3 Solution Ideas
Here are 3 quick and simple ideas that may help improve your CRM User Adoption. I don’t claim they are the only effective tactics, but they might help you.
Vision – You need to define a future state for your CRM, and for the sales professionals, that is also of importance to them, not just to the company or management, but to the individual user. If the vision is strong enough to create dissonance between their lives today and their lives within the future vision, most will apply energy to making a change towards the future. Training – Here I don’t mean training on CRM capability, but more how-to training on the specific processes the individual will use. Personal, individualized training with the promise of future support and additional training, when needed, is a key to CRM user adoption. (Note: Make sure your implementation partner is effective at this training)
Short-Term Wins – Just like sales wins seem to lead to more sales, short-term wins create the opportunity for small goals to be achieved. Let these smaller goals and achievements build over time toward the vision defined above.
Be Agile – Sorry, here is a 4th idea: be flexible. Take what you learn from the tools used and adjust as you need to for your sales team. You are bound to need to make changes in usage, process, and data. One of the key benefits of most CRM platforms is their ability to flex to what you want them to do -- take advantage of that to better market, sell and serve your customers.
Remember it takes the right combination of people, process and technology to optimize your CRM investment. DO NOT shortchange the investment in helping your people with the change.