your business actually works.
$34/seat
Close
CRM with calling, SMS and sequences built in, aimed at outbound teams.
$49/seat
HubSpot
CRM with marketing, support and CMS attached, strong on the free tier.
$90/seat
Pipedrive
Pipeline-first CRM that small sales teams keep up to date because it is quick.
$24/seat
Salesforce
The enterprise CRM standard: infinitely configurable, and priced accordingly.
$165/seat
Prices are unverified estimates — useful for comparing orders of magnitude, not for budgeting. Confirm the current figure with the vendor before you commit to anything.
Questions
Before you move
Is switching CRM actually the fix?
Sometimes, and sometimes not. If the symptoms are about a capability the tool does not have — retention controls it cannot enforce, a price that scales the wrong way, an integration that does not exist — then switching solves it. If they are about how your team uses the tool, a new one will reproduce the same mess in a fresh interface within six months. The questionnaire asks what is driving the change precisely to separate those two cases.
Which CRM should we move to?
The credible options are Attio, Close, HubSpot, Pipedrive, Salesforce. Which is right depends on your team size, budget and non-negotiables — a 12-person team with no compliance requirement and a 400-person team that needs EU data residency should not end up with the same answer. The questionnaire ranks all 5 against your specific situation.
What does it cost to fix?
Two numbers matter: the licence difference and the cost of the move itself. Median list price in this category is about $30 per seat per month, so the licence difference at 50 seats is usually a few thousand dollars a year either way. The migration is the bigger number, and it scales with history, integrations and headcount rather than with the tool you pick. The questionnaire estimates both.
How long does a switch like this take?
For a team under 50 with a handful of integrations, a few weeks of elapsed time and one to two weeks of actual work. Above 200 people, or with compliance in scope, plan a quarter. The single biggest variable is not the tool — it is how much history has to come with you, and how many other systems are wired into the one you are leaving.
Get the 5 options ranked for your team
About a dozen questions — team size, budget, timeline, what is non-negotiable — and you get a shortlist with the reasoning shown, plus what the move would cost.
Get my shortlist