Salesforce Consultant Guide for McDonough
If you are in charge of a sales CRM software execution or adoption project there are many actions and processes to consider to help ensure your success. The following CRM implementation suggestions could be considered universal working across companies and businesses although team and every business is exceptional.
See this website for a detailed, helpful CRM review.)
Whether you’re using Salesforce.com, Siebel or a home-grown option; whether this is a replacement CRM system or a new, here are 10 Ideas to consider in your sales organization for successful CRM implementation:
1) Show Top Down Support for CRM: One of the most important strategies to ensure a successful CRM implementation will be to have full, sales leadership support for the CRM system. This starts with your Head of Sales, then must drip down through your sales leadership team and be demonstrated through words and activities.
This should include sales performers sales operations staff members.
3) Exhibit the WIFM for the Sales Staff: The sales team will adopt 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”.
If you can effectively present the WIFM, (What’s in it for me) then Representatives will need to use the system.
Optimize CRM System Performance
Maximize CRM System Functionality
4) Optimize System Performance & Fix Any System Want: No CRM application is perfect. When Field representatives attempt to log in remotely perhaps it takes 5 clicks too many to upgrade a contact or perhaps the system is not fast. Try to address and fix any CRM system concerns before you implement.
Related.. Senior Manager at Neunet Consultants, Doug Liljegren suggests that accentuating the CRM system is not an one shot deal. You should always 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 or link the most used business applications together (Example: Email, CRM, Order Entry) so Representatives don’t have to open and close windows, click multiple links and waste time on administrative work. Your CRM vendor and your IT partners should have ideas and best practice options of this type.
6) Make Sure Representatives Know How 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 continuing and launching CRM system training, that reinforces the most significant CRM behaviours you desire to drive.
Got Those Paper Contacts Move To CRM!
Got Those Paper Contacts Move To CRM!
If they’ve both choices, they’ll fall back from what they comfy with.
8) Provide Great Customer Data In Your CRM: Sales Reps rely on good data about their customers and prospects to work in their functions. Awful data in your CRM reduces productivity, could be a diversion and could be a root cause for lack of CRM adoption.
Before on-going and start, take steps to consistently improve your CRM data. This may contain customer names, addresses, contact names, contact telephone numbers, purchase history etc. Concentrate on the CRM data components which are most important to supporting the selling procedure.
View “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 discovered that including pipeline tracking as a state and a portion of the reps ’ conventional compensation strategy can be quite good at driving CRM adoption. On the flipside, he’s seen the usage of bonuses counter productive in driving adoption.
10) Ensure Sales direction is Directing The Boat: Although IT, Finance and Marketing are your business partners and key stakeholders in your CRM project, the Sales team should be steering the ship, directing the job and making selections on CRM use priorities. Usually, the inherent reason your team is implementing or upgrading a CRM would be to help your sales teams be more effective in their functions.
Watch “CRM: Quantifying ROI”
Bonus Idea #11) Implement CRM in Stages: Phasing in your CRM implementation will help ensure a successful outcome. Human behavior doesn’t change overnight.
If your organization is doing may things manually leveraging a CRM will be a tremendous cultural shift. Or, if you’re upgrading to a new type of software, Reps will need to get used to new processes, new screens and new attributes.
Give your organization the right period of time to adjust to the new system and you will have better, mid and long term results.