Salesforce Consultant Guide for Prichard
If you are in charge of a sales CRM software execution or adoption job there are many activities and methods to consider to help ensure your success. Although every business and team is unique, the subsequent CRM execution ideas could be considered worldwide working across companies and sectors.
(Are you new to CRM? Visit this site for a thorough, helpful CRM summary.)
Whether you’re using Salesforce.com, Siebel or a home grown alternative; whether this is a replacement CRM system or a brand new, here are 10 Ideas to consider in your sales organization for successful CRM implementation:
1) Attest Top Down Support for CRM: Among The most important approaches to ensure a successful CRM implementation will be to have complete, sales leadership support for your CRM system. This begins with your Head of Sales, then must drip down through your sales direction team and be attested through actions and words.
2) Get Sales Called For In Your CRM Implementation Plan: Involve key Sales Reps and Leaders, as early as possible in your CRM implementation and launch plan and they are able to act as subject matter experts, influencers and informal leaders. This should include 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 increase their pay check, reduces wasted time and gets them in front of the perfect people for the right reason at the ideal time”.
Maximize CRM System Functionality
Optimize CRM System Operation
4) Optimize System Performance & Fix Any System Deficiencies: No CRM application 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. Before you implement, attempt to address and fix any CRM system concerns.
Connected.. Senior Supervisor at Neunet Consultants, Doug Liljegren suggests that enhancing the CRM system is not an one shot deal. You evolve and should always tweak the system to best support your customers and business needs.
6) Make Sure Representatives Know How To Use The CRM System: One motive employees don’t use a CRM system, is insufficient knowledge or training about the system. Take the time to create and execute the appropriate amount of continuing and start CRM system training, that encourages the most significant CRM actions you desire to drive.
Integrate 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. Incorporate or link the most used business applications together (Example: E-Mail, CRM, Order Entry) so Reps don’t need to open and shut windows, click multiple links and waste time on administrative work. Your CRM vendor and your IT partners should have best practice options of this type and ideas.
Got ta Move Those Paper Contacts !
Got Those Paper Contacts Move !
7) Post Launching, Discontinue Supplying Sales Staff With Info They Could Find in the CRM System: Direct your sales staff to leverage their CRM for crucial reports, customer data and announcements and then cease supplying that advice via other means, ex. email or hard copy. They’ll fall back from what they comfortable with, if they will have both choices.
8) Provide Good Customer Data In Your CRM: Sales Reps rely on good data about their customers and prospects to work in their own roles. Bad data in your CRM reduces productivity, can be a distraction and can be quite a root cause for deficiency of CRM adoption.
Before launch and ongoing, take steps to consistently improve your CRM data. This may contain purchase history etc., customer names, addresses, contact names, contact telephone numbers Focus on the CRM data elements which are most significant to supporting the selling procedure.
View “The Golden Rules To Successful CRM Implementation”
9) Tie CRM use to Representative Damages: Most Salespeople are moved 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 found that including some of the spokespersons and pipeline tracking as a condition ’ standard compensation strategy can be very good at driving CRM adoption. On the flipside, he’s found the use of bonuses counter productive in driving adoption.
Generally, the inherent reason your team is implementing or updating a CRM will be to help your sales teams be more efficient in their own jobs.
Watch “CRM: Measuring ROI”
Bonus Thought #11) Implement CRM in Stages: Phasing in your CRM implementation will help to ensure an effective result. Human behavior doesn’t transform overnight.
If your organization is doing may things manually now, leveraging a CRM will be a tremendous cultural shift. Or, should you be updating to a new type of applications, Representatives must get used to new procedures, new screens and new attributes.
Give your organization the right timeframe to adjust to the new system and you will have better, mid and long-term consequences.