7 Ways To Improve Buy-In To Salesforce
By Sophie Wyard – Marketing Manager @ Improved Apps
Are you rolling out Salesforce to a team that has never used a tool like this before?…
Looking for some good “What’s in it for you?” tips to help them understand the value?…
Want to know the best way to bring them up to speed and familiarise them with the alien environment?…
Fundamentally, do you want to maximise Salesforce adoption?…
Then look no further…
1. Make Salesforce something to be excited about
Introduce rewards and recognition points and gamification strategies to encourage adoption. Don’t make Salesforce feel like a ‘must do’ make it feel like a ‘happy to do’.
2. Run the sales meetings through the application
Realistically not everyone will jump on board with Salesforce straight away. There will always be some complaints and a bit of a backlash, and when this happens there have to be rules and guidelines put in place to drive adoption. “If it’s not in the system, it didn’t happen” is a good mantra to stick to.
3. Put it in the job description
It’s a simple move and by doing this it makes it clear that Salesforce is fundamental to the role, so there’s no room for manoeuvre or negotiating out of engaging with the CRM.
4. Highlight the value
Sales teams will generally be enticed by the data and information that Salesforce provides them. If they’ve never used another CRM system, clear visibility of their performance will be recognised as a huge bonus, and if it’s highlighted that they can track every action that happens with a lead, prospect and customer, and that they can then dip into that information at any time, that should be very appealing to them, and make them appreciate the value of Salesforce.
5. Explain the value in their terms
You can talk about how Salesforce will foster communications, build bridges between sales and operations… sales and marketing… how it will improve data quality…What they want to hear, are things like “By using Salesforce and by sales inputting the right information, we’re able to take better care of your clients.”…or… “By adopting SFDC which provides transparency and clarity, there will be fewer errors and miscommunications with leads, prospects and customers – the sales process will speed up, revenue will increase and you’ll get a fatter pay cheque!”
Put yourself in their shoes – think about what would make them more successful…make them smile… and then enlighten them!
6. Hand them help and critical information on a plate – don’t make your Salesforce users search for it
Provide comprehensive custom help and training in the heart of Salesforce. It will drastically lower levels of user frustration and dramatically improve their engagement with the CRM. Forcing salespeople to search for the basics to help them use Salesforce will not go down well. If they have to trawl through out-of-date, lengthy guides held within an external LMS, you can be sure this will not work in your favour in encouraging correct usage. Why?…Because time wasted searching is time that they could have spent selling – so it’s costing them dearly – as well as costing the business!
7. Listen to what your salespeople have to say!
A feedback mechanism is essential to providing the correct support to sales teams to familiarise them with Salesforce and encourage engagement and correct usage. You could have regular meetings with them to get their recommendations and feedback, or send out surveys, but better still, why not allow them to report exactly what they think and what they need, directly in your Salesforce org. Creating bespoke help using Improved Help is a great asset for driving adoption. Discovering how your salespeople rate that help is another – luckily Improved Help offers both these benefits. It provides users the ability to feedback comments and answer sentiment surveys, plus it enables the author to see who is using the help and where.
These tips, when put into practice will help boost poor adoption rates, speed up on-boarding, and by the application of early warning systems (EWS) provide indicators of where further improvements should be made.
If you want to hear how Improved Apps can help you get the most out of Salesforce, please get in touch.
Sophie Wyard – Marketing Manager @ Improved Apps