Salesforce Consultant Guide for Easton
If you are in charge of a sales CRM software execution or adoption job there are many activities and procedures to consider to help ensure your success. The following CRM implementation ideas could be considered universal working across firms and sectors although team and every company is exceptional.
(Are you new to CRM? Visit this website for a thorough, helpful CRM overview.)
Whether you’re using Salesforce.com, Siebel or a home-grown 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 methods to ensure a successful CRM implementation will 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 demonstrated through activities and words.
This should comprise 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 people for the right reason at the perfect time”.
Optimize CRM System Performance
Maximize CRM System Performance
4) Optimize System Performance & Fix Any System Want: No CRM application is perfect. When Field reps attempt to log in remotely maybe it requires 5 clicks too many to upgrade a contact or perhaps the system is slow. Try to address and fix any CRM system concerns before you implement.
Connected.. Doug Liljegren, Principal Manager advises that enhancing the CRM system isn’t an one shot deal. You evolve and should always tweak the system to best support your customers and company needs.
6) Make Sure Representatives Know How To Use The CRM System: One rationale workers don’t use a CRM system, is dearth of knowledge or training about the system. Take the time to create and implement the right amount of ongoing and start CRM system training, that encourages the most significant CRM behaviors you desire to drive.
Incorporate 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. Incorporate or link the most used business programs together (Example: E-Mail, CRM, Order Entry) so Spokespersons don’t have to open and close windows, click multiple links and waste time on administrative work. Your CRM vendor and your IT partners should have best practice alternatives in this area and ideas.
Got ta Move Those Paper Contacts To CRM!
Got ta Move Those Paper Contacts To CRM!
If they have both alternatives, they’ll fall back from what they comfortable with.
8) Provide Good Customer Data In Your CRM: Sales Reps rely on good data about their customers and prospects to succeed in their own roles. Awful data in your CRM can be quite a root cause for lack of CRM adoption, reduces productivity and could be a diversion.
Before on-going and launching, take your CRM data to continuously improve. 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.
See “The Golden Rules To Successful CRM Implementation”
9) Tie CRM use to Representative CompensationThe Majority Of Salespeople are moved by cash, so you may consider linking their compensation plan to leveraging the CRM system.
Doug Liljegren, a Salesforce Consultant who specializes in CRM implementation, has found that including pipeline tracking as a condition and a percentage of the reps ’ normal settlement plan can be quite effective at driving CRM adoption. On the flipside, he’s found the use of bonuses counterproductive in driving adoption.
In most cases, the underlying reason your team is implementing or updating a CRM is to help your sales teams be more effective within their jobs.
Watch “CRM: Quantifying ROI”
Bonus Idea #11) Execute CRM in Phases: Phasing in your CRM implementation will help ensure a fruitful outcome. Human behavior doesn’t change overnight.
If your organization is doing may things manually now, leveraging a CRM will be a huge cultural shift. Or, if you are upgrading to a fresh type of applications, Representatives must get used to new displays, new procedures and new features.
Give your organization the correct amount of time to adapt to the new system and you will have better, mid and long-term effects.