Salesforce Consultant Guide for Hudson
If you’re in charge of a sales CRM software execution or adoption endeavor there are many actions and processes to consider to help ensure your success. The subsequent CRM execution suggestions could be considered universal working across companies and industries although team and every company is unique.
Visit this website for a comprehensive, helpful CRM review.)
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) Demonstrate Top Down Support for CRM: Among The most important strategies to ensure a successful CRM implementation would be to have full, 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 attested through words and actions.
This should include sales performers sales operations staff members.
3) Demonstrate the WIFM for the Sales Staff: The sales team will embrace the CRM system if it “helps to raise their pay check, reduces wasted time and gets them in front of the perfect people for the right reason at the ideal time”.
If you’re able to efficiently present the WIFM, (What’s in it for me) then Reps will want to use the system.
Optimize CRM System Functionality
Optimize CRM System Performance
4) Maximize System Performance & Fix Any System Deficiencies: No CRM program is perfect. When Field reps try to log in remotely perhaps it takes 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 enriching the CRM system just isn’t an one shot deal. You evolve and should constantly tweak the system to best support business needs and your customers.
5) Incorporate CRM With Other Systems: You want to make it as simple and seamless as possible for Reps to leverage your new or upgraded CRM application. Your IT partners and your CRM vendor should have thoughts and best practice alternatives in this area.
6) Make Sure Reps Know The Way To Use The CRM System: One rationale workers don’t use a CRM system, is lack of knowledge or training about the system. Make an effort to create and implement the right amount of on-going and launching CRM system training, that reinforces the most significant CRM behaviours you want to drive.
Got ta Move Those Paper Contacts !
Got ta Move Those Paper Contacts To CRM!
8) Provide Great Customer Data In Your CRM: Sales Reps rely on good data about their customers and prospects to be effective in their roles. Poor data in your CRM can be a diversion, reduces productivity and can be a root cause for deficiency of CRM adoption.
7) Place Launching, Stop Supplying Sales Staff With Information They Could Find in the CRM System: Direct your sales staff to leverage their CRM for vital reports, customer data and announcements and after that discontinue providing that information via other means, ex. e-mail or hard copy. If they’ve both options, they’ll fall back from what they’re most comfy with.
Before continuing and start, take steps to consistently enhance your CRM data. This may include customer names, addresses, contact names, contact telephone numbers, purchase history etc. Concentrate on the CRM data components which are most significant to supporting the selling process.
9) Tie CRM use to Representative SettlementThe Majority Of Salespeople are moved by cash, 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 pipeline tracking as a condition and a percentage of the representatives ’ standard settlement strategy can be quite good at driving CRM adoption. On the flipside, he’s seen the use of bonuses counter productive 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 in their roles.
Watch “CRM: Quantifying ROI”
Bonus Thought #11) Implement CRM in Periods: Phasing in your CRM implementation will help ensure a fruitful outcome. Human behavior will not transform overnight.
If your organization is doing may things manually leveraging a CRM will be a tremendous cultural shift. Or, should you be updating to a new type of applications, Reps must get used to new processes, new screens and characteristics that are new.
Give your organization the appropriate period of time to adapt to the new system and you’ll have better, mid and long term consequences.