Salesforce Consultant Guide for Lebanon
If you are in charge of a sales CRM software implementation or adoption endeavor there are many activities and methods to consider to help ensure your success. The following CRM execution ideas could be considered universal working across firms and industries although team and every business is exceptional.
(Are you new to CRM? See this site for a thorough, helpful CRM summary.)
Whether you’re using Salesforce.com, Siebel or a homegrown 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 processes to ensure a successful CRM implementation is to have full, sales direction support for the CRM system. This begins with your Head of Sales, then must trickle down through your sales direction team and be demonstrated through words and actions.
2) Get Sales Involved In Your CRM Implementation Plan: Involve key Sales Reps and Leaders, as early as possible in your CRM implementation and launch strategy and they are able to become subject matter experts, influencers and informal leaders. This should include sales performers at every level and sales support/ sales operations staff members.
3) Exhibit the WIFM for the Sales Staff: The sales team will embrace the CRM system if it “helps to increase their paycheck, reduces wasted time and gets them in front of the right people for the right reason at the perfect time”.
Optimize CRM System Performance
Maximize CRM System Performance
4) Optimize System Performance & Fix Any System Lacks: No CRM program is perfect. Maybe it requires 5 clicks too many to update a contact or maybe the system is not fast when Field representatives try to log in remotely. Try to address and fix any CRM system concerns before you implement.
Associated.. Senior Supervisor at Neunet Consultants, Doug Liljegren advises that improving the CRM system just isn’t an one shot deal. You evolve and should always tweak the system to best support your customers and business needs.
Take some time to create and execute the right level of launching and on-going CRM system training, that reinforces the most significant CRM behaviours you want 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 upgraded CRM program. Your IT partners and your CRM vendor should have ideas and best practice alternatives of this type.
Got ta Move Those Paper Contacts To CRM!
Got Those Paper Contacts Move To CRM!
They’ll fall back from what they comfortable with, if they’ve both options.
Poor data in your CRM could be a root cause for deficiency of CRM adoption, reduces productivity and can be a distraction.
Before launch and on-going, take your CRM data to continuously improve. This may include purchase history etc., customer names, addresses, contact names, contact telephone numbers Give attention to the CRM data elements that are most significant to supporting the selling process.
9) Tie CRM use to Rep Settlement: Most Salespeople are moved by cash, so you may consider connecting 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 state and a portion of the spokespersons ’ regular settlement plan can be quite good at driving CRM adoption. On the flipside, he’s found the use of bonuses counter-productive in driving adoption.
Typically, the inherent 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) Implement CRM in Phases: Phasing in your CRM implementation will help to ensure a fruitful result. Human behavior will not change overnight.
If your organization is doing may things manually now, leveraging a CRM will be a tremendous cultural shift. Or, if you are upgrading to a brand new kind of software, Reps must get used to new displays, new procedures and new features.
Give your organization the appropriate amount of time to adapt to the new system and you will have better, mid and long term effects.