Salesforce Consultant Guide for Carol Stream
If you are in charge of a sales CRM software enactment or adoption project there are many activities and processes to consider to help ensure your success. Although team and every company is exceptional, the following CRM execution ideas could be considered universal working across sectors and companies.
See this site for a detailed, helpful CRM review.)
Whether you’re using Salesforce.com, Siebel or a home grown alternative; whether this is a replacement CRM system or a fresh, here are 10 Thoughts to consider in your sales organization for successful CRM implementation:
1) Show Top Down Support for CRM: Among The most significant approaches to ensure a successful CRM implementation will be to have total, sales leadership support for your CRM system. This starts with your Head of Sales, then must trickle down through your sales direction team and be illustrated through words and activities.
2) Get Sales Involved In Your CRM Implementation Plan: Involve key Sales Reps and Leaders, as early as possible in your CRM implementation and launching plan and they can act 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 increase their pay check, reduces wasted time and gets them in front of the perfect people for the right reason at the right time”.
If you can efficiently demonstrate the WIFM, (What’s in it for me) then Reps will want to use the system.
Optimize CRM System Performance
Optimize CRM System Performance
4) Maximize System Performance & Fix Any System Deficiencies: No CRM application is perfect. When Field reps attempt to log in remotely maybe it takes 5 clicks too many to update a contact or perhaps the system is not fast. Try to address and fix any CRM system concerns, before you implement.
Associated.. Senior Supervisor at Neunet Consultants, Doug Liljegren suggests that enriching the CRM system is not an one shot deal. You evolve and should always tweak the system to best support your customers and company needs.
5) Incorporate CRM With Other Systems: You desire to make it as easy and seamless as possible for Reps to leverage your new or updated CRM application. Integrate and/or link the most used business applications together (Example: Email, CRM, Order Entry) so Representatives don’t need to open and shut windows, click multiple links and waste time on administrative work. Your CRM vendor and your IT partners should have ideas and best practice alternatives of this type.
6) Make Sure Representatives Know How Exactly To Use The CRM System: One rationale workers don’t use a CRM system, is insufficient knowledge or training about the system. Take the time to create and implement the right amount of continuing and start CRM system training, that reinforces the most important CRM behaviors you want to drive.
Got ta Move Those Paper Contacts To CRM!
Got ta Move Those Paper Contacts !
7) Place Start, Stop Supplying Sales Staff With Information They Are Able To Find in the CRM System: Direct your sales staff to leverage their CRM for essential reports, customer data and announcements and then discontinue supplying that advice via other means, ex. e-mail or hard copy. They’ll fall back to what they comfortable with, if they’ve both options.
8) Provide Great Customer Data In Your CRM: Sales Reps rely on good data about their customers and prospects to succeed in their jobs. Poor data in your CRM reduces productivity, can be a distraction and could be a root cause for deficiency of CRM adoption.
Before on-going and launching, take steps to consistently enhance your CRM data. This may include customer names, addresses, contact names, contact telephone numbers, purchase history etc. Give attention to the CRM data elements which are most important to supporting the selling procedure.
See “The Golden Rules To Successful CRM Implementation”
9) Tie CRM use to Rep DamagesThe 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 some of the representatives ’ normal compensation plan can be quite good at driving CRM adoption. On the flipside, he’s found the use of bonuses counter-productive in driving adoption.
10) Ensure Sales leadership is Directing The Ship: Although IT, Finance and Marketing are your business partners and key stakeholders in your CRM project, the Sales team should be steering the boat, heading the project and making selections on CRM usage precedence. In most cases, the underlying reason your team is implementing or upgrading a CRM would be to help your sales teams be more efficient in their own functions.
Watch “CRM: Measuring ROI”
Bonus Thought #11) Implement CRM in Periods: Phasing in your CRM implementation will help ensure an effective result. Human behavior doesn’t transform overnight.
Or, if you are upgrading to a new kind of software, Representatives will need to get used to new attributes, new procedures and new screens.
Give your organization the correct timeframe to adjust to the new system and you will have better, mid and long term consequences.