Salesforce Consultant Guide for Stow
If you are in charge of a sales CRM software execution or adoption job there are many actions and methods to consider to help ensure your success. The subsequent CRM implementation ideas could be considered universal working across businesses and companies although team and every business is unique.
Visit this site for a detailed, helpful CRM overview.)
Whether you’re using Salesforce.com, Siebel or a home-grown alternative; whether this is a replacement CRM system or a new, here are 10 Thoughts to consider for successful CRM implementation in your sales organization:
1) Illustrate Top Down Support for CRM: One of the most significant methods to ensure a successful CRM implementation would be to have total, sales direction support for the CRM system. This begins with your Head of Sales, then must drip down through your sales direction team and be shown 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 strategy and they are able to become subject matter experts, influencers and informal leaders. This should include sales performers at every level and sales support/ sales operations staff members.
3) Exhibit 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 right people for the right reason at the perfect time”.
Maximize CRM System Performance
Maximize CRM System Functionality
4) Maximize System Performance & Fix Any System Lacks: No CRM application is perfect. When Field representatives attempt to log in remotely perhaps it requires 5 clicks too many to update a contact or maybe the system is not fast. Try to address and fix any CRM system concerns, before you execute.
Associated.. Doug Liljegren, Principal Supervisor suggests that enhancing 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.
5) Incorporate CRM With Other Systems: You need to make it as simple and seamless as possible for Reps to leverage your new or updated CRM program. Your IT partners and your CRM vendor should have ideas and best practice options in this area.
Take some time to create and implement the right amount of launching and ongoing CRM system training, that encourages the most important CRM behaviors you desire to drive.
Got Those Paper Contacts Move !
Got Those Paper Contacts Move To CRM!
8) Provide Great Customer Data In Your CRM: Sales Reps rely on good data about their customers and prospects to succeed in their jobs. Bad data in your CRM could be a distraction, reduces productivity and could be a root cause for lack of CRM adoption.
7) Place Launch, Stop Providing Sales Staff With Info They Can Find in the CRM System: Direct your sales staff to leverage their CRM for vital reports, customer data and announcements and then stop providing that advice via other means, ex. email or hard copy. They’ll fall back from what they’re most comfortable with if they have both choices.
Before ongoing and start, take your CRM data to continuously enhance. This may include 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 Representative SettlementThe Majority Of Salespeople are motivated by cash, so you may consider connecting their compensation strategy 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 a percentage of the reps ’ standard compensation plan can be quite effective at driving CRM adoption. On the flipside, he’s found the use of bonuses counter productive in driving adoption.
10) Ensure Sales direction is Directing The Ship: Although IT, Finance and Advertising are your business partners and key stakeholders in your CRM project, the Sales team should be directing the ship, leading the project and making choices on CRM usage precedence. In most cases, the underlying reason your team is implementing or upgrading a CRM is to help your sales teams be more effective within their functions.
Watch “CRM: Measuring ROI”
Bonus Idea #11) Execute CRM in Phases: Phasing in your CRM implementation will help ensure an effective result. Human behavior doesn’t change overnight.
Or, if you are updating to a new type of applications, Reps must get used to new screens, new processes and new attributes.
Give your organization the appropriate amount of time to adapt to the new system and you’ll have better, mid and long-term consequences.