Salesforce Consultant Guide for Phoenixville
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 every company and team is unique, the subsequent CRM execution ideas could be considered worldwide working across firms and businesses.
(Are you new to CRM? See this website for a detailed, helpful CRM summary.)
Whether you’re using Salesforce.com, Siebel or a home grown option; whether this is a brand 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 significant processes to ensure a successful CRM implementation will be to have complete, sales leadership support for your CRM system. This begins with your Head of Sales, then must trickle down through your sales direction team and be attested through words and actions.
This should include sales performers at every level and sales support/ sales operations staff members.
3) Exhibit the WIFM for the Sales Staff: The sales team will adopt the CRM system if it “helps to increase their pay check, reduces wasted time and gets them in front of the right people for the right reason at the right time”.
Optimize CRM System Performance
Optimize CRM System Functionality
4) Maximize System Performance & Fix Any System Lacks: No CRM program is perfect. Perhaps it requires 5 clicks too many to upgrade a contact or maybe the system is not fast when Field reps try to log in remotely. Try to address and fix any CRM system concerns, before you execute.
Related.. Doug Liljegren, Principal Manager advises that enriching the CRM system is not an one shot deal. You evolve and should constantly tweak the system to best support company needs and your customers.
6) Make Sure Reps Know How To Use The CRM System: One reason workers don’t use a CRM system, is dearth of knowledge or training about the system. Take the time to create and execute the right level of launch and on-going CRM system training, that reinforces the most significant CRM actions you need to drive.
Integrate CRM With Other Systems: You need to make it as simple and seamless as possible for Reps to leverage your new or upgraded CRM application. Integrate or link the most used business programs together (Example: Email, CRM, Order Entry) so Spokespersons don’t have to open and shut windows, click multiple links and waste time on administrative work. Your IT partners and your CRM vendor should have thoughts and best practice options in this area.
Got Those Paper Contacts Move To CRM!
Got Those Paper Contacts Move !
7) Place Launching, Discontinue Supplying 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. email or hard copy. If they’ve both alternatives, they’ll fall back from what they’re most comfy with.
8) Provide Great Customer Data In Your CRM: Sales Reps rely on good data about their customers and prospects to be effective in their jobs. Poor data in your CRM reduces productivity, can be a distraction and can be a root cause for deficiency of CRM adoption.
Before launch and continuing, take your CRM data to constantly improve. 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 process.
9) Tie CRM usage to Rep Damages: Most Salespeople are moved by cash, so you may consider connecting their compensation plan to leveraging the CRM system.
A Freelance Consultant who specializes in CRM implementation, Doug Liljegren, has discovered that including pipeline tracking as a condition and some of the spokespersons ’ conventional compensation plan 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 leadership is Steering The Ship: Although IT, Finance and Marketing are your business partners and key stakeholders in your CRM project, the Sales team should be directing the ship, heading the project and making choices on CRM utilization priorities. Usually, the underlying reason your team is implementing or upgrading a CRM is to help your sales teams be more efficient in their jobs.
Watch “CRM: Quantifying ROI”
Bonus Thought #11) Execute CRM in Stages: Phasing in your CRM implementation will help ensure a fruitful result. Human behavior does not change overnight.
If your organization is doing may things manually leveraging a CRM will be a huge cultural shift. Or, if you’re updating to a new kind of applications, Reps will have to get used to new attributes, new processes and new screens.
Give your organization the right amount of time to adapt to the new system and you’ll have better, mid and long-term effects.