Salesforce Consultant Guide for Audubon
If you’re in charge of a sales CRM software implementation or adoption job there are many activities and processes to consider to help ensure your success. The following CRM execution ideas could be considered worldwide working across businesses and industries although team and every company is exceptional.
(Are you new to CRM? Visit this site for a detailed, helpful CRM review.)
Whether you’re using Salesforce.com, Siebel or a homegrown option; whether this is a fresh or a replacement CRM system, here are 10 Thoughts to consider for successful CRM implementation in your sales organization:
1) Show Top Down Support for CRM: One of the most significant procedures to ensure a successful CRM implementation is to have total, sales leadership support for the CRM system. This starts with your Head of Sales, then must dribble down through your sales direction team and be demonstrated through activities and words.
2) Get Sales Involved In Your CRM Implementation Strategy: Involve key Sales Reps and Leaders, as early as possible in your CRM implementation and launch plan and they can become subject matter experts, influencers and informal leaders. This should include sales performers at every level and sales support/ sales operations staff members.
If you’re able to efficiently demonstrate the WIFM, (What’s in it for me) then Representatives will need to use the system.
Maximize CRM System Functionality
Optimize CRM System Performance
4) Optimize System Performance & Fix Any System Want: 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 representatives attempt to log in remotely. Try to address and fix any CRM system concerns before you execute.
Connected.. Doug Liljegren, Principal Manager suggests that improving the CRM system just isn’t an one shot deal. You should always tweak and evolve the system to best support your customers and company needs.
6) Make Sure Reps Know The Best Way To Use The CRM System: One rationale employees don’t use a CRM system, is dearth of knowledge or training about the system. Make an effort to create and implement the right level of launching and on-going CRM system training, that reinforces the most significant CRM behaviours you need to drive.
Integrate CRM With Other Systems: You want to make it as easy and seamless as possible for Reps to leverage your new or updated CRM application. Integrate or link the most used business programs together (Example: E-Mail, CRM, Order Entry) so Representatives don’t need to open and close windows, click multiple links and waste time on administrative work. Your CRM vendor and your IT partners should have ideas and best practice options in this area.
Got Those Paper Contacts Move !
Got ta Move Those Paper Contacts To CRM!
8) Provide Good Customer Data In Your CRM: Sales Reps rely on good data about their customers and prospects to succeed in their jobs. Awful data in your CRM could be a distraction, reduces productivity and can be quite a root cause for deficiency of CRM adoption.
7) Place Start, Discontinue Providing Sales Staff With Information They Can Find in the CRM System: Direct your sales staff to leverage their CRM for crucial reports, customer data and announcements and then quit providing that information via other means, ex. email or hard copy. If they will have both options, they’ll fall back from what they comfy with.
Before launch and on-going, take steps to always enhance your CRM data. This may contain customer names, addresses, contact names, contact telephone numbers, purchase history etc. Concentrate on the CRM data elements that are most significant to supporting the selling process.
9) Tie CRM use to Representative Settlement: Most Salespeople are motivated by money, so you may consider tying their compensation plan to leveraging the CRM system.
A Freelance Consultant who specializes in CRM implementation, Doug Liljegren, has found that including a percentage of the representatives and pipeline tracking as a condition ’ regular settlement strategy can be quite effective at driving CRM adoption. On the flipside, he’s seen the usage of bonuses counter-productive in driving adoption.
10) Ensure Sales leadership is Directing 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 boat, directing the job and making selections on CRM utilization priorities. Usually, the inherent reason your team is executing or upgrading a CRM would be to help your sales teams be more effective in their roles.
Watch “CRM: Quantifying ROI”
Bonus Thought #11) Implement CRM in Phases: Phasing in your CRM implementation will help to ensure a successful outcome. Human behavior doesn’t transform overnight.
If your organization is doing may things manually now, leveraging a CRM will be a huge cultural shift. Or, if you should be updating to a new type of software, Reps must get used to new displays, new processes and new attributes.
Give your organization the right period of time to adapt to the new system and you will have better, mid and long term results.