Salesforce used by 52% of all salespeople in any company. 31% of low-performing salespeople don’t use CRM. The CRM increases the performance of salespeople, and they can:
- CRM allows salespeople to see if they have enough resources to meet their sales targets.
- Salespeople can quickly identify critical deals that will help them reach the target.
- You can close the deal by taking timely, planned actions
- Salespeople can work more effectively with their colleagues and even their coworkers.
Even after successful implementation, it has been observed that companies often have difficulty getting CRM adoption by their employees. The result is that CRM’s benefits are reduced, and sales suffer. Fortunately, there are some ways that organizations can increase user adoption within their organizations.
We will be listing some of the proven and practical tips that these organizations have adopted. They have seen increased user adoption.
Demonstrate the power of CRM to your employees
Salespeople need to know the differences between CRM and non-CRM. If CRM is implemented, organizations should demonstrate how easy salespeople can complete it. Take this example:
- Align the CRM configuration with your current business process
- Demonstrate the effectiveness of CRM by using third-party apps
- Configure the CRM according to the client’s requirements and business processes
- Salesforce’s chatter tool can be used to help them collaborate with colleagues effectively
Salespeople will adopt Salesforce if they understand its actual benefits.
Highlight the Disadvantages to Not Using Salesforce
Even though they know its benefits, salespeople may not be able to use it effectively. The organization must also communicate the disadvantages of Salesforce CRM. These disadvantages can be communicated as follows:
- Salesforce CRM allows you to manage the discount approval process
- Chatter will enable you to share messages and communicate with others.
- Salesforce dashboards can be used to communicate about meetings and perform reviews.
This will allow you to show Salesforce’s benefits to your sales team.
You can improve your career and be a Salesforce professional by enrolling in “Salesforce Training.” This course will help you achieve excellence in the Salesforce domain.
To measure Salesforce adoption, use insightful metrics.
It may not suffice to measure login rates to determine the actual user adoption. You can use many robust metrics to measure CRM adoption within the organization and by individual employees. These are some examples of such metrics:
- Number of contacts added
- Many closed leads have emerged in the past few days.
- Numerous activities such as telephone calls, notes, or recorded meetings
- Chatter posts:
These are just a handful of indirect measures that Salesforce could use to assess its adoption and engagement.
Planned and managed Salesforce user adoption
The user adoption levels of the organizations will determine the ability to segment them. With the help of user engagement metrics, they can manage each segment accordingly. Let’s now see how to create user segments or categories.
Salesforce adoption can be classified as:
- Willing and able: Salesforce users who are already using it successfully fall under this category
- You will need to be trained: Some people wish to use Salesforce but don’t know how to. You should make sure they understand that these are the people who might need additional training.
- You can use but need some motivation: As a manager, you should focus your attention on this group of team members. Highlight what they are expected to do and share adoption metrics and success stories. If Salespeople do not use Salesforce, it can make some processes more difficult.
- Can’t use and not able: Are they technically competent? Are they in need of guidance regarding Salesforce adoption? Is there another reason? Find the root cause and get it resolved quickly.
This will enable you to quickly pinpoint the root cause of user adoption, and then fix it to increase adoption.
To measure sales performance, use dashboards and reports.
Sales managers and other people have clear visibility into the sales team when dashboards and reports are well-structured and organized. They can identify the problems quickly and help improve performance. These steps will help you do this:
- Create dashboards and reports that give you full visibility into the sales team to ensure they are always visible
- Facilitate the search for important information by making it simple
- Salesforce features such as “Run As a Logged-in User” make it easier to see the information they may need.
- Make short explanation videos for newly implemented functionalities.
Sometimes, it can be difficult to train staff face-to-face because staff might not be available at the right time or may have a hectic schedule. You can use short videos to demonstrate new functionality. Follow these steps to do this:
- An open-source screen recording tool can be used to create explainer videos.
- Editing must be done professionally. These videos are meant to convey the value of the product. Make point-to-point clips and upload them to the portal.
- Professional hosting is a great way to keep track of who has viewed the training videos.
- To resolve user questions or answer any questions regarding this tool or its functionality, take a short survey.
- Track and compare sales revenue with Target
- You can go further with dashboards and reports. You can compare the performance of each salesperson to determine the overall sales performance. These steps will help you achieve below:
- To communicate members’ performance against their target, use a dashboard gauge
- The Forecast tab can be used to measure forecasting and target monitoring.
- Create a custom solution that can directly be linked to opportunities and generate the appropriate sales.
Companies may lose their benefits if they don’t have complete user adoption. If you follow the best practices in user adoption, this will help boost your sales. Salesforce implementation is about increasing adoption at all levels. This will allow for rapid improvement in sales and performance.