West Valley City Salesforce Consulting

West Valley City Salesforce Consultants
Optimize System Performance & Fix Any System Want: No CRM program is perfect. Perhaps it takes 5 clicks too many to upgrade a contact or maybe the system is slow when Field representatives try to log in remotely. Attempt to address and fix any CRM system concerns, before you implement.

Salesforce Consultant Guide for West Valley City

If you are in charge of a sales CRM software implementation or adoption endeavor there are many activities and strategies to consider to help ensure your success. Although team and every company is exceptional, the subsequent CRM implementation ideas could be considered universal working across industries and firms.

(Are you new to CRM? Visit this website for a comprehensive, helpful CRM summary.)

Whether you’re using Salesforce.com, Siebel or a home grown alternative; 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) Show Top Down Support for CRM: One of the most significant strategies to ensure a successful CRM implementation is to have full, sales leadership support for your CRM system. This begins with your Head of Sales, then must trickle down through your sales direction team and be demonstrated through activities and words.

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 launching strategy and they could act as subject matter experts, influencers and informal leaders. This should comprise sales performers at every level and sales support/ sales operations staff members.

3) Demonstrate the WIFM for the Sales Staff: The sales team will embrace the CRM system if it “helps to increase their pay check, reduces wasted time and gets them in front of the perfect folks for the right reason at the right time”.

Optimize CRM System Performance

Optimize CRM System Performance

4) Maximize System Performance & Fix Any System Want: No CRM application 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. Attempt to address and fix any CRM system concerns, before you implement.

Related.. Senior Manager at Neunet Consultants, Doug Liljegren proposes that improving the CRM system is not an one shot deal. You should constantly tweak and evolve the system to best support company needs and your customers.

Take the time to create and execute the appropriate amount of launch and on-going CRM system training, that encourages the most significant CRM actions you need to drive.

Integrate CRM With Other Systems: You desire to make it as easy and seamless as possible for Representatives to leverage your new or upgraded CRM application. Incorporate and/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 best practice options of this type and ideas.

Got Those Paper Contacts Move To CRM!

Got Those Paper Contacts Move To CRM!

Poor data in your CRM could be a root cause for lack of CRM adoption, reduces productivity and could be a diversion.

7) Post Launch, Cease 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 quit providing that info via other means, ex. email or hard copy. They’ll fall back from what they’re most comfy with if they’ve both alternatives.

Before on-going and start, take your CRM data to continually enhance. This may include customer names, addresses, contact names, contact telephone numbers, purchase history etc. Give attention to the CRM data elements that are most significant to supporting the selling process.

View “The Golden Rules To Successful CRM Implementation”

9) Tie CRM usage to Representative Compensation: Most Salespeople are motivated by money, so you may consider connecting 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 some of the representatives ’ conventional compensation strategy can be very 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 Directing 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 selections on CRM utilization priorities. Typically, the underlying reason your team is executing or upgrading a CRM would be to help your sales teams be more effective in their jobs.

Watch “CRM: Quantifying ROI”

Bonus Idea #11) Execute CRM in Stages: Phasing in your CRM implementation will help to ensure a successful outcome. Human behavior does not transform overnight.

If your organization is doing may things manually leveraging a CRM will be a huge cultural shift. Or, if you’re upgrading to a fresh type of software, Reps must get used to new procedures, new screens and new features.

Give your organization the appropriate period of time to adapt to the new system and you’ll have better, mid and long-term outcomes.

Leave a Reply