Salesforce Consultant Guide for St. George
If you’re in charge of a sales CRM software execution or adoption job there are many activities and processes to consider to help ensure your success. The following CRM implementation suggestions could be considered universal working across industries and companies although team and every business is unique.
(Are you new to CRM? See this site for a thorough, 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 Thoughts to consider for successful CRM implementation in your sales organization:
1) Demonstrate Top Down Support for CRM: One of the most significant processes to ensure a successful CRM implementation would be to have full, 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 illustrated 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 launch strategy and they could act as subject matter experts, influencers and informal leaders. This should include sales performers sales operations staff members.
3) Present the WIFM for the Sales Staff: The sales team will embrace the CRM system if it “helps to increase their paycheck, reduces wasted time and gets them in front of the perfect people for the right reason at the right time”.
If you can efficiently exhibit the WIFM, (What’s in it for me) then Spokespersons will want to use the system.
Optimize CRM System Operation
Maximize CRM System Performance
4) Maximize System Performance & Fix Any System Lacks: No CRM application is perfect. Maybe it requires 5 clicks too many to upgrade a contact or maybe the system is not fast when Field reps attempt to log in remotely. Before you implement, attempt to address and fix any CRM system concerns.
Associated.. Doug Liljegren, Principal Supervisor advises that enriching the CRM system just isn’t an one shot deal. You should constantly tweak and evolve the system to best support company needs and your customers.
6) Make Sure Reps Know The Way To Use The CRM System: One rationale workers don’t use a CRM system, is insufficient knowledge or training about the system. Make an effort to create and implement the appropriate level of launch and continuing CRM system training, that reinforces the most important CRM behaviours you need to drive.
Integrate CRM With Other Systems: You need to make it as simple and seamless as possible for Reps to leverage your new or upgraded CRM program. Your CRM vendor and your IT partners should have thoughts and best practice alternatives of this type.
Got Those Paper Contacts Move !
Got ta Move Those Paper Contacts To CRM!
They’ll fall back to what they comfortable with, if they have both choices.
Bad data in your CRM reduces productivity, could be a diversion and can be a root cause for lack of CRM adoption.
Before launching and on-going, take your CRM data to consistently improve. This may include purchase history etc., customer names, addresses, contact names, contact telephone numbers Give attention to the CRM data elements that are most significant to supporting the selling process.
See “The Golden Rules To Successful CRM Implementation”
9) Tie CRM use to Rep CompensationThe Majority Of Salespeople are motivated by money, so you may consider tying their compensation strategy to leveraging the CRM system.
A Freelance Consultant who specializes in CRM implementation, Doug Liljegren, has discovered that including pipeline tracking as a condition and a percentage of the representatives ’ conventional settlement strategy can be quite effective at driving CRM adoption. On the flipside, he’s found the use of bonuses counterproductive in driving adoption.
Typically, the inherent reason your team is executing or upgrading a CRM is always to help your sales teams be more effective within their jobs.
Watch “CRM: Quantifying ROI”
Bonus Thought #11) Execute CRM in Phases: Phasing in your CRM implementation will help ensure a fruitful outcome. Human behavior does not transform overnight.
Or, if you’re upgrading to a new kind of software, Representatives must get used to new processes, new screens and characteristics that are new.
Give your organization the right period of time to adapt to the new system and you’ll have better, mid and long term outcomes.