Salesforce Consultant Guide for Bradley
If you are in charge of a sales CRM software enactment or adoption project there are many activities and approaches to consider to help ensure your success. Although every company and team is unique, the following CRM implementation suggestions could be considered universal working across businesses and businesses.
See this site for a thorough, helpful CRM overview.)
Whether you’re using Salesforce.com, Siebel or a home grown option; whether this is a replacement CRM system or a brand new, 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 processes to ensure a successful CRM implementation is to have full, sales leadership support for the CRM system. This starts with your Head of Sales, then must trickle down through your sales direction team and be illustrated through actions and words.
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 raise their pay check, reduces wasted time and gets them in front of the right people for the right reason at the right time”.
If you’re able to effectively present the WIFM, (What’s in it for me) then Spokespersons will need to use the system.
Optimize CRM System Performance
Maximize CRM System Functionality
4) Optimize System Performance & Fix Any System Deficiencies: No CRM program is perfect. Perhaps it takes 5 clicks too many to upgrade a contact or maybe the system is not fast when Field reps try to log in remotely. Attempt to address and fix any CRM system concerns, before you execute.
Associated.. Doug Liljegren, Principal Manager suggests that enriching the CRM system isn’t an one shot deal. You evolve and should constantly tweak the system to best support business needs and your customers.
Take the time to create and execute the right amount of start and continuing CRM system training, that encourages the most significant CRM behaviours you desire to drive.
Incorporate CRM With Other Systems: You need to make it as easy and seamless as possible for Reps to leverage your new or upgraded CRM program. Incorporate and/or link the most used business programs together (Example: Electronic Mail, CRM, Order Entry) so Reps don’t need to open and close windows, click multiple links and waste time on administrative work. Your IT partners and your CRM vendor should have ideas and best practice options in this area.
Got ta Move Those Paper Contacts !
Got ta Move Those Paper Contacts !
They’ll fall back from what they’re most comfortable with if they’ve both options.
Awful data in your CRM reduces productivity, could be a distraction and can be quite a root cause for lack of CRM adoption.
Before ongoing and start, take your CRM data to always enhance. This may contain purchase history etc., customer names, addresses, contact names, contact telephone numbers Give attention to the CRM data elements which are most important to supporting the selling process.
See “The Golden Rules To Successful CRM Implementation”
9) Tie CRM usage to Rep CompensationThe Majority Of Salespeople are moved by money, so you may consider linking 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 condition and a portion of the reps ’ regular settlement strategy can be quite effective at driving CRM adoption. On the flipside, he’s found the use of bonuses counter productive in driving adoption.
Usually, the inherent reason your team is implementing or updating a CRM will be to help your sales teams be more effective in their functions.
Watch “CRM: Quantifying ROI”
Bonus Idea #11) Implement CRM in Periods: Phasing in your CRM implementation will help to ensure an effective outcome. Human behavior does not change overnight.
If your organization is doing may things manually now, leveraging a CRM will be a huge cultural shift. Or, should you be upgrading to a fresh type of software, Reps must get used to new displays, new procedures and new attributes.
Give your organization the right timeframe to adjust to the new system and you will have better, mid and long term outcomes.