Salesforce Consultant Guide for Palos Heights
If you’re in charge of a sales CRM software execution or adoption endeavor there are many actions and methods to consider to help ensure your success. The following CRM implementation suggestions could be considered universal working across businesses and sectors although team and every business is unique.
See this site for a comprehensive, helpful CRM overview.)
Whether you’re using Salesforce.com, Siebel or a home grown option; whether this is a replacement CRM system or a brand new, here are 10 Thoughts to consider in your sales organization for successful CRM implementation:
1) Illustrate Top Down Support for CRM: One of the most important methods to ensure a successful CRM implementation is to have full, sales leadership support for your CRM system. This starts with your Head of Sales, then must dribble down through your sales direction team and be illustrated through activities and words.
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 plan and they can behave as subject matter experts, influencers and informal leaders. This should comprise sales performers sales operations staff members.
3) Exhibit the WIFM for the Sales Staff: The sales team will adopt the CRM system if it “helps to raise their paycheck, reduces wasted time and gets them in front of the right folks for the right reason at the perfect time”.
Optimize CRM System Performance
Maximize CRM System Functionality
4) Optimize System Performance & Fix Any System Lacks: No CRM program is perfect. When Field representatives try to log in remotely perhaps it takes 5 clicks too many to update a contact or perhaps the system is not fast. Before you execute, attempt to address and fix any CRM system concerns.
Related.. Senior Supervisor at Neunet Consultants, Doug Liljegren advises that improving the CRM system is not an one shot deal. You evolve and should constantly tweak the system to best support business needs and your customers.
Make an effort to create and implement the right level of start and on-going CRM system training, that encourages the most significant CRM behaviors you want to drive.
Incorporate CRM With Other Systems: You desire to make it as easy and seamless as possible for Reps to leverage your new or upgraded CRM application. Integrate or link the most used business applications together (Example: Email, CRM, Order Entry) so Reps don’t have to open and close windows, click multiple links and waste time on administrative work. Your IT partners and your CRM vendor should have best practice alternatives in this area and ideas.
Got ta Move Those Paper Contacts !
Got Those Paper Contacts Move To CRM!
Bad data in your CRM could be a distraction, reduces productivity and can be a root cause for deficiency of CRM adoption.
7) Post Start, Cease Providing 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 quit supplying that information via other means, ex. e-mail or hard copy. If they have both alternatives, they’ll fall back to what they’re most comfortable with.
Before on-going and launching, take steps to consistently improve your CRM data. This may contain purchase history etc., customer names, addresses, contact names, contact telephone numbers Give attention to the CRM data elements which are most important to supporting the selling procedure.
9) Tie CRM usage to Representative Compensation: Most Salespeople are motivated 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 discovered that including pipeline tracking as a state and a portion of the spokespersons ’ normal 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 Directing 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 boat, leading the project and making decisions on CRM use precedence. Usually, the underlying reason your team is implementing or updating a CRM is always to help your sales teams be more efficient in their jobs.
Watch “CRM: Quantifying ROI”
Bonus Thought #11) Execute CRM in Periods: Phasing in your CRM implementation will help to ensure a fruitful result. Human behavior doesn’t change 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, Representatives will need to get used to new procedures, new displays and new characteristics.
Give your organization the correct amount of time to adapt to the new system and you’ll have better, mid and long term consequences.