Redwood City Salesforce Consultants
Maximize System Performance & Fix Any System Deficiencies: No CRM program is perfect. Maybe 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. Before you execute, attempt to address and fix any CRM system concerns.
Salesforce Consultant Guide for Redwood City
If you are in charge of a sales CRM software implementation or adoption project there are many actions and processes to consider to help ensure your success. Although every business and team is unique, the following CRM implementation suggestions could be considered universal working across companies and industries.
(Are you new to CRM? See this site for a comprehensive, helpful CRM overview.)
Whether you’re using Salesforce.com, Siebel or a homegrown alternative; 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: Among The most important strategies to ensure a successful CRM implementation will be to have total, sales direction support for your CRM system. This begins with your Head of Sales, then must dribble down through your sales direction team and be attested 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 comprise sales performers at every level and sales support/ sales operations staff members.
3) Demonstrate the WIFM for the Sales Staff: The sales team will adopt the CRM system if it “helps to increase their paycheck, reduces wasted time and gets them in front of the perfect folks for the right reason at the ideal time”.
Optimize CRM System Performance
Optimize CRM System Operation
4) Maximize System Performance & Fix Any System Lacks: No CRM program is perfect. Perhaps it takes 5 clicks too many to update a contact or maybe the system is not fast when Field representatives attempt to log in remotely. Before you implement, try to address and fix any CRM system concerns.
Associated.. Doug Liljegren, Principal Supervisor advises that enriching the CRM system just isn’t an one shot deal. You evolve and should always tweak the system to best support business needs and your customers.
5) Incorporate CRM With Other Systems: You want to make it as simple and seamless as possible for Reps to leverage your new or updated CRM program. Incorporate and/or link the most used business programs together (Example: Electronic Mail, CRM, Order Entry) so Representatives don’t need to open and shut windows, click multiple links and waste time on administrative work. Your IT partners and your CRM vendor should have best practice options in this area and ideas.
6) Make Sure Reps Know The Best Way To Use The CRM System: One rationale 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 amount of ongoing and launch CRM system training, that reinforces the most important CRM behaviours you desire to drive.
Got ta Move Those Paper Contacts !
Got Those Paper Contacts Move To CRM!
7) Post Launching, Stop Supplying Sales Staff With Info They Are Able To Find in the CRM System: Direct your sales staff to leverage their CRM for crucial reports, customer data and statements and then stop providing that info via other means, ex. email or hard copy. If they’ve both alternatives, they’ll fall back to what they’re most comfy with.
Bad data in your CRM reduces productivity, can be a distraction and can be a root cause for lack of CRM adoption.
Before launching and continuing, take steps to constantly enhance your CRM data. This may contain purchase history etc., customer names, addresses, contact names, contact telephone numbers Give attention to the CRM data elements which are most significant to supporting the selling procedure.
See “The Golden Rules To Successful CRM Implementation”
9) Tie CRM usage to Representative Damages: Most Salespeople are moved by money, so you may consider tying 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 a percentage of the spokespersons ’ regular compensation strategy can be quite good at driving CRM adoption. On the flipside, he’s seen the use of bonuses counter productive in driving adoption.
10) Ensure Sales direction is Steering The Ship: Although IT, Finance and Advertising are your business partners and key stakeholders in your CRM project, the Sales team should be steering the ship, directing the job and making decisions on CRM use priorities. Usually, the inherent reason your team is executing or upgrading a CRM would be to help your sales teams be more efficient in their own functions.
Watch “CRM: Quantifying ROI”
Bonus Thought #11) Execute CRM in Stages: Phasing in your CRM implementation will help ensure a successful outcome. 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 should be upgrading to a brand new kind of applications, Reps will need to get used to new procedures, new displays and new characteristics.
Give your organization the appropriate timeframe to adjust to the new system and you will have better, mid and long-term outcomes.