Salesforce Consultant Guide for Glen Rock
If you are in charge of a sales CRM software implementation or adoption endeavor there are many actions and procedures to consider to help ensure your success. Although every company and team is exceptional, the subsequent CRM execution suggestions could be considered universal working across businesses and industries.
(Are you new to CRM? See this site for a comprehensive, helpful CRM summary.)
Whether you’re using Salesforce.com, Siebel or a homegrown option; whether this is a new or a replacement CRM system, here are 10 Thoughts to consider in your sales organization for successful CRM implementation:
1) Show Top Down Support for CRM: One of the most important processes to ensure a successful CRM implementation is to have total, sales leadership support for your CRM system. This starts with your Head of Sales, then must drip down through your sales leadership team and be illustrated through activities and words.
2) Get Sales Involved In Your CRM Implementation Plan: Involve key Sales Reps and Leaders, as early as possible in your CRM implementation and launch plan and they are able to behave as subject matter experts, influencers and informal leaders. This should include sales performers at every level and sales support/ sales operations staff members.
3) Demonstrate the WIFM for the Sales Staff: The sales team will embrace the CRM system if it “helps to raise their pay check, reduces wasted time and gets them in front of the perfect people for the right reason at the ideal time”.
If you can efficiently demonstrate the WIFM, (What’s in it for me) then Reps will want to use the system.
Maximize CRM System Functionality
Maximize CRM System Operation
4) Maximize System Performance & Fix Any System Deficiencies: No CRM program is perfect. When Field reps try to log in remotely perhaps it requires 5 clicks too many to upgrade a contact or maybe the system is slow. Before you implement, attempt to address and fix any CRM system concerns.
Connected.. Senior Manager at Neunet Consultants, Doug Liljegren advises that improving the CRM system is not an one shot deal. You should constantly tweak and evolve the system to best support business needs and your customers.
5) Incorporate CRM With Other Systems: You want to make it as easy and seamless as possible for Reps to leverage your new or upgraded CRM program. Your IT partners and your CRM vendor should have ideas and best practice options of this type.
6) Make Sure Representatives Know The Way To Use The CRM System: One rationale workers don’t use a CRM system, is lack of knowledge or training about the system. Make an effort to create and implement the appropriate level of continuing and launching CRM system training, that reinforces the most important CRM behaviors you desire to drive.
Got ta Move Those Paper Contacts To CRM!
Got Those Paper Contacts Move !
Awful data in your CRM can be a root cause for lack of CRM adoption, reduces productivity and could be a diversion.
They’ll fall back from what they comfortable with if they’ve both options.
Before ongoing and launch, take steps to always improve your CRM data. This may include purchase history etc., customer names, addresses, contact names, contact telephone numbers Concentrate on the CRM data elements that are most significant to supporting the selling procedure.
9) Tie CRM usage to Representative Damages: Most Salespeople are motivated by cash, so you may consider tying their compensation plan to leveraging the CRM system.
A Freelance Consultant who specializes in CRM implementation, Doug Liljegren, has found that including a portion of the spokespersons and pipeline tracking as a state ’ standard compensation plan can be quite good at driving CRM adoption. On the flipside, he’s seen the use of bonuses counter-productive in driving adoption.
10) Ensure Sales leadership is Steering The Boat: Although IT, Finance and Advertising are your business partners and key stakeholders in your CRM project, the Sales team should be steering the ship, directing the job and making decisions on CRM utilization priorities. In most cases, the underlying reason your team is implementing or upgrading a CRM will be to help your sales teams be more effective in their own functions.
Watch “CRM: Quantifying ROI”
Bonus Idea #11) Implement CRM in Phases: Phasing in your CRM implementation will help ensure a successful result. Human behavior doesn’t transform overnight.
Or, if you are upgrading to a fresh kind of software, Representatives must get used to new screens, new processes and new features.
Give your organization the appropriate timeframe to adjust to the new system and you will have better, mid and long-term outcomes.