Salesforce Consultant Guide for Richland Center
If you are in charge of a sales CRM software execution or adoption endeavor there are many activities and approaches to consider to help ensure your success. Although team and every company is unique, the subsequent CRM execution ideas could be considered worldwide working across sectors and firms.
(Are you new to CRM? See this website for a comprehensive, helpful CRM summary.)
Whether you’re using Salesforce.com, Siebel or a home grown option; whether this is a brand new or a replacement CRM system, here are 10 Thoughts to consider for successful CRM implementation in your sales organization:
1) Demonstrate Top Down Support for CRM: One of the most important strategies to ensure a successful CRM implementation would be to have total, sales leadership support for the CRM system. This starts with your Head of Sales, then must drip down through your sales direction team and be demonstrated through actions 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 strategy and they could 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 increase their pay check, reduces wasted time and gets them in front of the perfect folks for the right reason at the ideal time”.
Optimize CRM System Functionality
Maximize CRM System Functionality
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 perhaps the system is slow when Field reps attempt to log in remotely. Attempt to address and fix any CRM system concerns before you execute.
Associated.. Senior Manager at Neunet Consultants, Doug Liljegren suggests that accentuating 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.
Take the time to create and implement the appropriate level of on-going and start CRM system training, that encourages the most significant CRM behaviors you want to drive.
Incorporate CRM With Other Systems: You want to make it as simple and seamless as possible for Representatives to leverage your new or updated CRM program. Incorporate or link the most used business applications together (Example: E-Mail, CRM, Order Entry) so Representatives don’t need to open and close windows, click multiple links and waste time on administrative work. Your IT partners and your CRM vendor should have thoughts and best practice options in this area.
Got ta Move Those Paper Contacts To CRM!
Got ta Move Those Paper Contacts !
They’ll fall back from what they comfortable with, if they will have both options.
8) Provide Great Customer Data In Your CRM: Sales Reps rely on good data about their customers and prospects to work in their own roles. Poor data in your CRM reduces productivity, could be a distraction and can be a root cause for lack of CRM adoption.
Before start and ongoing, take your CRM data to always improve. This may contain purchase history etc., customer names, addresses, contact names, contact telephone numbers Focus on the CRM data elements which are most important to supporting the selling process.
Watch “The Golden Rules To Successful CRM Implementation”
9) Tie CRM use to Representative Damages: Most Salespeople are motivated by money, so you may consider tying their compensation strategy to leveraging the CRM system.
Doug Liljegren, a Salesforce Consultant who specializes in CRM implementation, has discovered that including a percentage of the spokespersons and pipeline tracking as a condition ’ normal compensation strategy can be very effective at driving CRM adoption. On the flipside, he’s seen the usage of bonuses counterproductive in driving adoption.
10) Ensure Sales direction is Steering The Ship: Although IT, Finance and Marketing are your business partners and key stakeholders in your CRM project, the Sales team should be steering the boat, leading the project and making decisions on CRM utilization priorities. Usually, the underlying reason your team is implementing or updating a CRM is 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 an effective result. Human behavior will not change overnight.
Or, if you should be updating to a new kind of applications, Representatives must get used to new processes, new screens and attributes that are new.
Give your organization the right timeframe to adjust to the new system and you will have better, mid and long term consequences.