Salesforce Consultant Guide for Bastrop
If you’re in charge of a sales CRM software implementation or adoption endeavor there are many actions and methods to consider to help ensure your success. Although team and every business is exceptional, the following CRM implementation ideas could be considered universal working across companies and industries.
(Are you new to CRM? See this website for a comprehensive, helpful CRM review.)
Whether you’re using Salesforce.com, Siebel or a home-grown option; whether this is a replacement CRM system or a fresh, here are 10 Thoughts to consider in your sales organization for successful CRM implementation:
1) Show Top Down Support for CRM: One of the most important procedures to ensure a successful CRM implementation is to have complete, sales direction support for the CRM system. This begins with your Head of Sales, then must dribble down through your sales leadership team and be shown through words and activities.
2) Get Sales Called For In Your CRM Implementation Strategy: Involve key Sales Reps and Leaders, as early as possible in your CRM implementation and launch plan and they could behave as subject matter experts, influencers and informal leaders. This should include sales performers at every level and sales support/ sales operations staff members.
3) Exhibit 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”.
If you’re able to efficiently present the WIFM, (What’s in it for me) then Representatives will want to use the system.
Maximize CRM System Functionality
Optimize CRM System Functionality
4) Optimize System Performance & Fix Any System Lacks: No CRM program 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 not fast. Before you execute, attempt to address and fix any CRM system concerns.
Related.. Doug Liljegren, Principal Manager advises that enriching the CRM system is not an one shot deal. You should constantly tweak and evolve the system to best support business needs and your customers.
5) 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. Your CRM vendor and your IT partners should have best practice options in this area and thoughts.
Take some time to create and execute the appropriate amount of start and ongoing CRM system training, that reinforces the most significant CRM actions you need to drive.
Got Those Paper Contacts Move !
Got ta Move Those Paper Contacts !
Bad data in your CRM can be a distraction, reduces productivity and could be a root cause for deficiency of CRM adoption.
They’ll fall back to what they’re most comfortable with, if they’ve both choices.
Before on-going and launch, take your CRM data to continually enhance. This may include purchase history etc., customer names, addresses, contact names, contact telephone numbers Concentrate on the CRM data components which are most significant to supporting the selling process.
See “The Golden Rules To Successful CRM Implementation”
9) Tie CRM usage to Rep Compensation: 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 discovered that including a percentage of the spokespersons and pipeline tracking as a state ’ regular compensation strategy can be very effective at driving CRM adoption. On the flipside, he’s seen the usage of bonuses counter-productive in driving adoption.
Generally, the inherent reason your team is executing or updating a CRM is always to help your sales teams be more effective within their roles.
Watch “CRM: Quantifying ROI”
Bonus Thought #11) Implement CRM in Periods: 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 leveraging a CRM will be a tremendous cultural shift. Or, if you should be updating to a fresh kind of applications, Reps must get used to new screens, new processes and new characteristics.
Give your organization the correct period of time to adapt to the new system and you will have better, mid and long-term outcomes.