Salesforce Consultant Guide for Douglas
If you are in charge of a sales CRM software implementation or adoption project there are many activities and procedures 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 companies and businesses.
See this website for a thorough, helpful CRM summary.)
Whether you’re using Salesforce.com, Siebel or a home-grown alternative; whether this is a brand new or a replacement CRM system, here are 10 Ideas 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 would be to have complete, sales leadership support for the CRM system. This begins with your Head of Sales, then must drip down through your sales leadership team and be attested through activities and words.
This should comprise sales performers sales operations staff members.
If you can efficiently demonstrate the WIFM, (What’s in it for me) then Representatives will need to use the system.
Optimize CRM System Operation
Maximize CRM System Performance
4) Maximize System Performance & Fix Any System Want: No CRM application is perfect. Maybe it requires 5 clicks too many to update a contact or perhaps the system is slow when Field reps attempt to log in remotely. Attempt to address and fix any CRM system concerns, before you implement.
Associated.. Senior Supervisor at Neunet Consultants, Doug Liljegren advises that enriching 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.
Take the time to create and implement the appropriate level of ongoing and launch CRM system training, that reinforces the most important CRM actions you desire to drive.
Integrate CRM With Other Systems: You desire to make it as easy and seamless as possible for Representatives to leverage your new or upgraded CRM program. Incorporate and/or link the most used business applications together (Example: Electronic Mail, CRM, Order Entry) so Representatives don’t have to open and shut windows, click multiple links and waste time on administrative work. Your IT partners and your CRM vendor should have thoughts and best practice alternatives of this type.
Got ta Move Those Paper Contacts To CRM!
Got ta Move Those Paper Contacts To CRM!
Awful data in your CRM reduces productivity, could be a distraction and can be quite a root cause for deficiency of CRM adoption.
They’ll fall back from what they comfortable with if they have both alternatives.
Before start and on-going, take steps to always improve your CRM data. This may include customer names, addresses, contact names, contact telephone numbers, purchase history etc. Focus on the CRM data components that are most important to supporting the selling process.
View “The Golden Rules To Successful CRM Implementation”
9) Tie CRM usage to Representative SettlementThe Majority Of Salespeople are moved by money, so you may consider linking their compensation plan to leveraging the CRM system.
A Freelance Consultant who specializes in CRM implementation, Doug Liljegren, has discovered that including a portion of the representatives and pipeline tracking as a condition ’ standard compensation plan can be quite effective at driving CRM adoption. On the flipside, he’s found the usage of bonuses counterproductive in driving adoption.
10) Ensure Sales direction is Steering The Ship: Although IT, Finance and Marketing are your business partners and key stakeholders in your CRM project, the Sales team should be directing the boat, leading the project and making choices on CRM usage priorities. Generally, the inherent reason your team is implementing or upgrading a CRM is to help your sales teams be more effective in their own functions.
Watch “CRM: Measuring ROI”
Bonus Idea #11) Implement CRM in Periods: Phasing in your CRM implementation will help to ensure an effective outcome. Human behavior will 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 updating to a new kind of software, Reps must get used to new features, new procedures and new screens.
Give your organization the appropriate amount of time to adjust to the new system and you’ll have better, mid and long term effects.