Salesforce Consultant Guide for Steilacoom
If you are in charge of a sales CRM software execution or adoption project there are many actions and approaches to consider to help ensure your success. The subsequent CRM implementation suggestions could be considered universal working across businesses and sectors although team and every business is unique.
Visit this site for a thorough, helpful CRM overview.)
Whether you’re using Salesforce.com, Siebel or a home grown option; whether this is a replacement CRM system or a fresh, here are 10 Thoughts to consider in your sales organization for successful CRM implementation:
1) Illustrate Top Down Support for CRM: One of the most significant approaches to ensure a successful CRM implementation would be to have complete, sales leadership support for the CRM system. This begins with your Head of Sales, then must trickle down through your sales direction team and be illustrated through words and actions.
2) Get Sales Called For In Your CRM Implementation Strategy: Involve key Sales Reps and Leaders, as early as possible in your CRM implementation and launch plan and they could act as subject matter experts, influencers and informal leaders. This should include sales performers at every level and sales support/ sales operations staff members.
If you can efficiently demonstrate the WIFM, (What’s in it for me) then Representatives will want to use the system.
Optimize CRM System Functionality
Maximize CRM System Functionality
4) Maximize System Performance & Fix Any System Deficiencies: No CRM application is perfect. When Field representatives attempt to log in remotely maybe it takes 5 clicks too many to upgrade a contact or perhaps the system is slow. Try to address and fix any CRM system concerns before you implement.
Related.. Senior Supervisor at Neunet Consultants, Doug Liljegren suggests that accentuating the CRM system isn’t an one shot deal. You evolve and should always tweak the system to best support company needs and your customers.
5) Integrate CRM With Other Systems: You need 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: Email, CRM, Order Entry) so Reps don’t have to open and close windows, click multiple links and waste time on administrative work. Your CRM vendor and your IT partners should have ideas and best practice options in this area.
Take some time to create and implement the right level of on-going and launching CRM system training, that encourages the most important CRM behaviors you need to drive.
Got ta Move Those Paper Contacts !
Got ta Move Those Paper Contacts !
Poor data in your CRM can be a diversion, reduces productivity and can be a root cause for lack of CRM adoption.
7) Post Start, Discontinue Providing Sales Staff With Information They Are Able To Find in the CRM System: Direct your sales staff to leverage their CRM for crucial reports, customer data and statements and after that stop providing that info via other means, ex. e-mail or hard copy. They’ll fall back from what they comfortable with if they’ve both choices.
Before on-going and launching, take your CRM data to consistently enhance. This may include customer names, addresses, contact names, contact telephone numbers, purchase history etc. Focus on the CRM data elements which are most important to supporting the selling procedure.
9) Tie CRM use to Representative CompensationThe Majority Of Salespeople are motivated by cash, so you may consider tying their compensation plan to leveraging the CRM system.
Doug Liljegren, a Salesforce Consultant who specializes in CRM implementation, has found that including pipeline tracking as a condition and some of the reps ’ standard settlement plan can be very effective at driving CRM adoption. On the flipside, he’s found the usage of bonuses counter productive in driving adoption.
10) Ensure Sales leadership 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 directing the boat, leading the job and making choices on CRM usage precedence. Generally, the underlying reason your team is executing or updating a CRM is always to help your sales teams be more efficient within their roles.
Watch “CRM: Quantifying ROI”
Bonus Thought #11) Execute CRM in Periods: Phasing in your CRM implementation will help to ensure a successful outcome. Human behavior will not transform overnight.
Or, if you are upgrading to a brand new type of applications, Reps will need to get used to new processes, new displays and new characteristics.
Give your organization the appropriate period of time to adjust to the new system and you’ll have better, mid and long term results.