Salesforce Consultant Guide for Altoona
If you’re in charge of a sales CRM software implementation or adoption job there are many activities and approaches to consider to help ensure your success. Although every company and team is unique, the subsequent CRM implementation suggestions could be considered universal working across businesses and businesses.
(Are you new to CRM? See this site for a comprehensive, helpful CRM overview.)
Whether you’re using Salesforce.com, Siebel or a homegrown option; whether this is a replacement CRM system or a brand new, here are 10 Thoughts to consider in your sales organization for successful CRM implementation:
1) Attest Top Down Support for CRM: One of the most important approaches to ensure a successful CRM implementation is to have total, sales leadership support for the CRM system. This begins with your Head of Sales, then must dribble down through your sales leadership team and be illustrated through activities and words.
This should include sales performers sales operations staff members.
3) Exhibit the WIFM for the Sales Staff: The sales team will adopt the CRM system if it “helps to raise their paycheck, reduces wasted time and gets them in front of the perfect folks for the right reason at the right time”.
Maximize CRM System Functionality
Optimize CRM System Performance
4) Optimize System Performance & Fix Any System Lacks: No CRM program is perfect. When Field reps attempt to log in remotely maybe it takes 5 clicks too many to update a contact or maybe the system is not fast. Try to address and fix any CRM system concerns before you execute.
Related.. Senior Manager at Neunet Consultants, Doug Liljegren advises that enriching the CRM system is not an one shot deal. You should always tweak and evolve the system to best support business needs and your customers.
5) Integrate CRM With Other Systems: You desire to make it as easy and seamless as possible for Representatives to leverage your new or updated CRM application. Your IT partners and your CRM vendor should have thoughts and best practice options of this type.
Take the time to create and implement the right level of start and ongoing CRM system training, that encourages the most significant CRM actions you desire to drive.
Got ta Move Those Paper Contacts To CRM!
Got ta Move Those Paper Contacts !
7) Post Launching, Discontinue Providing Sales Staff With Info They Are Able To Find in the CRM System: Direct your sales staff to leverage their CRM for key reports, customer data and statements and after that stop providing that advice via other means, ex. e-mail or hard copy. If they have both options, they’ll fall back to 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 work in their own jobs. Poor data in your CRM can be a distraction, reduces productivity and can be a root cause for lack of CRM adoption.
Before launch and on-going, take steps to consistently enhance your CRM data. This may include customer names, addresses, contact names, contact telephone numbers, purchase history etc. Concentrate on the CRM data components which are most important to supporting the selling process.
View “The Golden Rules To Successful CRM Implementation”
9) Tie CRM use to Representative Settlement: 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 some of the spokespersons ’ standard settlement strategy can be quite good at driving CRM adoption. On the flipside, he’s found the usage of bonuses counterproductive in driving adoption.
Typically, the underlying reason your team is implementing or updating a CRM will be to help your sales teams be more effective in their own functions.
Watch “CRM: Quantifying ROI”
Bonus Thought #11) Implement CRM in Stages: Phasing in your CRM implementation will help to ensure a fruitful result. Human behavior will not change overnight.
Or, if you’re upgrading to a new kind of software, Reps will need to get used to new screens, new procedures and new characteristics.
Give your organization the appropriate period of time to adjust to the new system and you’ll have better, mid and long term results.