4 TIps to Ensure Adoption & Adherence from Your Sales Team

Salesforce.com Adoption Success:  4 Tips to ensure adoption and adherence from your sales team.

  1. Intuitive Flow: What is the sale process today?  Does the page layout allow for easy entering and finding what is important? How long does it take for the sales people to tackle account planning, customer research, quoting and approvals?  Is there a bottle neck in the process? Likely you’re implementing Salesforce.com to improve the existing sales process. If you make the new process easier and less complicated it will reduce the grumbling and disruption.  . Keep the sales people in mind when planning salesforce.com, better yet, test and review with them before you launch.
  2. 3 clicks or less navigation: Need to have or nice to have? Are you mapping EVERY field that would be nice to have? Have you received requests for lots of data from finance, operations, and sales support?  Resist the temptation of building Salesforce.com with too many “required” and “needed” fields. This will dramatically diminish adoption and adherence.  Find the balance of what is needed and what is nice to have. The views should be customized for user profiles making the information that is most important to them easiest to access.
  3. WIIFM (What’s in it for me?): That is what the sales team will ask when they are instructed to start using Salesforce.com. If the process feels like it is all about management’s needs for information, forecasting, and measuring sales, you will likely have a mutiny on your hands.  The sales team needs to feel this benefits them, helps their process, and supports their needs to close sales. With mobile access the sales team can access all of their contact information, auto dial a call, and log the call without logging into a computer.  Ask the sales team for their wish list.  If only it could do this?   The functionality of Salesforce is expansive and if the Company wants the functionality to improve process it can be implemented.  Small features additions can yield large benefits.
  4. Done is not done:  The challenge with any implementation is that you learn along the way.  Create a user committee to review how things are going, what can be improved, and how to make adjustments.  Making small adjustments based on user experience post implementation often solves small problems before they become large problems.  Set up a solid support system for at least 6 months post implementation.  There are great benefits to having a resource available, internally or externally, that can jump on issues, keep current on progress, and proactively offer management and the sales team process improvement ideas. Access to this support will also reduce the likelihood of users giving up in frustration. 

These tips come from lessons learned from hands on experience.  Digging into the details and layers is where the challenge hides. Seek out those that have been through salesforce.com implementation or find a resource that has completed dozens of projects for clients across a spectrum of industries, organizational size, and complexity.



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