Establish shared references
Agree how customers and products are recognised. Matching names alone is unreliable, particularly across branches and changing product descriptions.
Assign ownership of mappings and unmatched records. Failed automatic matches should remain visible rather than silently disappearing.
Define purchase-history scope
Period, document types, adjustments and units affect interpretation. The team needs to know whether all relevant transactions are present and how often they update.
Define repeat loading too. A corrected file or later synchronisation should not create a second sale from the same event.
Trace several relationships from source to view
Include an adjustment, several categories and a branch case. Check allocation as well as totals, because a matching sum can conceal incorrectly assigned transactions.
For an IT director, the outcome is a correct connection rather than an import-complete message. CRM can then combine purchases with meeting knowledge. Without agreed scope, even a precise-looking purchasing gap may reflect incomplete history instead of a genuine opportunity requiring customer contact.
