Salesforce Consultant Guide for Fort Atkinson
If you’re in charge of a sales CRM software execution or adoption project there are many actions and approaches to consider to help ensure your success. The following CRM implementation suggestions could be considered universal working across industries and firms although team and every business is unique.
See this site for a comprehensive, helpful CRM review.)
Whether you’re using Salesforce.com, Siebel or a homegrown option; whether this is a replacement CRM system or a brand new, here are 10 Thoughts to consider for successful CRM implementation in your sales organization:
1) Demonstrate Top Down Support for CRM: One of the most important strategies to ensure a successful CRM implementation would be to have complete, sales direction 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 words and activities.
This should include sales performers at every level and sales support/ sales operations staff members.
3) Demonstrate 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 right time”.
If you can effectively demonstrate the WIFM, (What’s in it for me) then Reps will need to use the system.
Optimize CRM System Operation
Maximize CRM System Operation
4) Optimize System Performance & Fix Any System Lacks: No CRM program is perfect. Maybe it takes 5 clicks too many to upgrade a contact or maybe the system is not fast when Field representatives try to log in remotely. Before you implement, try to address and fix any CRM system concerns.
Associated.. Senior Supervisor at Neunet Consultants, Doug Liljegren advises that improving the CRM system isn’t an one shot deal. You evolve and should always tweak the system to best support your customers and business needs.
6) Make Sure Reps Know The Best Way To Use The CRM System: One motive workers don’t use a CRM system, is lack of knowledge or training about the system. Take the time to create and execute the appropriate level of launching and on-going CRM system training, that reinforces the most important CRM actions you desire to drive.
Incorporate CRM With Other Systems: You desire to make it as simple 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 alternatives of this type and ideas.
Got Those Paper Contacts Move !
Got ta Move Those Paper Contacts To CRM!
Poor data in your CRM reduces productivity, could be a distraction and can be quite a root cause for deficiency of CRM adoption.
7) Post Launch, Discontinue Supplying Sales Staff With Info They Can Find in the CRM System: Direct your sales staff to leverage their CRM for essential reports, customer data and statements and then discontinue supplying that information via other means, ex. email or hard copy. If they will have both options, they’ll fall back from what they’re most comfy with.
Before on-going and launching, take steps to continually improve your CRM data. This may contain purchase history etc., customer names, addresses, contact names, contact telephone numbers Focus on the CRM data components that are most significant to supporting the selling process.
Watch “The Golden Rules To Successful CRM Implementation”
9) Tie CRM use to Representative Settlement: Most Salespeople are motivated by money, so you may consider linking 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 representatives and pipeline tracking as a condition ’ conventional settlement 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 leadership is Steering The Boat: Although IT, Finance and Advertising are your business partners and key stakeholders in your CRM project, the Sales team should be directing the ship, leading the project and making decisions on CRM utilization priorities. Typically, the inherent reason your team is implementing or updating a CRM would be to help your sales teams be more efficient within their roles.
Watch “CRM: Measuring ROI”
Bonus Idea #11) Execute CRM in Stages: Phasing in your CRM implementation will help to ensure a successful result. Human behavior will not change overnight.
Or, if you’re updating to a fresh kind of applications, Representatives will need to get used to new displays, new procedures and new characteristics.
Give your organization the right period of time to adapt to the new system and you’ll have better, mid and long-term effects.