Your CRM is not the problem. Your process is.
Every quarter a company decides its revenue problem is a tooling problem. A migration is scoped, a vendor is chosen, six months disappear — and the number does not move. We have watched this movie eleven times, and the ending never changes.
The CRM was recording a process nobody had actually designed. Stages that meant different things to different reps. A definition of 'qualified' that changed depending on who was asking. Software faithfully captured the chaos, and the dashboard laundered it into false precision.
Software records decisions. It cannot make them for you.
The fix is unglamorous: sit the people who own the number in one room and write the process down — entry criteria, exit criteria, the single question each stage answers. Only then does the tool matter, and by then almost any tool will do.
If you are scoping a migration right now, stop for two weeks and run this exercise first. The worst case is you configure the new system correctly. The best case is you cancel the migration.
