If you are preparing for a changeup to your company’s customer relationship management (CRM) SaaS, knowing where to start and what to look for can be daunting. Speaking from experience, there are five steps to the process:

1. Talk to your team: What’s the use case?

The first crucial step is to talk to the team and find out the specific use case of each individual and work out why this is important for the business. This will help with the search and trial phase for the new CRM platform you’re looking to implement.

2. Research and referral

There are hundreds, possibly thousands of CRM tools out there, so how do you know which one is the best fit for your company? Your answer should come via research and referrals. Your team members almost certainly have their own experiences with different CRMs in previous roles; they can forward platforms. This doesn’t necessarily mean they are the right solutions for your business, but they should be considered nonetheless.

Also consider asking your peers what CRM they use and their experiences around the names that are making your shortlist of vendors. It also makes sense to look at the market leading solutions. There’s a reason they are at the top.

3. Try before you buy

One of the many wonders of SaaS is that you can try software before you buy. Pretty much every vendor on your shortlist will be offering a trial of anything between 14 days to 30 days — for free. Take advantage of this. Sign up for trials of 2 to 3 of your shortlisted CRM choices and you’ll quickly get a feel of which is your preference. Kill the other two trials and focus on the one. Get the most of the trial by ensuring this is a priority for the business. The trial requires the focus of the team.

4. Schedule webinars with the CRM vendor

Don’t go it alone. Leverage the support of the CRM vendor for a number of webinars during the trial period to educate yourself and help migrate data over from your old platform. Use real data, real customer contacts for your trial. Leverage the CRM vendor’s expertise over webinars and get the sales and technical leads to answer your questions. You will have many if you’re using the trial correctly.

5. Lead by example

Everybody’s busy. No one likes administrative work. Getting a sales team focused and in the behavior to use a CRM during trial phase and post-purchase and implementation can often prove challenging. As the CEO or VP of sales, you need to lead by example. Use the CRM on a daily basis. Demonstrate that you are doing so. Call out the team on their activity or lack of it. The licenses for your CRM are not cheap, but they provide value to the business if used. You will likely have to lead by example to nurture the behavior of using the CRM on a daily basis.