Salesforce Consultant Guide for Eagle
If you are in charge of a sales CRM software implementation or adoption endeavor there are many activities and strategies to consider to help ensure your success. Although team and every company is exceptional, the subsequent CRM implementation ideas could be considered worldwide working across firms and businesses.
See this site for a thorough, helpful CRM review.)
Whether you’re using Salesforce.com, Siebel or a home-grown alternative; whether this is a fresh or a replacement CRM system, here are 10 Ideas to consider in your sales organization for successful CRM implementation:
1) Demonstrate Top Down Support for CRM: Among The most significant methods to ensure a successful CRM implementation will be to have complete, sales leadership support for the CRM system. This starts with your Head of Sales, then must dribble down through your sales leadership team and be demonstrated through words and activities.
This should comprise sales performers at every level and sales support/ sales operations staff members.
If you can efficiently present the WIFM, (What’s in it for me) then Spokespersons will want to use the system.
Optimize CRM System Functionality
Maximize CRM System Performance
4) Optimize System Performance & Fix Any System Deficiencies: No CRM program is perfect. When Field reps attempt to log in remotely perhaps it takes 5 clicks too many to update a contact or maybe the system is slow. Attempt to address and fix any CRM system concerns, before you implement.
Associated.. Senior Manager at Neunet Consultants, Doug Liljegren advises that improving the CRM system is not an one shot deal. You evolve and should constantly tweak the system to best support business needs and your customers.
5) Integrate CRM With Other Systems: You need to make it as simple and seamless as possible for Reps to leverage your new or upgraded CRM program. Your IT partners and your CRM vendor should have ideas and best practice alternatives of this type.
Take some time to create and implement the appropriate level of continuing and launching CRM system training, that reinforces the most important CRM behaviours you want to drive.
Got Those Paper Contacts Move !
Got ta Move Those Paper Contacts To CRM!
They’ll fall back from what they comfortable with if they’ve both alternatives.
8) Provide Great Customer Data In Your CRM: Sales Reps rely on good data about their customers and prospects to succeed in their jobs. Poor data in your CRM reduces productivity, can be a distraction and could be a root cause for deficiency of CRM adoption.
Before launch and on-going, take steps to continually improve your CRM data. This may include purchase history etc., customer names, addresses, contact names, contact telephone numbers Focus on the CRM data components which are most significant to supporting the selling process.
Watch “The Golden Rules To Successful CRM Implementation”
9) Tie CRM usage to Rep CompensationThe Majority Of Salespeople are moved by cash, so you may consider tying their compensation strategy to leveraging the CRM system.
Doug Liljegren, a Salesforce Consultant who specializes in CRM implementation, has discovered that including a portion of the representatives and pipeline tracking as a state ’ standard settlement plan can be very good at driving CRM adoption. On the flipside, he’s seen the use of bonuses counter productive in driving adoption.
10) Ensure Sales leadership is Directing The Boat: Although IT, Finance and Marketing are your business partners and key stakeholders in your CRM project, the Sales team should be directing the ship, heading the project and making decisions on CRM use priorities. Typically, the underlying reason your team is executing or upgrading a CRM would be to help your sales teams be more efficient within their roles.
Watch “CRM: Quantifying ROI”
Bonus Idea #11) Execute CRM in Stages: Phasing in your CRM implementation will help ensure a successful outcome. Human behavior will not 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 fresh type of software, Reps must get used to new procedures, new displays and new characteristics.
Give your organization the appropriate timeframe to adapt to the new system and you’ll have better, mid and long term effects.