Princeton Salesforce Consultants
Optimize System Performance & Fix Any System Want: No CRM application is perfect. Maybe it requires 5 clicks too many to upgrade a contact or maybe the system is not fast when Field reps attempt to log in remotely. Try to address and fix any CRM system concerns before you implement.
Salesforce Consultant Guide for Princeton
If you are in charge of a sales CRM software implementation or adoption project there are many activities and processes to consider to help ensure your success. The following CRM execution ideas could be considered universal working across sectors and firms although team and every business is exceptional.
Visit this website for a thorough, helpful CRM overview.)
Whether you’re using Salesforce.com, Siebel or a homegrown alternative; whether this is a fresh or a replacement CRM system, here are 10 Ideas to consider in your sales organization for successful CRM implementation:
1) Illustrate Top Down Support for CRM: One of the most significant approaches to ensure a successful CRM implementation would be to have total, sales direction support for your CRM system. This begins 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 Strategy: Involve key Sales Reps and Leaders, as early as possible in your CRM implementation and launch plan and they are able to act as subject matter experts, influencers and informal leaders. This should include sales performers sales operations staff members.
3) Exhibit 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 right folks for the right reason at the right time”.
Optimize CRM System Functionality
Optimize CRM System Operation
4) Optimize System Performance & Fix Any System Want: No CRM application 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 execute, attempt to address and fix any CRM system concerns.
Related.. Doug Liljegren, Principal Manager advises that accentuating the CRM system is not an one shot deal. You should always tweak and evolve the system to best support your customers and business needs.
5) Incorporate CRM With Other Systems: You need to make it as simple and seamless as possible for Representatives to leverage your new or upgraded CRM application. Your IT partners and your CRM vendor should have best practice options in this area and ideas.
6) Make Sure Representatives Know How To Use The CRM System: One rationale workers don’t use a CRM system, is lack of knowledge or training about the system. Take some time to create and execute the appropriate amount of launching and on-going CRM system training, that encourages the most significant CRM behaviors you need to drive.
Got Those Paper Contacts Move To CRM!
Got Those Paper Contacts Move To CRM!
7) Post Launch, Stop Providing Sales Staff With Information They Could Find in the CRM System: Direct your sales staff to leverage their CRM for essential reports, customer data and statements and after that stop providing that advice via other means, ex. email or hard copy. They’ll fall back to what they’re most comfortable with if they’ve both alternatives.
8) Provide Great Customer Data In Your CRM: Sales Reps rely on good data about their customers and prospects to be effective in their own functions. Poor data in your CRM reduces productivity, could be a distraction and could be a root cause for lack of CRM adoption.
Before continuing and start, take steps to continually improve your CRM data. This may contain customer names, addresses, contact names, contact telephone numbers, purchase history etc. Give attention to the CRM data components that are most significant to supporting the selling procedure.
Watch “The Golden Rules To Successful CRM Implementation”
9) Tie CRM usage to Representative Compensation: Most Salespeople are motivated by money, so you may consider tying their compensation plan to leveraging the CRM system.
Doug Liljegren, a Salesforce Consultant who specializes in CRM implementation, has discovered that including pipeline tracking as a condition and a percentage of the representatives ’ conventional compensation plan can be quite effective at driving CRM adoption. On the flipside, he’s seen the use of bonuses counter productive in driving adoption.
Typically, the inherent reason your team is executing or upgrading a CRM is to help your sales teams be more effective within their roles.
Watch “CRM: Quantifying ROI”
Bonus Thought #11) Implement CRM in Stages: Phasing in your CRM implementation will help ensure a successful outcome. Human behavior does not transform overnight.
Or, if you are upgrading to a new type of applications, Representatives will need to get used to new attributes, new procedures and new displays.
Give your organization the appropriate timeframe to adapt to the new system and you will have better, mid and long-term outcomes.