You've picked a CRM. You've signed up for the free trial. Now what? Most startups spend weeks "figuring it out" and never get past the basics. Don't be that startup.
Here's the exact checklist to go from zero to fully operational in 5 days. Block 2 hours per day and follow this in order.
Day 1: Foundation (2 hours)
- Connect your calendar — Google Calendar or Outlook, two-way sync. This is non-negotiable.
- Set up your business phone number — Buy a local number ($5/mo) for SMS and calls.
- Import your contacts — Export from your old system (or Google Sheets) as CSV. Map fields and import.
- Configure your email domain — Set up SPF/DKIM records so your emails don't land in spam.
- Invite your team — Add co-founders and sales reps with appropriate permissions.
Day 2: Pipeline Setup (2 hours)
- Create your sales pipeline — Define stages: Lead → Discovery → Demo → Proposal → Negotiation → Closed Won / Lost.
- Set deal values — Add estimated ARR/MRR to each existing deal in your pipeline.
- Create tags — Lead Source (Google Ads, LinkedIn, Referral), Plan Interest (Starter, Pro), Company Size.
- Build your demo booking page — Use the built-in calendar with available time slots and confirmation messages.
Day 3: Automation (2 hours)
- Set up instant lead response — When a form is submitted, auto-text within 60 seconds.
- Create demo reminder sequence — Email 24hr before + SMS 1hr before.
- Build no-show recovery workflow — Auto-text 30min after missed demo with reschedule link.
- Create post-demo follow-up sequence — 4 emails over 14 days (recap, case study, objections, final nudge).
Day 4: Marketing Assets (2 hours)
- Build a landing page — "Book a Demo" page with social proof, benefits, and embedded booking form.
- Create email templates — Welcome email, follow-up template, proposal template.
- Set up review request automation — Auto-ask for G2/Capterra review 30 days after customer activation.
- Create your first SMS campaign — Test with a small list to verify deliverability.
Day 5: Reporting & Optimization (2 hours)
- Set up your dashboard — Pipeline value, conversion rates by stage, lead sources, response times.
- Configure lead source tracking — UTM parameters for ads, source tags for manual leads.
- Test everything end-to-end — Submit a test form, verify auto-response, check demo booking, confirm reminders fire.
- Train your team — 30-minute walkthrough of daily workflows: check tasks, update deals, log calls.
You're Live
After 5 days and roughly 10 hours of work, you have:
- A fully configured sales pipeline
- Automated lead responses and demo reminders
- Follow-up sequences that run 24/7
- A landing page that books demos while you sleep
- Dashboards that show you exactly what's working
This is the foundation. From here, you iterate: tweak sequences based on data, add more automations, and watch your conversion rates climb.