Salesforce Consultant Guide for Satsuma
If you are in charge of a sales CRM software implementation or adoption endeavor there are many actions and strategies to consider to help ensure your success. Although every business and team is unique, the following CRM execution suggestions could be considered worldwide working across businesses and industries.
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 replacement CRM system or a brand new, here are 10 Ideas to consider for successful CRM implementation in your sales organization:
1) Attest Top Down Support for CRM: Among The most important approaches to ensure a successful CRM implementation will be to have complete, sales direction support for the CRM system. This begins with your Head of Sales, then must dribble down through your sales leadership team and be attested through words and actions.
This should comprise sales performers sales operations staff members.
3) Demonstrate the WIFM for the Sales Staff: The sales team will embrace the CRM system if it “helps to raise their paycheck, reduces wasted time and gets them in front of the perfect folks for the right reason at the ideal time”.
Optimize CRM System Operation
Maximize CRM System Functionality
4) Maximize System Performance & Fix Any System Deficiencies: No CRM program is perfect. When Field reps try to log in remotely maybe it requires 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.
Connected.. Senior Manager at Neunet Consultants, Doug Liljegren advises that enhancing the CRM system isn’t an one shot deal. You should constantly tweak and evolve the system to best support company needs and your customers.
Take some time to create and implement the appropriate amount of launch and on-going CRM system training, that encourages the most important CRM behaviors you desire to drive.
Integrate CRM With Other Systems: You want to make it as easy and seamless as possible for Reps to leverage your new or updated CRM application. Your CRM vendor and your IT partners should have ideas and best practice options in this area.
Got Those Paper Contacts Move To CRM!
Got Those Paper Contacts Move To CRM!
Poor data in your CRM could be a distraction, reduces productivity and can be a root cause for deficiency of CRM adoption.
7) Post Launching, Stop Supplying Sales Staff With Information They Could Find in the CRM System: Direct your sales staff to leverage their CRM for crucial reports, customer data and statements and then quit supplying that info via other means, ex. e-mail or hard copy. They’ll fall back to what they’re most comfortable with if they’ve both choices.
Before launching and on-going, take your CRM data to consistently enhance. This may contain purchase history etc., customer names, addresses, contact names, contact telephone numbers Concentrate on the CRM data components which are most important to supporting the selling process.
9) Tie CRM use to Rep Compensation: Most Salespeople are motivated by cash, so you may consider tying their compensation plan to leveraging the CRM system.
A Freelance Consultant who specializes in CRM implementation, Doug Liljegren, has found that including pipeline tracking as a condition and some of the spokespersons ’ normal settlement plan can be quite effective at driving CRM adoption. On the flipside, he’s seen the usage of bonuses counter-productive 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 ship, directing the project and making decisions on CRM use priorities. In most cases, the underlying reason your team is executing or updating a CRM is always to help your sales teams be more effective in their functions.
Watch “CRM: Measuring ROI”
Bonus Thought #11) Execute CRM in Periods: Phasing in your CRM implementation will help ensure a successful outcome. Human behavior will not transform overnight.
Or, if you should be upgrading to a fresh type of software, Reps must get used to new processes, new displays and new attributes.
Give your organization the correct period of time to adapt to the new system and you’ll have better, mid and long term outcomes.