Salesforce Consultant Guide for Sartell
If you’re in charge of a sales CRM software enactment or adoption endeavor there are many actions and processes to consider to help ensure your success. Although every business and team is unique, the subsequent CRM implementation suggestions could be considered universal working across firms and sectors.
(Are you new to CRM? Visit this website for a comprehensive, helpful CRM review.)
Whether you’re using Salesforce.com, Siebel or a home-grown alternative; whether this is a new or a replacement CRM system, here are 10 Ideas to consider for successful CRM implementation in your sales organization:
1) Demonstrate Top Down Support for CRM: One of the most important processes to ensure a successful CRM implementation would be to have full, sales direction support for your CRM system. This starts with your Head of Sales, then must drip down through your sales direction team and be demonstrated through words and actions.
2) Get Sales Involved In Your CRM Implementation Strategy: Involve key Sales Reps and Leaders, as early as possible in your CRM implementation and launching plan and they can become subject matter experts, influencers and informal leaders. This should comprise sales performers at every level and sales support/ sales operations staff members.
3) Present the WIFM for the Sales Staff: The sales team will adopt the CRM system if it “helps to increase their paycheck, reduces wasted time and gets them in front of the perfect folks for the right reason at the right time”.
If you can efficiently demonstrate the WIFM, (What’s in it for me) then Spokespersons will want to use the system.
Maximize CRM System Functionality
Optimize CRM System Functionality
4) Optimize System Performance & Fix Any System Want: No CRM application is perfect. When Field reps attempt to log in remotely perhaps it takes 5 clicks too many to update a contact or maybe the system is slow. Try to address and fix any CRM system concerns before you implement.
Associated.. Senior Supervisor at Neunet Consultants, Doug Liljegren suggests that improving the CRM system is not an one shot deal. You should constantly tweak and evolve the system to best support your customers and business needs.
6) Make Sure Representatives Know The Way To Use The CRM System: One reason workers don’t use a CRM system, is lack of knowledge or training about the system. Take the time to create and implement the appropriate level of on-going and launch CRM system training, that encourages the most significant CRM behaviors 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 upgraded CRM application. Your CRM vendor and your IT partners should have thoughts and best practice options of this type.
Got Those Paper Contacts Move To CRM!
Got ta Move Those Paper Contacts To CRM!
They’ll fall back from what they’re most comfortable with if they’ve both choices.
8) Provide Good Customer Data In Your CRM: Sales Reps rely on good data about their customers and prospects to be effective in their own roles. Poor data in your CRM can be a distraction, reduces productivity and could be a root cause for deficiency of CRM adoption.
Before continuing and start, take your CRM data to constantly improve. This may contain 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 process.
9) Tie CRM usage to Representative DamagesThe Majority Of Salespeople are moved by money, 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 condition and a percentage of the reps ’ regular compensation plan can be very good at driving CRM adoption. On the flipside, he’s seen the usage of bonuses counter productive in driving adoption.
In most cases, the underlying reason your team is implementing or updating a CRM will be to help your sales teams be more efficient in their roles.
Watch “CRM: Quantifying ROI”
Bonus Thought #11) Execute CRM in Periods: Phasing in your CRM implementation will help to ensure a successful result. Human behavior doesn’t transform overnight.
Or, if you are upgrading to a new type of software, Reps must get used to new characteristics, new processes and new displays.
Give your organization the appropriate amount of time to adjust to the new system and you will have better, mid and long term results.