Salesforce Consultant Guide for Slidell
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 execution ideas could be considered worldwide working across companies and industries although team and every company is unique.
(Are you new to CRM? See this site for a detailed, helpful CRM summary.)
Whether you’re using Salesforce.com, Siebel or a homegrown alternative; whether this is a replacement CRM system or a brand new, here are 10 Thoughts to consider for successful CRM implementation in your sales organization:
1) Demonstrate Top Down Support for CRM: Among The most significant methods to ensure a successful CRM implementation is to have complete, sales leadership support for your CRM system. This begins with your Head of Sales, then must dribble down through your sales direction team and be demonstrated through words and activities.
2) Get Sales Called For In Your CRM Implementation Plan: Involve key Sales Reps and Leaders, as early as possible in your CRM implementation and launching plan and they are able to act as subject matter experts, influencers and informal leaders. This should include sales performers sales operations staff members.
Optimize CRM System Functionality
Maximize CRM System Functionality
4) Maximize System Performance & Fix Any System Lacks: No CRM application is perfect. When Field reps try to log in remotely perhaps it takes 5 clicks too many to update a contact or perhaps the system is slow. Before you implement, attempt to address and fix any CRM system concerns.
Associated.. Senior Supervisor at Neunet Consultants, Doug Liljegren proposes that improving the CRM system is not an one shot deal. You should always tweak and evolve the system to best support your customers and company needs.
Take some time to create and implement the right level of continuing and launching CRM system training, that encourages the most important CRM behaviours you need to drive.
Integrate CRM With Other Systems: You want to make it as simple and seamless as possible for Reps to leverage your new or updated CRM application. Your IT partners and your CRM vendor should have best practice options of this type and ideas.
Got ta Move Those Paper Contacts !
Got ta Move Those Paper Contacts To CRM!
If they’ve both alternatives, they’ll fall back from what they’re most comfy with.
8) Provide Good Customer Data In Your CRM: Sales Reps rely on good data about their customers and prospects to be effective in their functions. Bad data in your CRM reduces productivity, can be a diversion and can be quite a root cause for deficiency of CRM adoption.
Before launch and continuing, take steps to constantly enhance 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 process.
9) Tie CRM use to Rep Damages: Most Salespeople are motivated by money, so you may consider connecting their compensation strategy to leveraging the CRM system.
Doug Liljegren, a Salesforce Consultant who specializes in CRM implementation, has found that including pipeline tracking as a state and some of the reps ’ regular compensation plan can be very effective at driving CRM adoption. On the flipside, he’s found the usage of bonuses counter productive in driving adoption.
10) Ensure Sales leadership 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 directing the boat, heading the project and making decisions on CRM usage priorities. In most cases, the inherent reason your team is implementing or updating a CRM would be to help your sales teams be more efficient in their functions.
Watch “CRM: Quantifying ROI”
Bonus Idea #11) Implement CRM in Phases: Phasing in your CRM implementation will help to ensure a successful outcome. Human behavior does not transform overnight.
If your organization is doing may things manually now, leveraging a CRM will be a huge cultural shift. Or, should you be updating to a brand new kind of software, Representatives will need to get used to new screens, new processes and new features.
Give your organization the correct timeframe to adjust to the new system and you will have better, mid and long-term outcomes.