Salesforce Consultant Guide for Lantana
If you are in charge of a sales CRM software execution or adoption endeavor there are many activities and processes to consider to help ensure your success. Although team and every business is unique, the following CRM implementation ideas could be considered universal working across companies and sectors.
Visit this site for a detailed, helpful CRM summary.)
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 Thoughts to consider in your sales organization for successful CRM implementation:
1) Illustrate Top Down Support for CRM: Among The most important methods 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 trickle down through your sales leadership team and be shown through words and actions.
This should include sales performers at every level and sales support/ sales operations staff members.
Optimize CRM System Operation
Optimize CRM System Performance
4) Maximize System Performance & Fix Any System Deficiencies: No CRM application is perfect. Maybe it takes 5 clicks too many to update a contact or maybe the system is not fast when Field reps try to log in remotely. Try to address and fix any CRM system concerns, before you execute.
Associated.. Doug Liljegren, Principal Manager suggests that enriching the CRM system is not an one shot deal. You evolve and should constantly tweak the system to best support company needs and your customers.
5) 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 application. Your IT partners and your CRM vendor should have ideas and best practice alternatives of this type.
6) Make Sure Reps Know The Way To Use The CRM System: One rationale employees don’t use a CRM system, is insufficient knowledge or training about the system. Make an effort to create and implement the right level of launching and on-going CRM system training, that encourages the most important CRM behaviours you desire to drive.
Got ta Move Those Paper Contacts To CRM!
Got Those Paper Contacts Move To CRM!
Poor data in your CRM can be a root cause for deficiency of CRM adoption, reduces productivity and can be a diversion.
They’ll fall back from what they’re most comfortable with if they’ve both options.
Before start and on-going, take steps to always enhance your CRM data. This may include customer names, addresses, contact names, contact telephone numbers, purchase history etc. Focus on the CRM data elements that are most significant to supporting the selling procedure.
9) Tie CRM usage to Representative SettlementThe Majority Of Salespeople are motivated by money, so you may consider tying their compensation strategy to leveraging the CRM system.
A Freelance Consultant who specializes in CRM implementation, Doug Liljegren, has discovered that including pipeline tracking as a condition and a percentage of the reps ’ standard compensation strategy can be very effective at driving CRM adoption. On the flipside, he’s seen the use of bonuses counter productive in driving adoption.
10) Ensure Sales direction 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 steering the boat, heading the job and making decisions on CRM usage precedence. Generally, the inherent reason your team is executing or upgrading a CRM is always to help your sales teams be more effective in their roles.
Watch “CRM: Quantifying ROI”
Bonus Thought #11) Execute CRM in Phases: Phasing in your CRM implementation will help ensure a fruitful result. Human behavior does not change overnight.
If your organization is doing may things manually leveraging a CRM will be a huge cultural shift. Or, if you are updating to a fresh type of software, Representatives will have to get used to new procedures, new screens and new features.
Give your organization the right timeframe to adapt to the new system and you’ll have better, mid and long term outcomes.