12 Tips To Increase Successful CRM Adoption
October 29, 2013 - by Justin King
Many CRM software providers lead sales managers to believe that implementing a Salesforce Automation (SFA) system is the panacea for improving a salesperson`s productivity. However, the key to a successful CRM sales adoption lies in the manner in which the program is adopted by the business.
The following 12 reasons are a good set of guidelines to keep in mind when adopting a new CRM software or sales automation tool across your team.
1. Make sure the CRM software highly intuitive, easy to use and salespeople can see all the relevant leads, contacts, accounts, and opportunities that they need.
2. If your sales force is mobile, and your company has a BYOD policy, make sure the CRM works properly on their favorite tablet and/or smartphone. If this flexibility is not available from your chosen vendor – it is time to keep looking.
3. Do not force everyone to use the same views and reports. The views and reports developed for a B2B manufacturing company will most likely not be the same as a real-estate sales company. You need the ability to easily build your own dashboards.
4. It is imperative to have your CRM software synchronize with your email client software like Outlook. The more integrated the two platforms are, the more time your sales team will save.
5. Every department involved in the firm’s sales process should have access to the CRM. It would be foolish to just use the CRM as a mere sales contact list. Ensuring that customer service, marketing, executive leadership all have access puts this sales data at the center of your organization.
6. Prior to implementation, make an effort to understand the different priorities within the business. Do not assume that CRM software will magically solve any fundamental business process issues.
7. Ensure that the entire process of lead and opportunity management is standardized and transparent. Make sure everyone involved in the sales cycle is able to check the stages of the process. Can your CRM provider be adapted to fit your process?
8. Streamline data entry by cutting redundant or irrelevant fields. Salespeople should only enter the necessary amount of data when creating a new lead, opportunity or contact.
9. Pay attention to, and allocate a portion of your CRM budget towards integration. Duplicating data between email, calendar and sales management systems will do nothing but confuse the already stressed out sales rep.
10. Without training, implementing a new CRM software will not do much to increase productivity. Budget and plan for comprehensive training sessions and make sure your staff understands how the CRM software fits the company’s overall strategy.
11. Implementing a new CRM software will undoubtedly disrupt and change the staff’s routine. Make sure management supports and assists the staff through the short-term pain in order for them, and the company to reap long-term benefits.
12. The importance of quality data is paramount. Do not dump all previous data into the new CRM. It is a good idea to clean and categorize data before migrating it to the new CRM software. Before officially bringing in a new CRM system make sure all relevant data has already been imported.
By itself, a CRM software won’t add a single dollar to your bottom line. Unless CRM software is properly implemented, which include business analysis, data transfer and training, don’t expect your company’s CRM adoption rates to yield any results.
Want to learn more? Check out our 7 Steps to Enhance CRM Performance blog post and Download a complimentary copy of the “7 Steps to Enhance CRM Performance” e-book, to explore the simple steps your organization can take to leverage the full power of CRM