Salesforce Consultant Guide for Mapleton
If you’re in charge of a sales CRM software execution or adoption job there are many actions and approaches to consider to help ensure your success. Although every business and team is unique, the following CRM execution suggestions could be considered worldwide working across firms and industries.
(Are you new to CRM? Visit this website for a detailed, helpful CRM summary.)
Whether you’re using Salesforce.com, Siebel or a home grown alternative; whether this is a fresh or a replacement CRM system, here are 10 Thoughts to consider for successful CRM implementation in your sales organization:
1) Demonstrate Top Down Support for CRM: One of the most significant methods to ensure a successful CRM implementation will be to have full, sales direction support for your CRM system. This starts with your Head of Sales, then must drip down through your sales leadership team and be attested through words and actions.
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 paycheck, reduces wasted time and gets them in front of the right folks for the right reason at the right time”.
Maximize CRM System Functionality
Maximize CRM System Performance
4) Maximize System Performance & Fix Any System Want: No CRM application is perfect. When Field representatives try to log in remotely perhaps it requires 5 clicks too many to upgrade a contact or perhaps the system is slow. Before you implement, try to address and fix any CRM system concerns.
Associated.. Doug Liljegren, Principal Manager suggests that improving the CRM system just isn’t an one shot deal. You should constantly tweak and evolve the system to best support business needs and your customers.
5) Integrate CRM With Other Systems: You want to make it as easy and seamless as possible for Representatives to leverage your new or updated CRM application. Integrate and/or link the most used business applications together (Example: Electronic Mail, CRM, Order Entry) so Reps don’t have to open and close windows, click multiple links and waste time on administrative work. Your IT partners and your CRM vendor should have ideas and best practice options of this type.
6) Make Sure Representatives Know How Exactly To Use The CRM System: One reason employees don’t use a CRM system, is lack of knowledge or training about the system. Make an effort to create and execute the appropriate level of start and on-going CRM system training, that reinforces the most significant CRM actions you desire to drive.
Got ta Move Those Paper Contacts To CRM!
Got Those Paper Contacts Move !
Awful data in your CRM reduces productivity, could be a distraction and can be a root cause for deficiency of CRM adoption.
7) Post Launching, Cease Providing Sales Staff With Info They Can Find in the CRM System: Direct your sales staff to leverage their CRM for vital reports, customer data and statements and then quit supplying that info via other means, ex. e-mail or hard copy. They’ll fall back from what they comfortable with if they will have both choices.
Before on-going and start, take your CRM data to constantly improve. This may contain customer names, addresses, contact names, contact telephone numbers, purchase history etc. Concentrate on the CRM data elements which are most important to supporting the selling process.
9) Tie CRM usage to Rep SettlementThe Majority Of Salespeople are moved by money, so you may consider linking their compensation strategy to leveraging the CRM system.
A Freelance Consultant who specializes in CRM implementation, Doug Liljegren, has found that including pipeline tracking as a condition and a portion of the reps ’ normal compensation strategy can be very good at driving CRM adoption. On the flipside, he’s seen the usage of bonuses counter productive in driving adoption.
In most cases, the underlying reason your team is executing or upgrading a CRM is always to help your sales teams be more effective in their roles.
Watch “CRM: Measuring ROI”
Bonus Idea #11) Execute CRM in Phases: Phasing in your CRM implementation will help ensure a fruitful outcome. Human behavior does not transform overnight.
Or, if you are updating to a new kind of applications, Reps will need to get used to new screens, new processes and new attributes.
Give your organization the appropriate amount of time to adjust to the new system and you will have better, mid and long-term outcomes.